“Do more with less.”
In 1982, W. Edwards Deming published his 14 Points of Management and described what he called the System of Profound Knowledge. His ideas and writings continue to revolutionize manufacturing and organizational excellence by influencing innovators, thought leaders, and organizational teams throughout the world.
The cost of a failed transformation to a company can be astronomical. Not just in invested resources, but in man hours and opportunities lost. Why then do so many company transformations fail?
Danielle Geissler, Ph.D., shares two of the most important things that can make or break your transformation.
In this two-minute video learn what can most often get in your way, as well as why leaders are in the best position to create and sustain an environment for successful transformation.
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:
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.
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?
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.
By: Brian Cole, Senior Principal; Krystyna Riley, Senior Principal
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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