Danielle Geissler, Ph.D.

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Putting People First in Times of COVID-19

By Danielle Geissler, Ph.D. posted in Leadership, Team Building, Communicating with Teams, Working Remote, Leading Remote Teams, Work from Home

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Personal Reflection: Caring for Family and Colleagues

These personal reflections are from Danielle Geissler, Ph.D. A trusted advisor and coach to many senior executives in the U.S. and abroad, Danielle boards planes, trains, and secures ride services on a daily basis to better help executives create positive, productive, and engaged workplaces. She resides at—what is today—the epicenter of the U.S. COVID-19 outbreak. These are a few of her insights.

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Create a Workplace Environment that Sustains New Habits

By Danielle Geissler, Ph.D. posted in Behavior

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When it comes to bettering ourselves and our lives, we’re likely to get inundated with a range of different resources. Over the years, publishers have continued to release hundreds of books devoted to growth and self-improvement. More recently though, consumer trends find readers gravitating towards material that focuses on how we can develop new habits that are genuinely positive and radically sustainable.

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Strategy Execution: Three Common Pitfalls, One Big Takeaway

By Danielle Geissler, Ph.D. posted in Leadership, Operational Excellence, Strategy Execution

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Here you are: tasked to design and implement a foolproof strategy that will elevate your organization to the next level. It’s likely that you’ll build your strategy around some variation of the following goals:

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Achieving Work/Life Balance: The Ongoing Struggle

By Danielle Geissler, Ph.D. posted in Leadership

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Last week I attended a conference for women leaders in pharma. Advancing Women’s Leadership Skills and Opportunities in Pharma and Healthcare was held in Philadelphia to discuss how women can be most impactful, both as leaders and as people.

My colleague, Kim Huggins, presented on “creating and leading high-performing teams,” and joined a panel on inclusivity and relationship-building as a leader. As I listened to the speakers, I thought: these topics are relevant for any leader, regardless of gender or seniority.

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Getting the Most from Your Sales Teams

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

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It’s not easy getting the most from your sales teams. Organizations are getting better at developing and supporting sales reps to drive sales results. But they still often struggle with the fact that each project, each team and each sales process is different, and therefore requires a fresh look at how to shape the environment to best support the sales reps.

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Key Elements for Executing a Digital Transformation Strategy

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

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Companies are eager and ready to invest in digital transformation strategies, but are they achieving results? The numbers so far indicate that the answer may be a resounding “no.”

Several studies report that up to 80% of transformation efforts fail to achieve their intended goals.  Another study polled senior executives and found that 50% feel their company is not successfully executing digital strategies.  What’s causing this?

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HR’s Critical Role in Digital Transformation

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

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By 2022, worldwide investments in the digital transformation of business practices, products, and services are expected to reach nearly $2 trillion (Source: International Data Corporation (IDC)). However, research by Forrester indicates only 27% of businesses have a coherent digital transformation strategy in place for creating customer value. Furthermore, in a recent survey conducted by Wipro Digital, out of 400 US companies with an articulated digital transformation strategy, 50% of their executives felt their company was not successfully implementing those strategies.

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

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

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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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