Campbell Alliance Sales Practice to Conduct Workshop at EyeForPharma SFE Europe Conference

March 26, 2008

 

Campbell Alliance, the leading management consulting firm specializing in the pharmaceutical and biotechnology industry, announced today that George Schmidt, Vice President in the firm’s Sales Practice, will present a workshop at the EyeForPharma Sales Force Effectiveness (SFE) conference.  The event will be held from April 2 to 4 at the Centre Convencions Internacional in Barcelona, Spain.

 

Mr. Schmidt’s 90-minute workshop, titled “Positioning Sales Training as a Strategic Leader in Your Organization,” is scheduled for Thursday, April 3 at 3:05 pm and is placed in the “Training & Development” track.  The workshop will examine the strategic role sales training departments play within the larger commercial organization and suggest strategies to identify the training needs associated with the business- and selling-environment challenges faced by their sales forces. 

 

“The Sales Training function is not always recognized as a strategic contributor at many pharma and biotech companies,” Mr. Schmidt explains.  “Sales management typically takes an ‘act now’ approach to working with Sales Training, forcing training managers to address requests on a frequent but ad hoc basis.  This mentality makes it difficult for Sales Training to take on a more strategic role in the overall sales organization. To do that, training managers must be proactive and anticipate the needs of the sales force, making strategic recommendations to senior management—sometimes across multiple functions at their company—that address training gaps and communicate results throughout the process,” he continued.

 

George Schmidt has served the sales and marketing needs of pharmaceutical clients covering a wide array of topics, such as sales force effectiveness, resource allocation, marketing strategy, and product positioning.  Mr. Schmidt leads the sales training specialty area within the Sales Practice at Campbell Alliance.  His understanding of project management and leadership stems from his experience as a sales and marketing consultant and an officer in the US Army.  Mr. Schmidt earned an MBA from the Darden Business School at the University of Virginia.  He also holds BS degrees in Industrial Management and Economics from Carnegie Mellon University.  He is a frequent contributor to Society of Pharmaceutical and Biotech Trainers’ FOCUS magazine and serves on its editorial board.

 

For more information on the EyeForPharma SFE conference, please visit http://www.eyeforpharma.com/sales2008.    

 

Executives from Campbell Alliance speak at many conferences in the US and Europe each year.  For a full listing of events, please refer to the company’s online conference calendar at http://www.campbellalliance.com/pressroom/eventcalendar.cfm.    

 

 

 

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 industry.  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, Sales, and Trade and Distribution.  From its locations in Raleigh, NC, Parsippany, NJ, Los Angeles, San Francisco, Chicago, Boston, Philadelphia, New York City, and Atlanta, the firm serves clients throughout North America, Europe, and Japan.  For more information on Campbell Alliance, please visit http://www.campbellalliance.com.

 

inVentiv Health Consulting offers world class healthcare consulting services.

Media Contact:

Stephanie Koenig
stephanie.koenig@inventivhealth.com