Campbell Alliance to Focus on Training Effectiveness and Impact Measurement at CBI Sales Training Summit

October 17, 2006


Campbell Alliance, the leading management consulting firm specializing in the pharmaceutical and biotech industries, today announced that two senior members of its Sales Practice will present a session at the Sales Training Summit hosted by the Center for Business Intelligence (CBI) to be held on October 19-20, 2006, at the Marriott Philadelphia West in West Conshohocken, Pennsylvania.


George Schmidt, Senior Practice Executive, and Howard Brock, Associate Practice Executive, will present a session titled “Use Continuous Improvement Methodologies to Exceed Expectations of Senior Management and Improve Training ROI” at 1:50 p.m. on October 19.  The session will discuss the processes and tools required to diagnose the effectiveness of sales training departments and how to measure the impact of training programs.


“To successfully harness the value of continuous improvement in sales training, companies should consider adopting a two-phase approach that includes a diagnostic look at current training programs as well as a process to execute the programs and measure their success over time.  Such an approach can prove invaluable in helping sales training leaders to demonstrate the effectiveness of their programs and to communicate these benefits to senior management.  It also can provide the needed ’ammunition’ to build a case for future training programs,” stated Schmidt.


Mr. Schmidt leads the sales training specialty practice area within the Sales Practice at Campbell Alliance.  He brings his understanding of project management and leadership to the firm from his years as both a sales and marketing consultant and officer in the United States Army.  Mr. Schmidt earned an MBA from the Darden School of Business at the University of Virginia.


Mr. Brock brings five years of experience in the management consulting environment to the Sales Practice, where he assists clients with sales training, sales force effectiveness, sales assessment, and sales force optimization.  He received his MBA in marketing, finance, and strategy from Carnegie Mellon University, where he graduated at the top of his class. 


For more information on the CBI Sales Training Summit, please visit



About the Sales Practice at Campbell Alliance


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.


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.


About Campbell Alliance

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
Raleigh, N.C., Parsippany, N.J., Los Angeles, South San Francisco, Calif., Chicago, Boston, and New York City, the firm serves clients throughout North America, Europe, and Japan.  For more information on Campbell Alliance, please visit



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Media Contact:

Stephanie Koenig