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Health Strategies Group Forecasts Emerging Trends in Future Sales Force Models at the SPBT 2009 Conference

LAMBERTVILLE, N.J., May 20 /PRNewswire/ -- Health Strategies Group, a leading provider of market intelligence to the pharmaceutical and biotechnology industries, analyzed trends shaping future sales force models and outlined actionable training strategies to address these new models at the 38th Annual Society of Pharmaceutical and Biotech Trainers (SPBT) Conference, held May 11-14 in Chicago.

In an address titled "Sales Force of the Future," consultants Denise Woltemath and Manny Gaspar assessed four potential new sales models that may occur in the rapidly changing pharmaceutical and biotechnology environment. The team examined selling scenarios where (1) specialty representatives become the dominant sales force type, (2) a split develops between clinical representatives and service representatives, (3) the district manager evolves into a market manager and (4) targeted deployment becomes the standard practice, i.e. companies segment and target physicians according to their information delivery preferences.

The Health Strategies Group consultants shared insights with workshop participants on how to identify emerging sales force trends within their own organizations and discussed possible training plans and requirements for each of the four sales models presented.

"We were pleased to be invited to share and discuss our training ideas and analysis with the industry leaders at the SPBT annual conference," said Gaspar. "We received a lot of positive feedback from our workshop participants, many commented they had learned several methods they can implement now to navigate the changing pharmaceutical environment. We value our longstanding relationship with SPBT and are always grateful for the opportunity to collaborate with their members."

For a summary of Health Strategies Group's SPBT presentation, "Sales Force of the Future," contact

About the Speakers

Denise Woltemath is a senior consultant with Health Strategies Group, leading the Specialty Sales Opportunity Assessment Service for specialty and biotechnology clients. She has more than 20 years of healthcare experience and has held leadership roles in pharmaceutical sales, managed care, medical devices and hospital settings. Woltemath's achievements include development of a training initiative that doubled the length of sales calls, management of a systematic approach to extending the impact of promotional education programs, and creation of a company-wide framework for opinion leader development.

Manny Gaspar is a consultant with Health Strategies Group and is responsible for syndicated and client private projects within the company's Strategic Selling Outlook practice. His professional experience spans the healthcare marketing spectrum, including work in analytics, sales, and product management in both the pharmaceutical and medical device industries.

About Health Strategies Group

Health Strategies Group has been providing market intelligence to pharmaceutical and biotechnology professionals since 1992, transforming research findings into practical insights and strategic recommendations to help organizations make the best business decisions. The company has long-standing relationships with 90 percent of the nation's leading pharmaceutical and biotechnology companies.

Health Strategies Group services include syndicated research reports in different practice areas, proprietary intelligence projects on request, and direct, continuous access to a team of research directors and practice leaders who are experienced veterans of the pharmaceutical industry and active thought leaders in their areas of expertise. The company also creates a custom webpage for each client that provides ready access to all pertinent publications and research summaries.

Organizations use Health Strategies Group to assess marketplace trends and future scenarios, support business planning, formulate successful segmentation strategies, guide the design of training curricula, educate colleagues, benchmark staff performance, and develop more profitable contracting strategies.

For additional information on Health Strategies Group, contact Karen Vandeven, director of marketing and communications, at (609) 397-5282 or Health Strategies Group is headquartered in Lambertville, N.J., with regional offices in Redwood City, Carlsbad and Irvine, Calif. Visit the company's Web site at

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SOURCE Health Strategies Group
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