Diagnosis
The annual sales meeting is coming up and you're not sure you can spare the time

Prescription
Prepare, participate and perform to make the meeting a success

Just the mention of a national meeting evokes strong responses from many sales professionals. Some are eager for a break in the routine. Others look forward to the chance to reenergize and network. Many pharmaceutical reps, however, would much rather be out in the field than in a meeting room all day, the continental breakfast notwithstanding. Ultimately, whether you look forward to them or try to find a way out, national meetings are valuable venues to prepare for performance and competition in the field.

JOHN RENSTEN/LIFESIZE, GETTY IMAGES

Sales professionals and managers agree that a successful national meeting has very little to do with the event planners or meeting location. Instead, success relies on sales professionals and how well they have prepared, and whether they can successfully implement what they have learned in the field. What is the secret to winning the gold? Prepare, participate, and perform.

Prepare

Many sales professionals can feel that preparing to leave their territory and home for several days is a feat in itself. After making those last calls, checking samples, and perhaps arranging extended day care, they may grab the materials marketing has sent over the weeks leading up to the meeting, stuff them in a bag and promise themselves to really study the material on the plane.

Study all of the materials and learning modules you receive prior to the meeting. While traveling can feel like the only time to prepare, a great meeting starts well before the plane takes off. Allow enough time for this review so that you can step beyond reading it to seeing how you can apply it to the healthcare providers you call on. As you read through the materials, ask yourself, "How will I use this with my healthcare providers?" Or, more specifically, "How will I use this with my top ten healthcare providers?"

Keep an open mind as you review the pre-meeting materials. It is easy to get overwhelmed by the amount of information and clinical studies, especially when preparing for a new launch. Stay positive as you review the materials by telling yourself that the upcoming meeting will help clarify the new information or messaging. Once you start thinking, "this is way too much" or, "this will never work in my territory" you can lose one of the most important things you can bring to the meeting–enthusiasm.

Review your performance over the last quarter and honestly assess what could have been done differently to achieve better results. Align this self-assessment with the new materials. How does this new information fit into your plan for continuous, improved performance?

Write down your goals for what you want to get out of the meeting. For example, you may want to talk to the marketing associate manager about the content and timing of a competitor study. Or, you may want to strategize with other sales professionals and see how they are using the studies.

Stay healthy, because your health is important too. With rounds of meetings and meals, from 7 am until sometimes very late at night, it can be hard to feel your best. Hotel gyms may open earlier during large meetings allowing you to work out and network at the same time.