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.
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.
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.
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.
Leadership Blind Spots: How to Identify and Overcome Them
Every leader wants to believe they have a clear vision, a firm grip on their team dynamics, and a solid understanding of how their actions are perceived. However, even the most seasoned leaders can fall prey to what experts refer to as leadership blind spots.
