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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.
Read Our Latest Posts
Managing Mixed Talent: How to Build Synergy Between A-, B-, and C-Players to Boost Team Performance
High-performing teams are rarely made up of just star players. In reality, most teams are a mix of top performers, solid contributors, and those who may be underperforming or still developing. This blend, often referred to as mixed talent, presents both challenges and opportunities for managers aiming to build a cohesive and effective team. The question is not how to eliminate performance gaps, but how to turn this variation into a strength.
The Science of Motivation: How Leaders Can Inspire Peak Performance
In any organization, motivation is the lifeblood of performance. Teams that feel driven, supported, and inspired tend to outperform expectations, innovate faster, and contribute more meaningfully to organizational goals. But motivation isn’t a one-time push, it’s an ongoing effort that requires intentional leadership.
Can B-Players Become Great Leaders? Rethinking Who Gets Leadership Opportunities
B-players are the steady, reliable team members who consistently deliver without seeking the limelight. They are frequently passed over when leadership opportunities arise. They may not be as assertive or vocal as their high-performing counterparts, but they bring something essential: empathy, consistency, and loyalty. These traits are valuable in day-to-day operations and key to building trust and sustaining long-term team success.
Motivating the Middle Level: Proven Ways to Engage and Retain Average Performers
The challenge for leaders is how to keep this group engaged. Promotions, high bonuses, or burnout-inducing stretch goals are not always viable or effective for this segment. What’s needed are sustainable, thoughtful strategies that honor the middle level’s contribution and inspire long-term commitment.
How to Develop and Implement a Meaningful Employee Value Proposition
An employee value proposition transcends the basic exchange of services for compensation. It captures the unique benefits and experiences an employer offers in return for an employee’s commitment, engagement, and discretionary effort. When done right, it reflects a genuine relationship where the organization and the individual grow together.
Revitalizing Customer Engagement: Strategies for Leadership and Organizational Growth
In today’s fast-paced and highly competitive landscape, the success of any company is closely tied to its ability to adapt, innovate, and remain connected with its customers. However, these goals cannot be achieved without strong leadership and organizational growth.
Performance Reviews: Best Practices for Pharma Managers
Performance reviews are more than administrative exercises in the competitive and fast-evolving pharmaceutical industry. They are essential leadership tools that shape behavior, guide development, and drive business results.
The Future of Pharma Sales Leadership: How Technology is Driving Change
The pharmaceutical industry has always been at the forefront of innovation, particularly when it comes to developing life-saving medications and treatments. However, a revolution is currently unfolding within the industry’s sales teams. The future of pharma sales leadership is being redefined by technology, and its impact will be far-reaching for both pharmaceutical companies and their sales teams.
Managing Employees Who Don’t Want to Be Managed
Striking the right balance between leadership and autonomy is essential. As a leader, the goal isn’t to control every move but to guide, empower, and give employees the space to thrive with the right support for performance and growth.
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.
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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