By Matthew Yesko, CPLP

National sales meetings and plan of action (POA) meetings are a staple of the life sciences industry. These meetings serve to train, motivate and communicate key information to sales representatives and managers. The format of these meetings often includes large group general sessions that allow for platform presentations and workshops using PowerPoint presentations.

Otsuka America Pharmaceutical decided to reinvent the national POA by questioning the routine format. Starting with a pilot group in December of 2015 and expanding to include the national meetings in September 2016 and March 2017, Otsuka changed the way sales representatives participate in national meetings. The result was a learner-focused experience that maximized engagement and measurably drove sales results.

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