Sales Force Effectiveness

• How to maximize the distinct yet complementary roles of medical and sales teams to increase HCP trust and engagement
• Define the evolving rep profile, balancing product expertise with relationship-building in a digital-first world
• Balancing the role of reps as product and therapy area communicators vs relationship and trust makers

• What are the measures of success that lead to increased health professional, patient and business value
• Measuring the value of reps through cross-functional, patient-centered approaches
• Tracking customer experience and rep impact through data-driven metric

• How to create an environment that fosters excellence and success across the entire rep journey from structured onboarding to mentoring
• Why empowering reps through experience design and shared decision-making helps ensure new tools and processes serve them in the field whilst driving business outcomes
• How to leverage (and get buy in) to use digital tools and AI effectively

• Hear how identifying and supporting Rising Opinion Leaders (ROL) can lead to faster paths to diagnosis and treatment.
• Why a holistic, trust-based engagement, focused on a clinician’s scientific and digital footprint, can encourage genuine knowledge-sharing and avoids over-reliance on legacy “top prescriber” metrics.
• Push Rising-Opinion-Leader signals into existing field-force tools, showing how data and light-touch analytics can drive field force next-best-actions, improving engagement and commercial ROI.

• The significance of tailoring interactions to meet the traits and needs of the individual
• Why mastering effective storytelling can help ensure your Reps deliver materials in a memorable way

• What does it mean to be a good coach?  
• Hear which coaching frameworks leaders adopt across Canada. Understand the benefits and limitations of models like GROW model (Goal, Reality, Options, Way Forward), Situational

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• Hear how leveraging AI, CRM, and digital tools in a unified way can foster a trust-based relationship with health professionals and patients
• Optimizing engagement with liquid structures by creating a flexible field force

How AI, CRM, and digital tools are creating trust-based relationships with healthcare professionals.

• Redefine SFE by aligning strategic goals with field realities and team input
  
• Move from rigid KPIs to outcome-driven OKRs that adapt to today’s commercial landscape
  
• Empower reps to co-create territory plans, increasing ownership, motivation, and performance

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What’s next for the sales force? Key trends and innovations shaping the future of rep engagement.