February 28, 2006
Campbell Alliance, the leading management consulting firm specializing in the pharmaceutical and biotech industries, today announced that Subbarao Jayanthi, Vice President in its Sales Practice, will moderate a two-hour pre-conference roundtable discussion at the Synygy Performance Conference to be held on March 6-8, 2006 at the Hyatt Regency Century Plaza in Los Angeles.
The roundtable, titled “Sales Force Effectiveness in Pharmaceutical and Biotech Companies,” will address the key drivers affecting sales force performance and how companies diagnose inefficiencies, as well as traditional and innovative measures companies can pursue to enhance sales force effectiveness. The roundtable will be conducted on March 6 from to
Mr. Jayanthi leads Campbell Alliance’s specialty practice dedicated to sales force strategy and effectiveness, which assists pharmaceutical and biotech companies in
§ Designing and planning the deployment of office-based and institutional sales forces
§ Conducting productivity and performance analyses to identify both areas of strength and opportunities for improvement—overall and at the regional, district, territory, or sales representative level
“The primary focus of most selling organizations in the pharma and biotech industries today is on enhancing the effectiveness of their sales forces. Many of these companies, however, are struggling to understand exactly what it will take to do this,” stated Jayanthi. “Various factors can influence sales force effectiveness, and it's often difficult to assess the impact of any one of these in isolation. Companies often take an ad hoc approach to sales force performance by directing most of their effort toward fixing what they perceive to be ‘broken.’ Such an approach creates numerous challenges along the sales ‘continuum’—starting from recruitment of sales and ending with measurement of their performance in the field. What’s really needed is a systematic and comprehensive approach to understanding the key drivers of sales force performance,” he continued.
According to Synygy, the largest provider of solutions for solving incentive compensation management problems, the Performance Conference is a unique event at which executives can discover a unified approach to performance management that integrates five essential processes—alignment, measurement, reward, reporting, and analysis—that will enable companies to improve upon their often incomplete and fragmented approaches. The three-day event will include more than 40 presentations and roundtable discussions, which should have cross-functional appeal to sales, finance, and human resources professionals. For more information, please visit http://www.performanceconference.com.
About the Sales Practice at
A combination of quantitative and qualitative factors must be addressed to get maximum sales force effectiveness, whether you're dealing with a large primary care team or a small specialty sales group. These factors include
The Sales Practice at Campbell Alliance helps pharmaceutical and biotech companies take a “total” approach to sales force optimization—and realize superior sales results—through service offerings, including sales strategy, sales analytics, sales force effectiveness, sales training, and sales force assessment.
Campbell Alliance is the leading management consulting firm specializing in the pharmaceutical and biotechnology industries. The firm's clients include most of the world's "top 20" pharmaceutical companies, as well as numerous emerging and midsize firms. Campbell Alliance is organized into practice areas, each specializing in a critical industry function, including Brand Management, Business Development, Clinical Development, Managed Markets, and Sales. From its locations in