The Top 6 Pharma Sales Posts from 2018

Nov 9, 2018 9:55:11 AM / 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

Oct 11, 2018 9:20:00 AM / 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

Sep 20, 2018 8:30:00 AM / 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?

Sep 6, 2018 12:59:06 PM / 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

Aug 23, 2018 8:44:59 AM / 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

Aug 9, 2018 11:04:03 AM / 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

Jun 19, 2018 9:02:11 AM / 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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4 Ways To Deliver Feedback That Gets Results

Apr 5, 2018 8:35:00 AM / by Danielle Geissler, Ph.D. posted in Leadership

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"Let me give you some feedback."

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How Leaders Develop Next-Generation Leaders: Expanding Your Leadership Pipeline (Part 3 of 3)

Mar 22, 2018 8:17:00 AM / by Kim Huggins posted in Leadership

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In Part 1, we showed how your current leaders are an essential asset in filling your leadership pipeline. We also introduced the Five Critical Capabilities needed by current leaders to develop upcoming leaders. In Part 2, using a real case study, we took a deeper dive into those Five Critical Capabilities: strategic talent mindset, talent identification skill, creating development opportunities, coaching skills, and interpersonal awareness.

Here, in Part 3, we discuss how to ensure the health and strength of your pipeline, by answering three questions:

  1. What is the status of your leadership pipeline?
  2. Is senior leadership aligned and bought in?
  3. Are key organizational levers aligned to create a culture that accelerates leadership development?

From our quarter-century experience in consulting with HR executives to help their leaders, here are the important things to consider in each question.

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How Leaders Develop Next-Generation Leaders: A CHRO Solves A Leadership Deficit (Part 2 of 3)

Mar 8, 2018 8:47:24 AM / by Kim Huggins posted in Leadership

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In Part 1 of our series, we explained that your company’s long-term strategic advantage relies on current leaders to develop future leadership talent. We identified Five Critical Capabilities that leaders must demonstrate: strategic talent mindset, talent identification skills, creating development opportunities, coaching skills, and interpersonal awareness.

Here, in Part 2, we present the remarkable story of how one HR executive leveraged those five talent-development capabilities with leaders to expand their severely restricted leadership pipeline.

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How Leaders Develop Next-Generation Leaders: 5 Critical Capabilities (Part 1 of 3)

Feb 22, 2018 8:36:21 AM / by Kim Huggins posted in Leadership, Behavior

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Your company’s long-term strategic advantage relies on strong leadership to align people, execute strategy, clearly define the culture, and engage all employees. But as Baby Boomer leaders rapidly retire, most of their collective leadership experience — often 30 to 40 years’ worth — is out the door.

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5 Ways to Improve Regional Director Performance in Pharmaceutical Sales

Feb 2, 2018 8:19:00 AM / by Danielle Geissler, Ph.D. posted in Pharmaceutical Sales, Leadership

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It’s not easy being a Regional Director in a pharmaceutical sales organization. There is a lot of pressure that comes along with the role.

After all, regional directors (RDs) are frequently being pulled in different directions, trying to satisfy corporate initiatives while also catering to the unique demands of their own districts. They are initiators as well as implementers, expected to translate strategy into its most tangible form in the field. Often this leads to an unfortunate series of misalignments, miscommunications, and misdirection.

So what then can be done to ensure strong and consistent regional director performance in pharmaceutical sales?

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How To Better Lead And Motivate A Multigenerational Pharmaceutical Sales Team

Jan 18, 2018 9:39:37 AM / by Kim Huggins posted in Multigenerational Workforce, Pharmaceutical Sales

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Pharmaceutical sales organizations are extremely diverse and have multiple generations represented in them – from baby boomers (born 1946-1964) to Generation X (born 1965-1980) to millennials (born 1981-2000). There are big differences between the generations, including different expectations and preferences when it comes to how they communicate, how they want to be managed, what they are looking for in a job, and how they approach their work. There are also things that the generations have in common. 

As a leader, it’s important to be able to flex your style to meet the needs and expectations of all of your employees. 

One of the questions you should ask is: How can I tailor my approach according to generational preferences and help meet individuals’ expectations to ensure an aligned, engaged and productive pharmaceutical sales team.

Try the following four strategies to harness the power of a multigenerational workforce.

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5 Scientific Principles to Get Your Pharmaceutical Sales Numbers Back On Track

Jan 4, 2018 8:40:32 AM / by Danielle Geissler, Ph.D. posted in Pharmaceutical Sales, Operational Excellence

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The start of a new quarter and a new year typically generates a search for innovative ideas that can increase pharmaceutical sales growth and performance, especially if numbers have been lagging.

