Elite Manager Toolkit
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Blog and Media
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.
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Importance of Personal Development in the Work Place and Its Positive Impact on the Professional Growth
Personal development in the workplace is the continuous act of assessing your life values and goals and building your qualities and skills to reach your potential. Employees consider it imperative to their job and future, while employers cite personal development as a way to advance company abilities.
Building a Culture of Accountability with Pharma Sales Teams
A culture of accountability ensures that sales professionals take ownership of their goals, embrace responsibility, and continuously improve their strategies. A structured approach to accountability drives higher sales performance, fosters trust, and aligns individual efforts with corporate objectives.
The Hidden Leadership Strength and Skills You’re Probably Overlooking
Let’s explore these often-overlooked leadership strengths and skills and discover how developing them can make you a more impactful, resilient, and well-rounded leader.
How to Improve Leadership Skills as a Manager
Leadership is a skill that can be developed with deliberate practice, learning, and real-world application. Unfortunately, many managers are thrust into leadership roles without formal training, leading to ineffective management and unmotivated teams.
Choosing the Best Leadership Style for Your Team
Leadership is not a one-size-fits-all approach. Different teams, challenges, and environments require a unique leadership style. To become an effective leader, it’s crucial to understand the various leadership theories and assess which approach best suits your team’s needs. With numerous leadership theories and styles available, how do you determine the best one for your team?
The Power of Communication in Effective Leadership
If there’s one universal truth about leadership, it’s this: poor communication is the root of most leadership failures. It’s not about intelligence or skills; it’s about clarity, connection, and understanding.
Soaring to Success: Leadership Lessons from the Wright Brothers
The ability to leverage a strong support system, apply diverse skill sets, and embrace setbacks as stepping stones to success. These principles hold valuable lessons for sales leaders navigating a fast-changing marketplace.
The Power of Effective Leadership in Employee Education and Training Impact
(Last updated November 8, 2024) Time and time again, I’ll
Ways to Grow Your Career to Make It Last
Instead of focusing on finding that one perfect job or career, think about your next moves as part of a broader learning and discovery process. Your career is more like a staircase than a straight road, and each step you take builds momentum toward uncovering what you enjoy, where you excel, and where you can make the most significant impact.
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.
Blended Strategies in Pharma: Building Stronger Leadership Development
Many pharma companies had already embraced remote learning; however, leadership training has been the lone holdout. The blended learning enabled people to enter the field more quickly, eliminating the need to wait for live training.
Strengthening Partner and Internal Relationships: Five Essential Strategies to Help Master Training Management
Managing supplier partners and internal relationships is a critical skill for trainers in life sciences organizations. Trainers work with multiple stakeholders — balancing the needs of sales teams, marketing, medical, legal, and regulatory (MLR) requirements, and supplier capabilities to deliver quality learning experiences.
Bridging the Gap: How to Keep Middle Level Employees Inspired and Invested
Middle-level employees are the connective tissue of every organization. They translate executive vision into action, manage frontline teams, solve day-to-day problems, and maintain operational stability. Yet, despite this essential role, they often feel stuck in a quiet middle, neither celebrated like high-potential new hires nor empowered like senior leaders.
Leadership Lessons: You Can’t Fix a Problem That You Can’t Talk About
The most effective leadership lessons show managers how to foster a culture where problems are raised early, discussed honestly, and solved together before they can escalate. If your managers avoid difficult conversations, even the best strategies will stall.
Why AI Won’t Replace Great, But Will Make Them Better
If you’re in a manager role today, it’s easy to worry that AI might one day replace your role. That fear isn’t new—it’s been around since the Industrial Revolution. And yes, some jobs have been replaced by technology. But just as often, new roles have been created. Opportunity has always followed disruption.
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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