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Breaking down complex topics about management and leadership skills, the changing needs of the pharmaceutical industry, the workforce, employee engagement and culture, and the market.
Read Our Latest Posts
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.
Personalized Coaching Plan: Unlocking the Hidden Potential of Middle Performers
Walk into any sales organization and you’ll see a familiar pattern. Top performers are celebrated and stretched with new opportunities, while struggling employees receive extra coaching to get them back on track.
The Sales Manager Gap: Why Hiring Externally Isn’t Fixing Performance
The assumption is that if someone has been a manager before, they don’t need training. But skills aren’t validated beyond an interview, and those hires bring gaps with them. Meanwhile, internal talent gets overlooked.
Is Trust the Real Currency of Sales Leadership?
Deadlines, pressure, and constant change are part of leadership in every industry. When the heat is on, technical expertise and training matter — but what truly holds a team together is trust. Trust is the foundation of leadership. Without it, nothing else sticks.
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.
Personalized Coaching Plan: Unlocking the Hidden Potential of Middle Performers
Walk into any sales organization and you’ll see a familiar pattern. Top performers are celebrated and stretched with new opportunities, while struggling employees receive extra coaching to get them back on track.
The Sales Manager Gap: Why Hiring Externally Isn’t Fixing Performance
The assumption is that if someone has been a manager before, they don’t need training. But skills aren’t validated beyond an interview, and those hires bring gaps with them. Meanwhile, internal talent gets overlooked.
Is Trust the Real Currency of Sales Leadership?
Deadlines, pressure, and constant change are part of leadership in every industry. When the heat is on, technical expertise and training matter — but what truly holds a team together is trust. Trust is the foundation of leadership. Without it, nothing else sticks.
Watch Our Latest Videos
Leading from Within: Keith Willis on Building High-Performing Teams and Effective Leadership
In this episode of The Sea Captain Way podcast, Keith Willis, President and Founder of Core Management Training, shares invaluable insights on leadership, team development, and the power of recognizing individual strengths.
Networking and Proactivity: Keith Willis on Advancing in Pharma Sales
In this episode, Keith Willis explains why managers are pivotal in shaping sales careers. He shares how networking and taking proactive steps help reps create opportunities, stand out in competitive markets, and build long-term success in pharma sales.
Bringing Your A-Game: Keith Willis on Coaching, Training, and Career Growth
In part two of this conversation, Keith Willis shares why top pharmaceutical companies invest in coaching and training to build stronger sales teams, and why reps should do the same for their own careers. He explains how self-development, coaching, and skill-building help you stand out in interviews, succeed in competitive territories, and create long-term career opportunities.
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