Keith Willis, Author at Core Management Training

Is Leadership Development Broken? Rethinking Approaches for Success

Leave a Comment / Skills Training / Keith Willis

Leadership development has long been heralded as a cornerstone of organizational growth and success. However, in recent years, a growing chorus of voices has raised concerns about the effectiveness of traditional leadership development programs. While conducting Sales Management Interviews over the last couple of weeks from new to old managers, it’s clear what we are […]

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Mastering Time Management for Sales Managers: Strategies for Success

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Time is a precious resource, especially for sales managers who are tasked with exceeding sales targets, nurturing their teams, and juggling various responsibilities. With the challenge of managing underperforming districts and the demands of a dynamic role, effective time management becomes paramount. As a sales manager, you need to strategically allocate your time to drive

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Effective Interviewing Skills for Managers

Leave a Comment / General / Keith Willis

Interviewing is a critical component of the hiring process, and the role of a manager in this process cannot be overstated. Effective interviewing skills can greatly influence the quality of candidates brought into your team and, consequently, impact the overall success of your projects and goals. In this blog post, we’ll delve into the key

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Leveraging AI for Enhanced Sales Management: Empowering Your Team and Boosting Results

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In today’s dynamic business landscape, sales management is experiencing a paradigm shift with the integration of Artificial Intelligence (AI). AI has emerged as a game-changer in optimizing sales processes, providing valuable insights, and empowering sales teams to make data-driven decisions. In this blog post, we will delve into how AI can be effectively harnessed to

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AQ 101: Simple tips to help you get better at Answering Questions!

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Introducing Dr. Brian Glibkowski: Answer Intelligence (AQ)™ Pioneer, the trailblazer behind Answer Intelligence (AQ)™ – a scientific approach that redefines answers in business and life. This groundbreaking concept, based on his academic research, identifies six answer types (story, metaphor, theory, concept, procedure, action) for leaders to amplify their influence. Dr. Glibkowski’s peer-reviewed study involved 25

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Tips for aligning New Hire Training to Sales Execution

Leave a Comment / General / Keith Willis

Sales teams play a crucial role in the success of pharmaceutical companies. Training is essential for the ramp-up and success of new hires, but managers often find the need to retrain representatives for the real world. To ensure that new hires have the necessary knowledge and skills to excel in their roles, training programs must

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How to Create a High-Performance Sales Culture

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In today’s highly competitive business environment, creating a high-performance sales culture is crucial for a team to achieve their sales goals. Culture affects the nature of the interaction between sales representatives and the manager’s decisions. The sales team’s culture affects competitiveness, team dynamics and sales ethics. A high-performance sales culture boosts productivity and revenue and

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Resiliency: The Hidden Tool in Pharma Sales

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Boost Pharma Sales by Being Resilient Success in pharma sales depends on a host of factors. One of the hidden tools of success is being resilient through all situations. A good salesperson knows their product, the disease state and understands the business of the practice. Putting these factors together enables them to tailor their sales

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The Impact of Emotional Intelligence on Sales

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Emotional intelligence (EQ) is the ability to be aware of one’s own emotions and the emotions of others, and to manage them in a productive and empathetic manner. Studies suggest that EQ is as important as IQ for success in a sales role, with emotionally intelligent sales professionals performing better than their non-emotionally intelligent peers. In the

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Five Ways to Create a Culture of Sales Accountability

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If you work in pharmaceutical sales, you know that it’s a fast-paced industry that demands results. You’re constantly under pressure to meet quotas, satisfy clients, and keep up with ever-changing regulations. And when your reps aren’t performing as well as you’d like, it can feel like an uphill battle. As a leader in this industry,

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