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Edition 15 August 2006

21/08/2006

A Sales Managers job is never over: as we enter the final quarter of 2006, next year is already at the forefront of our minds.

The October meeting of the PSMG is very much in tune with this: it has a forward-looking agenda with plenty of variety. We will be looking at Foundation Trusts, the changing face of primary care, ABPI initiatives and a research-based presentation on different sales force structures around Europe. Needless to say, our speakers are top-quality and I can promise you a stimulating and enjoyable day.

I have a particular reason for noting the October meeting. It will be my last as Chairman, because I have recently moved to a new role within Merck Pharmaceuticals UK. I have enjoyed my five years as Chairman, and am confident that I am handing over a healthy PSMG to my successor. I look forward to seeing you in October.

If you cant make the October meeting, you can read more on these topics in our December issue. For more information on joining us at the meeting, visit www.psmg.info.

In the meantime, for some ideas on how to kick-start your teams planning for next year and beyond, have a look at the article entitled Is your sales team short-sighted?

	Managing the 2006 Code
	How effectively would you be able to respond to a complaint that representative activity was in breach of the 2006 ABPI Code? The management issues this question raises are in most cases the same issues that should be addressed if you want to avoid complaints in the first place which is arguably a much better reason for checking your p ...

Timing is Everything!
When leading the launch of a new product in todays complex environment, one question you may ask yourself is should you concentrate on persuading managers to pay for it or persuading clinician ...

	PSMG July Meeting

Towards a Common Goal
People who work together are not necessarily a team. Understanding how teams develop, and how they can go wrong, will help you to lead and manage a strong and effective team.

	Make it Happen!
	High-quality, focused, well-planned events that are evaluated for their success and return on investment are demanded in todays fastmoving, cost-conscious and increasingly regulated medical sales environment. Careful consideration should be given to the areas discussed below to ensure that your events achieve the desired outcomes.

Taking Control
The days of relying on a third party to supply you with your target lists are ending. The key to effective segmentation and targeting lies in combining your own internal customer knowledge with ...

	Is Your Sales Team Short-sighted?
	One of the biggest challenges facing pharmaceutical sales managers is ensuring that representatives plan their time effectively in line with their sales strategy. How can you track whether your field force are actually filling their days with the most profitable activities? Even with the latest CRM software, this hurdle ...