We began this article by asking if the national sales meeting is a necessary and productive precursor to sales success, or if it's just a fun trip that let's you catch up with old friends in a four-star hotel. The answer, we found, is that the National can be both fun and productive if it's managed well by the home office and if you, as a member of the field sales team, take what's offered and put it to good use back in your territory. Some ideas that we heard for getting the most out of the meeting included looking for new selling opportunities and networking with people you only might see once a year. During those long, dark general sessions, listen carefully and brainstorm ways that new marketing programs might help you to access new customers and increase existing business. When you have a chance to interact with home office personnel, get to know them and let them get to know you. If there are areas of the company you're interested in learning more about, the national sales meeting is a great opportunity to get your questions answered from people in the know. During training breakouts, use the time to really practice with new information or selling materials and pay attention to how others approach selling your company's products. Even one new good idea can make a big difference in your business.

So, what's the final answer? Is the national sales meeting a boon or a bust? In the end, as with most things in pharmaceutical selling, it's really all up to you.