Objective:
Reps need to fully embrace the new target list. Significant change in clients to be visited and segmentation driven call frequency rules ...
Target audience:
All field force plus first line managers and marketing people. Around 80 people in one room.
Client:
Market leading pharma company
Time frame:
RFP in April, delivery in August
Participants experience that changing their decisions improves individual results!
Task:
Sales managers of all emerging markets need to understand Key Account Management
Deliverable:
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.
Target audience:
Rx and OTC sales directors of each country
Time frame:
RFP in January, delivery in April
The world has changed but we still measure
»call frequency!«
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.