Campbell Alliance Sales Practice to Present Two Workshops at SPBT Annual Conference

June 15, 2007


Campbell Alliance, the leading management consulting firm specializing in the pharmaceutical and biotech industries, today announced that it will be presenting two workshops at the Society of Pharmaceutical and Biotech Trainers (SPBT) Annual Conference to be held June 18-21, 2007 at the Westin Diplomat in Hollywood, Florida.


John Bye, Senior Practice Executive in the Sales practice at Campbell Alliance, will present a workshop in the Hot Topics category, and George Schmidt, Vice President, also in the Sales practice, will lead a session in the Director/Senior Executive category.


On Tuesday, June 19, at 2 p.m. Mr. Bye will present an interactive workshop titled “Utilizing Application Training and Ongoing Assessments to Drive Sales Force Effectiveness.”  This workshop will explore the use of application training and assessments in improving the quality of interactions between sales representatives and physicians.  Delegates attending this workshop will learn how to


§         Employ a selling skills initiative to drive sales force effectiveness

§         Ensure pull-through across the marketing, sales, and managed markets channels

§         Execute an initiative that assesses the skills of both representatives and managers

§         Incorporate advanced role play activities into selling skills assessments

§         Integrate trained medical professionals and seasoned sales professionals into role-play activities

§         Identify comprehensive assessment criteria

§         Build a scoring system for simple analysis of key findings

§         Track progress over time


John Bye brings years of experience in pharmaceutical sales to Campbell Alliance’s Sales practice, where he assists clients with sales force optimization and training, as well as sales strategies.  Over the past 15 years, Mr. Bye has worked in various pharmaceutical sales positions managing the designated product portfolio at major academic institutions, VA hospitals, and long-term care suppliers.  Prior to joining Campbell Alliance, Mr. Bye worked for Pfizer Inc., where he won numerous awards for his excellence in sales and his ability to effectively mentor fellow representatives.  He received his MBA from Kellogg School of Management at Northwestern University.


On Wednesday, June 20 at 9:45 a.m., Mr. Schmidt will present a session titled “The Training Director’s Playbook: Setting Up for Success in the First 100 Days and Beyond.”  Mr. Schmidt’s workshop will address the challenges facing both new and experienced sales training directors and discuss how these directors can develop a “playbook” to help them overcome these challenges and succeed in their leadership role.  The workshop will address how to

  • Become familiar quickly with the training department and its programs
  • Identify the actual and perceived strengths and weaknesses of the department
  • Identify and market the department to key stakeholders
  • Develop a training department strategic plan that is aligned with the commercial strategy
  • Manage the tactical execution of the strategic plan.


George Schmidt has served the sales and marketing needs of pharma clients across a wide array of topics, including sales force effectiveness, resource allocation, marketing strategy, and product positioning.  Mr. Schmidt leads the Sales Training specialty practice within the Sales practice at Campbell Alliance.  He gained his understanding of project management and leadership skills from his years as a sales and marketing consultant and as an officer in the US Army. Mr. Schmidt earned his MBA from the Darden Business School at the University of Virginia.  He is a frequent contributor to SPBT’s FOCUS magazine and was recently added to its editorial board.


The SPBT Annual Conference is intended for pharmaceutical and biotech sales leaders, training directors, training managers, and trainers.  It will include more than 70 workshops and features numerous panel discussions and an exhibit hall attracting nearly 120 vendors.  Campbell Alliance will be exhibiting at this event and can be found at booth #807.  For more information on the conference, 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. These factors include


  • Deployment (targeting, size, structure, alignment)
  • Support (marketing support, communications, sales force automation)
  • Motivation (incentive compensation, recognition, professional development, confidence in management)
  • Ability (recruiting, training, assessment)


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 such service offerings as 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, San Francisco, Chicago, Boston, Philadelphia, 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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