Kathy West, Dennis Falci and Chris Ayers Present:Proof That Managed Markets Training Gets Sales Results-A Case Study With ROI!

Validating the return on a company-wide training initiative can be a daunting task for training professionals. This session will review step-by-step how sanofi-aventis and their strategic training partner, S3, tackled the challenges of measuring the effectiveness and success of a national Medicare training rollout. The results of this ROI measurement not only demonstrated market-shaping results, but will enable sanofi-aventis to broaden their Medicare training initiative to penetrate deeper into the marketplace to further drive product sales. The workshop will also include a case study which portrays the execution of one of the many tools rolled out during the initiative. The Yukon group will illustrate how CAMEO assisted in the success of the initiative by reinforcing the training messages over a 23 week time period and review the detailed reports that were able to be derived from their online system.

Track

Time and Location

Tuesday, 11:15am - 12:15pm, St. John's 23

Learning Objectives

Participants will learn to:

  • Understand the process between a pharmaceutical company and its strategic partner to develop a customized training initiative rolled out to sales professionals nationally.
  • Measure the ROI of a corporate Medicare benefit training initiative which was achieved and validated through an increase in product market share.
  • Apply the lessons of a case study on how a training tool assisted in the execution and success of the Medicare corporate training initiative.

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About the Speaker

Kathy West

Kathy leads the strategic development and tactical execution efforts of S3 across all clients in managed markets channels, focusing on training initiatives addressing commercial, Medicare Part D, and Medicaid formulary access, reimbursement, and pull through. Her pharmaceutical experience spans health plans, pharmacy benefit managers, and employers in a variety of therapeutic areas. Find out more...

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About the Speaker

Dennis Falci

Dennis Falci is director, U.S. managed markets training, for sanofi-aventis, responsible for training account managers and the field sales professionals on issues in managed care. Dennis has been with sanofi-aventis for 20 years holding numerous positions, including managed markets marketing manager, regional account manager, district sales manager, institutional sales representative and sales professional. Find out more...

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About the Speaker

Chris Ayers

Chris Ayers is president and CEO of the Yukon Group. He is a frequent speaker at training and e-Learning conferences on the subjects of simulations, blended learning and learning reinforcement.  He is the creator of Cameo®, an award-winning web-based tool for learning reinforcement. Find out more...