Campbell Alliance Sales Practice to Present Workshop at SPBT Annual Conference

May 16, 2008


Campbell Alliance, the leading management consulting firm specializing in the pharmaceutical and biotech industry, today announced that it will present a workshop at the Society of Pharmaceutical and Biotech Trainers (SPBT) Annual Conference to be held May 19-22, 2008 at the Orlando World Center Marriott in Orlando, Florida.


On Wednesday, May 21 at 9:45 am, George Schmidt, Vice President in the Sales Practice, will present a workshop entitled “Measuring Training Effectiveness: The Rest of the Story.”  The workshop will be part of the Directors and Senior Executives track, and will address the importance of measuring training effectiveness.  Attendees of the workshop will learn how to


§         Determine which effectiveness metrics are right for their own companies

§         Develop a plan for applying an effectiveness measurement program to their specific situations (using a "dashboard" approach)

§         Communicate the program’s benefits and results to key stakeholders


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 experiences 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 and a BS 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.


Campbell Alliance will be exhibiting at the event and can be found at booth #212.  The Pharmaceutical Institute (PI), a subsidiary of Campbell Alliance providing industry-related information and educational resources, will also be exhibiting, and can be found at booth #214. 


The SPBT Annual Conference is intended for pharmaceutical and biotech sales leaders, training directors, training managers, and trainers.  This four-day event will feature cutting-edge sessions by leading speakers and educational workshops for trainers at all levels.  For more information on the SPBT Annual 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 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:  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, Atlanta, and London, the firm serves clients throughout North America, Europe, and Japan.  For more information on Campbell Alliance, please visit



About the Pharmaceutical Institute


The Pharmaceutical Institute, based in Raleigh, NC, is the leading provider of specialized knowledge for pharma and biotech professionals.  The company is building the world’s largest single library of industry-related information and educational resources.


The Pharmaceutical Institute was created by Campbell Alliance, who also provides resources and expertise to maximize the Pharmaceutical Institute’s effectiveness.


For more information, please visit 


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Media Contact:

Stephanie Koenig