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

• 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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• Overcome sales barriers, build future-ready teams, and align strategy with goals.
• See how coaching and AI together boost engagement and rep performance.
• Use agility, adaptability, and analytics to meet evolving HCP needs.

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• 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

• Use AI/ML-powered longitudinal data to identify patients and prioritize physicians based on real-world treatment patterns and predictive indicators.
• Integrate patient-centric insights into field planning to enable more personalized, timely, and impactful HCP engagement.
• Activate influence networks to guide territory strategy and maximize the reach and effectiveness of field activities.

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

• 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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• Description coming soon!

• Leveraging tools and systems for positive customer experiences
• The Who and How in building the right team
• Balancing the Customer Needs vs Internal Business Needs​

• Learn about PAAB’s own data on health professional trust and engagement to see where your team can offer more value.
• Hear from PAAB on their advice on how reps can compliantly apply approved materials.
• Helping to increase the speed at which reps can respond to health professional requests.

• What impact does a sales force have on Rx uptake? And why is answering this question is so difficult?
• Controls, opportunity cost, gut checks, and other overlooked components of a good analysis.

• What’s next for customer engagaement in Canadian Healthare.
• Key trends and innovations shaping the future of HCP and patient expectations.