If I had to choose one word to summarize Day 1 of the 6th Annual Life Sciences Forum On Speaker Program Management, it would be Sunshine Act. Ok, so that's two words. But it's one concept, and it clearly impacts every aspect of speaker program management.
Cheesteak, the Liberty Bell, Rocky, and...The 6th Annual Life Sciences Forum on Speaker Program Management? Yup, we're headed to Philadephia (actually, we're already here). We'll be at this annual conference, attending the presentations, the panels, and otherwise listening to all things related to speaker bureaus.
With increasing public scrutiny of pharmaceutical promotional practices, companies have begun to think more about how some regular activities can be perceived as corrupt by the broader population. Recently, GSK publicized that it was changing its promotional practices to end direct payments to physicians who promote their products. Additionally, GSK plans to stop compensating their sales reps based on volume or market share, but instead on technical knowledge, quality of service and company performance. This probably implies a leveling of rep compensation, likely leading to many of the best performing reps looking for other opportunities in an already challenging job market for these roles.
Social Selling, at its core, is about connecting with potential and current customers for more effective sales. Specifically, it often refers to the common online social networks, such as LinkedIn, Facebook and Twitter, as tools to leverage for customer intelligence. And it works.
Go to any online discussion group for Sales professionals, and you’ll find a heated discussion on cold-calling: Is it Dead or Alive? The existence of the debate itself suggests cold-calling isn’t something we are willing to give up easily. But research is showing us that it is less and less effective – and it’s costing us.
How does your KOL strategy stack up against the following questions?
Regulatory scrutiny, market and economic pressures have placed a premium on increasing and measuring the effectiveness of nearly all Pharma promotional strategies. The most successful organizations will be those who take innovative approachs to program effectiveness, with a particular focus on:
We’ve chosen to highlight the latest approaches and techniques in use by leading Pharma companies in a Road Show format – brining the latest insights directly to you over the next three months.
Are you and your business aware of the revolution that the new field of network science has created?
For example, can you speak ‘network science’? Have you put the discoveries of network science to use in your business and personal career? (The networks are already there -- always have been -- but they may not be recognized and leveraged the way they need to be!). Do you understand how to identify and leverage “the social capital of brokerage”?
Don’t worry. Just click here for this week’s Forbes, with its easy-to-grasp glossary, and some simple step-by-step principles to get you started.
Is your company trying to solve management issues by moving employees’ workspaces around?
News in both The Wall Street Journal and Fast Company notes that companies and researchers have lately been moving workers around -- in order to diversify the job functions of the people who surround them, or even just to get employees to do more talking with their neighboring workers.
But wait. . . there’s even bigger news than this.
The much-bigger news is this: Adding Network Analytics to this ‘new’ phenomenon of management-by-moving-employees-around will help you achieve much more: and that is, scientifically-proven results and bottom-line improvement.
Companies considering changing workspaces to boost productivity should first apply Network Analytics (and Activate Networks is the leader in this technology) to take stock of their existing -- but hitherto invisible -- organizational network. Only then will you, the manager, be able to develop the precise action steps that will reliably build the organizational network that your company needs.
Activate Networks’ Vice President of Marketing Steve Wardell, will present a 3-hour interactive session on “The Art of Developing Your Go-to-Market Strategy” on Monday, November 18th, from 6 to 9 pm, as part the MIT Enterprise Forum of Cambridge series “Start Smart.”