So, where do you look for the best ideas? Behavioral science may not be on your radar just yet, but it should be. Managing pharmaceutical sales performance by recognizing the science behind the behaviors visible in your organization can be just the differentiator that improves performance and creates lasting change.

Instead of following trends this quarter, why not implement these proven, evidence-based principles from applied behavioral science?

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5 Critical Lessons in Change Leadership That Will Positively Impact Pharmaceutical Sales Results

Dec 7, 2017 8:50:00 AM / by Kim Huggins posted in Pharmaceutical Sales, Leadership

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Change leadership is critical to your pharmaceutical sales results because of the acceleration of change in today’s pharmaceutical sales organizations. Change has evolved over the years from leaders just managing the change to leaders needing a full set of change skills and capabilities.

Change is no longer an event; it is a constant for organizations, and pharmaceutical sales representatives are looking to their leaders to help them navigate the flurry of change and to understand how to harness it to produce profitable performance.

In today’s environment, companies are heavily engaged with multiple, constant, concurrent and rapid changes impacting their pharmaceutical sales force.

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How The Science Behind Behavior Helps Pharmaceutical Companies Exceed Sales Targets

Nov 14, 2017 8:00:00 AM / by Danielle Geissler, Ph.D. posted in Pharmaceutical Sales, Behavior

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When we think about achieving lasting behavior change in pharmaceutical sales organizations, we tend to mean change in the behavior of the consumers.

For example, how can we get consumers to develop sustainable habits around taking medication? How do we make interacting with web portals easier and more user-friendly

What many companies have not yet realized is that there is a different group that warrants the same kind of purposeful attention around behavior change – your pharmaceutical sales team.

While some pharma sales organizations are already taking advantage of behavioral levers today, there is still plenty of opportunity for growth in leveraging behavioral science to drive pharmaceutical sales team performance.

Pharma organizations can take a cue from other industries, which have realized the power of the behavioral science for their own sales forces.

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5 Critical Leadership Behaviors That Make Pharmaceutical Sales Leaders Successful

Nov 9, 2017 8:25:00 AM / by Danielle Geissler, Ph.D. posted in Pharmaceutical Sales, Leadership

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Pharmaceutical sales leaders who are known to get results know there are critical leadership behaviors that¬¬ improve their ability to excel in their role. These leaders understand that strong sales performance is correlated with sales leaders engaging with their organization and the teams they lead in the right way at the right time.

Here are five critical leadership behaviors exhibited by successful pharmaceutical sales leaders.

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5 Best Practices To Build Alignment Within Your Pharmaceutical Sales Force And Increase Results

Oct 31, 2017 8:08:00 AM / by Mindy Jimison posted in Pharmaceutical Sales, Leadership

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Your goal is to be on the same page – to achieve and sustain true business alignment. However, it’s common for pharmaceutical sales organizations to roll out strategic and thoughtful initiatives that get off course soon after they are launched. Without team alignment, you’ll immediately start to see frustration and conflict between sales teams that need each other, and flatlined results for your organization.

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How Pharmaceutical Sales Organizations Can Jumpstart Performance

Oct 24, 2017 8:40:15 AM / by Danielle Geissler, Ph.D. posted in Operational Excellence, Pharmaceutical Sales

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Establishing high-performing pharmaceutical sales organizations takes time.

But, there are several things you can do today to ensure change does happen reliably and sustainably. It all starts with an open mind towards new ideas and the willingness to consistently apply best practices across your pharmaceutical sales organization.

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Are You Really Encouraging Innovation?

Oct 3, 2017 4:50:00 PM / by Kim Huggins posted in Innovation, Leadership

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Many companies boast about their cultures of innovation. They incorporate creativity and openness into their mission or values statements. They reward employees for new insights and ideas. They hire and promote for innovation. Yet despite such measures, they find that their teams remain stubbornly locked in place, struggling to generate new ideas and to execute even minor change initiatives.

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Stormproof Your Company: Developing A New Generation of Breakthrough Leaders

Oct 3, 2017 4:47:28 PM / by Kim Huggins posted in Leadership, Multigenerational Workforce

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Is your company stormproof?

The storm I’m talking about isn’t a tornado or hurricane, but rather a “perfect storm” in the battle for talent. A tightening labor market combined with baby boomer retirements is adding up to significant talent gaps at many companies. Younger workers are often not ready to take over in leadership positions. Meanwhile, they are becoming frustrated with perceived shortfalls in the leadership development opportunities available at many companies.

