Reps need to fully embrace the new target list. Significant change in clients to be visited and segmentation driven call frequency rules ...
All field force plus first line managers and marketing people. Around 80 people in one room.
Market leading pharma company
RFP in April, delivery in August
Participants experience that changing their decisions improves individual results!
Sales managers of all emerging markets need to understand Key Account Management
Design, develop and deliver a 3-day conference for sales directors from more than 20 countries and four continents. All content delivered by Innov8. 8 different formats leveraged.
Rx and OTC sales directors of each country
RFP in January, delivery in April
The world has changed but we still measure
In a recent project to design and establish a novel incentive and bonus-system a central question was:
»What happens if we continue sticking to our traditional set of KPIs?«
The answer: »Sales and marketing metrics, feeding our remuneration-system to quite a degree, will be contradictory to our company's values and objectives!«
Following this impressive experience, we thought it would be a good idea, to offer an “In-house KPI-Workshop”. In the best case, our KPI-workshop will be cross-functional. It could bring Business Intelligence, Controlling, Finance, Marketing and Sales / Field Force Management together.
We will be happy to discuss your specific issues and prepare a full proposal.