October 11, 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 pre-conference roundtable discussion at the Synygy Sales Performance Conference to be held on October 16-18, 2006 at the InterContinental in Miami.
The roundtable, titled “Sales Effectiveness in Pharmaceuticals and Biotech,” will address the key drivers affecting sales force performance and how companies can diagnose inefficiencies, as well as traditional and innovative measures companies can pursue to enhance sales force effectiveness. The roundtable will be conducted on October 16 from to Mr. Jayanthi moderated a similar workshop at Synygy’s West Coast conference bearing the same name earlier this year.
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 and in 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 reps 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, its Sales Performance Conference is a unique event at which executives will gain practical advice for boosting sales force effectiveness and discover new strategies for creating a performance-driven sales organization. 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.
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.