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Kick Your Culture of Innovation into High Gear: A Generational Approach

Oct 3, 2017 4:47:24 PM / by Kim Huggins posted in Behavior, Innovation, Leadership, Multigenerational Workforce

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Have you heard about Adobe’s Kickbox? It’s a little red box filled with materials that take employees through a six-step, self-guided innovation process. Employees who have a new idea they want to pursue take a workshop and then proceed through the stages of innovation on their own. Each box contains a credit card with $1000 in seed money.

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Want to Achieve Superior Turnaround Performance? Forming a Turnaround Steering Team is Your First Step

Oct 3, 2017 4:47:21 PM / by Krystyna Riley, Principal posted in Operational Excellence, Turnaround/Shutdown, Leadership

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By: Charles Carnes, Senior Partner; Brian Cole, Principal; Krystyna Riley, Senior Consultant

A high-performing Turnaround Steering Team is your key to better planning and execution.

Turnarounds are a complex, challenging, and expensive part of capital intensive industries (e.g., refining, mining, power generation). Successful turnarounds require significant collaboration and alignment between operations, maintenance, and engineering to ensure best-in-class performance.

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Self-Talk – It’s Not Just for Athletes Anymore

Oct 3, 2017 4:47:10 PM / by Amy Durgin, Ph.D. posted in Leadership

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You’ve heard it a thousand times. How athletes use positive self-talk to eliminate pre-game jitters and improve their performance on the field.

What if we told you that self-talk is a powerful tool in business too? By modifying one simple habit you can flip a switch in your brain and improve the quality of your decision-making and subsequent on-the-job performance.

Skeptical?  Stay with us on this one.  Researchers across disciplines are discovering new insights on what many consider conventional wisdom: how we talk to ourselves can truly make a difference in how we behave.

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The Five Things Leaders Can Do to Minimize Late Scope

Oct 3, 2017 4:47:07 PM / by Krystyna Riley, Principal posted in Leadership, Turnaround/Shutdown

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Late scope jeopardizes turnaround schedules, adds additional costs, and increases safety risks. Here's what you can do about it.

Even the best-planned turnarounds experience some late scope; discovery work, compliance work, and last minute process optimization opportunities are par for the course.  In highly disciplines companies it’s common to anticipate late-scope of up to 7%, which is often seen as a best in class industry benchmark.

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Are You Managing Your Contractors for Optimal Performance?

Oct 3, 2017 4:47:04 PM / by Krystyna Riley, Principal posted in Operational Excellence, Turnaround/Shutdown

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By: Charles Carnes, Senior Partner; Brian Cole, Principal; Krystyna Riley, Senior Consultant

The effective, efficient, and safe performance of contractors is critical to superior turnaround performance; their performance can often make or break the cost and duration of your turnaround. Like most of our clients, you probably train and orient your contractors—before a turnaround begins—in your company’s policies, safety procedures, work rules, quality standards, and culture. While this initial training is vital for getting off to a good start, our experience has been that the oversight and monitoring during the turnaround is even more important for ensuring top performance.

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Leading A Multigenerational Workforce

Oct 3, 2017 4:46:58 PM / by ALULA posted in Leadership, Multigenerational Workforce

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Nationally known voice on generational differences in the workplace Kim Huggins, was recently interviewed by Generis (an organizer of business summits including the American Manufacturing Summit) on the topic of Leading A Multi Generational Workforce in Manufacturing.

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Are You Getting the Most from Your “Turnaround Team” Meetings?

Oct 3, 2017 4:46:55 PM / by Krystyna Riley, Principal posted in Turnaround/Shutdown

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By: Charles Carnes, Senior Partner; Brian Cole, Principal; Krystyna Riley, Principal

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Improving Turnaround Shutdown, Cleanup, Startup Performance

Oct 3, 2017 4:46:43 PM / by Brian Cole posted in Turnaround/Shutdown

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Most turnaround work occurs during the execution phase—but key activities performed during the shutdown, cleanup, and startup phases (SCS) can make or break a turnaround’s success.

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“Behavior” Change: Trendy Buzzword or Scientific Solution?

Oct 3, 2017 4:46:35 PM / by Amy Durgin, Ph.D. posted in Behavior

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We’re all too familiar with the shift in buzzwords and industry jargon over time. Words such as “customer-centric” “big data,” and “innovative” are sure to grab our attention today, whereas “paradigm shift,” “synergy,” and “bandwidth” were hot terms in the past.

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How Important Are Generational Differences, Really?

Oct 3, 2017 4:46:11 PM / by Kim Huggins posted in Behavior, Leadership, Multigenerational Workforce

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Companies pay millions each year to researchers and consultants to help them understand employees in various generational cohorts. Yet some observers have begun to ask whether companies are going too far, and whether generational divisions are overblown, if they exist at all (see New York Times article Oh, to Be Young, Millennial, and So Wanted by Marketers)

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