What is Change Management Anyway?

By Erik Van Slyke posted in change management

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A marketing exec friend of mine gave me a call the other day to catch up. After swapping stories about families and our current work, he finally asked after years of knowing me, “What exactly is change management anyway?”

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Making Change Fun

By Erik Van Slyke posted in change management

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The other day I was explaining the results of a change readiness assessment to an executive and shared a piece of news he found disturbing. He believed that everyone wanted the change that he was leading because when he spoke with others in the organization about it, they all told him it was a great idea.

Emperor . . . you have no clothes, I explained.

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Why Empathy is a Pharmaceutical Sales Leadership Requirement

By Kim Huggins posted in Pharmaceutical Sales, Leadership

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Pharmaceutical companies have been talking about patient-centricity for years.
Yet, many pharma companies find it challenging to make patient-first thinking a pervasive trait throughout their organization. 

In its simplest terms, creating a patient-centric culture is about being authentic and open in communicating to patients, taking care to understand their needs, and giving them a voice in the management of their care. Patient-centricity simply requires putting the patient first or being empathetic to their story. 

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The Top 6 Pharma Sales Posts from 2018

By ALULA posted in Pharmaceutical Sales

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Are you searching for ways to get better results from your sales team? Here’s a chance to look back at some of the top articles and tips from 2018. As we shift into the new year, you’ll have a valuable perspective on how to get the most out of your sales team.

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4 Steps to Creating Patient-Centric Thinking in Your Pharmaceutical Sales Organization

By Mindy Jimison posted in Pharmaceutical Sales

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The health care industry has made strides to involve the patient across the entire value chain, from research and development to differentiating the needs of patients, to ensuring efficient ways for access to medication.

There is a movement towards patient-centricity, typically defined as more than just feeling empathy and a connection to patients. More and more, patient-centricity is about creating the intersection between a positive patient outcome and a business benefit.

Pharma sales teams can leverage and form this value-based intersection of patient outcome and business benefit by creating a patient-centric approach in their daily work. If you can increase the pharma sales team effectiveness in creating a patient-centric culture, it likely equates to more sales, more lives saved, and a greater impact on the community. 

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7 Common Reasons Digital Transformation Initiatives Fail

By Danielle Geissler, Ph.D. posted in Digital Transformation

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Digital transformation is top of mind for many organizations, large and small, these days. However, knowing exactly what digital transformation means to a company and its leaders can be fuzzy at times. The complexity of the needed transformation can be daunting, and the path to realization of a digital transformation strategy can be filled with false starts and resistance.

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Note to Senior Pharma Sales Execs: Are Your Sales Managers Coaching to Get the Most from Their Sales Representatives?

By ALULA posted in Pharmaceutical Sales

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Coaching is an investment and should be a positive experience for your pharma reps, where they learn what they do well and discover where they can improve.

Below are three proven coaching actions used by effective pharma sales managers to help their teams reach business goals.

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Behavioral Nudge: How to Make Positive, Actual Behavioral Changes

By ALULA posted in Behavior

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Behavior change isn’t easy. Changing habits isn’t easy, either. Especially when life happens and derails the best laid plans, a common reason for failed behavioral change.

So, what can you actually do to change behavior?

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Pharmaceutical Sales KPIs: The Secret to Your Sales Team’s Success

By Danielle Geissler, Ph.D. posted in Pharmaceutical Sales, Operational Excellence

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Key performance indicators (KPIs) are at the core of pharmaceutical sales. They are simultaneously the output and driver of sales representative behaviors.

Sales representatives use performance indicators to evaluate their relationship management and district sales strategies, ensuring they get the best results. Regional directors use them to identify training and development opportunities in sales reps, revise targets, clarify their own vision and direction, or find new or different ways to motivate performance. National directors use them to make strategic hiring and market development decisions, coach regional directors, and remove barriers.

But while pharma sales KPIs are valuable to all members of your organization, many companies fail to use these metrics to their full potential. Learn how the following three steps can ensure you’re aligning with KPI best practices and maximizing performance improvement.  

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7 Best Practices to Design Motivating Consequences for Pharmaceutical Sales Teams

By Danielle Geissler, Ph.D. posted in Pharmaceutical Sales

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Is your pharmaceutical sales team motivated? If you are like most sales leaders, you look to KPIs to find out. And that’s a good start – after all, making your sales targets at least indicates that you are putting in the work to be successful. Or, a nice bonus might be the motivator to continue hitting sales targets.

However, we tend to overlook the fact that sales environments are high-pressure, punishing environments to work in, especially when it comes to pharmaceutical sales. Salespeople often face barriers that are out of their control, and failures can stack up quickly.

So, how do you get your sales teams to deliver consistently, stay motivated, and think outside of the box to generate new opportunities?

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