7.5 Things to Check Before You Implement Training
Most problems in sales don’t come from a lack of skill. They come from mixed messages, weak coaching, bad territory setups, or tools that get in the way. When leaders take a breath and look at the real issue, they stop guessing and start solving.
Your Career, Your Move: What I Wish I Knew Sooner
Attending NSN’s Launch to Legacy event made me think not only about where I am today but about the advice I’d give myself when I left the Army. In uniform, your career path is prescribed. Officer development is structured, training is consistent, and advancement is often based on merit, credibility, and competence.
True Delegation: How Managers Boost Profitability and Grow Their Teams
In many organizations, the concept of “delegation” is often misunderstood. Some managers believe that simply assigning tasks from existing job descriptions counts as delegation. But true delegation means something fundamentally different: handing over responsibilities and decisions that the manager currently owns themselves.
The Hidden Cost of Poor Leadership
Leadership is often celebrated for its visible impact, hitting targets, inspiring teams, and driving growth. Yet, what’s frequently overlooked is the silent damage caused by poor leadership. It rarely happens overnight. It begins with missed deadlines, unspoken frustrations, and meetings filled with compliance instead of collaboration.
Emotional Intelligence: The Skill That Holds Every Role Together
The people who handle those moments best — the ones who stay composed, connect with others, and bring out the best in those around them — almost always share one thing in common: a high level of emotional intelligence.
Execution Isn’t a Checkbox. It’s a Coaching Culture
Every pharmaceutical leader understands the pressure of execution. Strategies are carefully developed, processes are refined, and performance goals are clearly defined. Yet despite this structure, results often fall short.
Why Companies Struggle with Engagement and Leadership Buy
It’s a cycle employees recognize all too well, and they see right through it. The truth is that engagement and leadership buy-in can’t be manufactured with slogans or restructurings. They’re earned or lost through everyday leadership behaviors.
Why Systems Don’t Scale Leadership—People Do
The problem isn’t the systems themselves. It’s the assumption that systems can replace what only people can provide: judgment, adaptability, and the human connection that transforms average performers into exceptional ones.
The Power of Energy Management: Helping Pharma Reps Stay Sharp and Motivated
When managers recognize the importance of energy, they shift the focus from just hitting targets to creating conditions where reps can perform at their best. That change not only protects against burnout but also helps teams sustain motivation and deliver consistent performance in the long run.
Is Pharma Sales Broken?
In a recent conversation with a former pharma CEO, we reflected on just how much the industry has shifted. He began his career in the early ’90s as a sales rep at one of the largest companies, a time when relationships drove prescriptions and product differences were minimal. Those days are long gone.
