In a climate of change, growing market complexity, and increased pressure to maximise return on investment, maintaining motivation and gaining buy-in to new strategies is more important than ever.
Large internal meetings and conferences are a key opportunity to introduce change and raise employee enthusiasm but they are often a lacklustre and passive experience, involving listening but little participation. Senior management may rally the troops, product managers present their marketing strategies, and sales managers highlight new initiatives, but this alone may not be sufficient to truly bring participants on board.
A customised simulation-based training workshop can provide the energy and impact to instil messages in a fun and engaging environment. Many pharmaceutical companies are already experiencing the positive benefits of including interactive training at their internal events. Whether the setting is a sales force conference or an executive meeting, IMS Learning Solutions offers a range of animated, customised workshops that will make it an unforgettable, enjoyable, and above all productive, occasion.
Participant feedback across the board continues to affirm the value and impact of our workshops. Says SFE director, Astra Zeneca ISMO:
"On behalf of the SFE team and all the meeting participants, I would just like to take this opportunity to thank you for an outstanding job at the conference. Once again, the outcome was superb, both in terms of content and delivery. It is indeed a pleasure to work with professionals - your folks were great."
A hands-on approach to compensation
The latest addition to our family of event animation workshops is the Compensation Workshop which brings hands-on approaches for a deep understanding on designing optimal compensation plans.
Why compensation?
Changes in the pharmaceutical landscape are driving the adoption of new sales models such as key account management, team-selling and regional resourcing. All of these present a major challenge to compensation schemes since only the activity and outputs of the total team can be linked to resulting sales. At the same time, the increasing numbers and types of stakeholders in the prescribing chain mean that measuring just the output of individual doctors within a territory is no longer sufficient to determine the overall and inter-linked performance of the sales force. Traditional means of compensation measurement - namely focusing solely on sales output at the territory level - can thus no longer be the sole criteria in bonus and compensation calculations.
This 2-hour workshop dives into the concepts and best practice approaches to designing compensation schemes in today's environment. Through a series of interactive simulations, participants immerse themselves in a typical Pharma company situation where a new compensation scheme must be created. Participants make key choices and trade-offs to determine a sales team's bonus, including level of base salary, amount of training to provide, whether to bonus activity and/or sales, specific measures to be used, optimal payout distribution, sales models to be applied, usage of extra incentives schemes, and more.
The comprehensive course takes participants through:
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Best practice and theory
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Compensation trends based on IMS European market research
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The measurement of softer aspects such as strength of relationship
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Comparisons of approaches taken by different groups, all competing to obtain the best sales
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Expert facilitation and results analysis
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Group discussion
To learn more about our new workshop and energising your next conference, contact us.