--- title: ALULA Blog | Pharmaceutical Sales description: Pharmaceutical Sales | The latest insights from business and behavioral science experts with tips and tools to help leaders lead change, drive performance and achieve results. image: https://alula.clg.com/assets/img/alula-open-graph-image.jpg --- [![](https://insights.alula.clg.com/hubfs/images/logos/alula-clg-logo-1.svg)](https://alula.clg.com/) - [Home](https://alula.clg.com/) - Solutions - [Change](https://alula.clg.com/solutions/change-management) - [Leadership](https://alula.clg.com/solutions/leadership) - [Performance](https://alula.clg.com/solutions/performance) - About - [Company](https://alula.clg.com/about/company) - [Team](https://alula.clg.com/about/team) - [Insights](https://insights.alula.clg.com/blog) - [Blog](https://insights.alula.clg.com/blog) - [Resources](https://alula.clg.com/insights/resources) - [Careers](https://alula.clg.com/careers) - [Contact](https://alula.clg.com/contact) - Search - [![](https://insights.alula.clg.com/hubfs/images/logos/alula-clg-logo-white.svg)](https://alula.clg.com/) - [PH: 1.800.887.0011 (U.S. Toll-free)](tel:18008870011) - [PH: 412.269.7240](tel:4122697240) - [Directions](https://goo.gl/maps/gjzMJte7JKo) ## [Getting the Most From Your Sales Teams: Activating Behaviors That Drive Performance](https://insights.alula.clg.com/blog/getting-the-most-from-your-sales-teams-activating-behaviors-that-drive-performance) By [Kim Huggins](https://insights.alula.clg.com/blog/author/kim-huggins) posted in [Pharmaceutical Sales](https://insights.alula.clg.com/blog/topic/pharmaceutical-sales), [Lifesciences](https://insights.alula.clg.com/blog/topic/lifesciences) [0 Comments](https://insights.alula.clg.com/blog/getting-the-most-from-your-sales-teams-activating-behaviors-that-drive-performance#comments-listing) [![](https://insights.alula.clg.com/hubfs/Pharma%20sales.png)](https://insights.alula.clg.com/blog/getting-the-most-from-your-sales-teams-activating-behaviors-that-drive-performance) Sales teams are at the heart of the customer’s experience and the engine of business performance. In pharma today, sales teams operate in a landscape that’s more complex, data-rich, and customer-driven than ever before, and they’re expected to deliver personalized, consistent engagement across channels while navigating complex systems, shifting priorities, and relentless pressure. [Read More](https://insights.alula.clg.com/blog/getting-the-most-from-your-sales-teams-activating-behaviors-that-drive-performance) ## [Getting the Most from Your Sales Teams](https://insights.alula.clg.com/blog/getting-the-most-from-your-sales-teams) By [Danielle Hochstein, Ph.D.](https://insights.alula.clg.com/blog/author/https-insights-alula-clg-com-blog-author-danielle-geissler-ph-d) posted in [Pharmaceutical Sales](https://insights.alula.clg.com/blog/topic/pharmaceutical-sales) [0 Comments](https://insights.alula.clg.com/blog/getting-the-most-from-your-sales-teams#comments-listing) [![](https://insights.alula.clg.com/hubfs/Getting-the-Most-from-Your-Sales-teams.jpg)](https://insights.alula.clg.com/blog/getting-the-most-from-your-sales-teams) 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. [Read More](https://insights.alula.clg.com/blog/getting-the-most-from-your-sales-teams) ## [Building a Holistic Patient-Centric Culture in Your Organization](https://insights.alula.clg.com/blog/building-a-holistic-patient-centric-culture-in-your-organization) By [Mindy Jimison](https://insights.alula.clg.com/blog/author/mindy-jimison) posted in [Pharmaceutical Sales](https://insights.alula.clg.com/blog/topic/pharmaceutical-sales) [0 Comments](https://insights.alula.clg.com/blog/building-a-holistic-patient-centric-culture-in-your-organization#comments-listing) [![](https://insights.alula.clg.com/hubfs/Blog%20Images%20(Pharma)/Building-a-holistic-patient-centric-culture-in-pharma.jpg)](https://insights.alula.clg.com/blog/building-a-holistic-patient-centric-culture-in-your-organization) Having a laser focus on patient needs is table stakes in the pharmaceutical and biotechnology sector. [Organizations must continually measure and improve their processes](https://alula.clg.com/solutions/performance) for keeping a patient and their community of family and friends informed regarding the patient’s well being. Equally important is giving the patient a voice in their care, including choices about medical options and sharing in decision-making about recovery.  We at [ALULA](https://alula.clg.com/) were recently speaking about patient centricity with a Senior Executive of Patient Advocacy at a major biotechnology company. Here is what we learned. [Read More](https://insights.alula.clg.com/blog/building-a-holistic-patient-centric-culture-in-your-organization) ## [Why Empathy is a Pharmaceutical Sales Leadership Requirement](https://insights.alula.clg.com/blog/why-empathy-is-a-pharmaceutical-sales-leadership-requirement) By [ALULA](https://insights.alula.clg.com/blog/author/alula) posted in [Leadership](https://insights.alula.clg.com/blog/topic/leadership), [Pharmaceutical Sales](https://insights.alula.clg.com/blog/topic/pharmaceutical-sales) [1 Comment](https://insights.alula.clg.com/blog/why-empathy-is-a-pharmaceutical-sales-leadership-requirement#comments-listing) [![](https://insights.alula.clg.com/hubfs/Blog%20Images%20(Pharma)/empathetic%20leader%20blog.jpg)](https://insights.alula.clg.com/blog/why-empathy-is-a-pharmaceutical-sales-leadership-requirement) 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.  [Read More](https://insights.alula.clg.com/blog/why-empathy-is-a-pharmaceutical-sales-leadership-requirement) ## [The Top 6 Pharma Sales Posts from 2018](https://insights.alula.clg.com/blog/the-top-6-pharma-sales-posts-from-2018) By [ALULA](https://insights.alula.clg.com/blog/author/alula) posted in [Pharmaceutical Sales](https://insights.alula.clg.com/blog/topic/pharmaceutical-sales) [0 Comments](https://insights.alula.clg.com/blog/the-top-6-pharma-sales-posts-from-2018#comments-listing) [![](https://insights.alula.clg.com/hubfs/Blog%20Images%20(Pharma)/top-pharma-sales-posts.jpg)](https://insights.alula.clg.com/blog/the-top-6-pharma-sales-posts-from-2018) 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. [Read More](https://insights.alula.clg.com/blog/the-top-6-pharma-sales-posts-from-2018) ## [4 Steps to Creating Patient-Centric Thinking in Your Pharmaceutical Sales Organization](https://insights.alula.clg.com/blog/4-steps-to-creating-patient-centric-thinking-in-your-pharmaceutical-sales-organization) By [Mindy Jimison](https://insights.alula.clg.com/blog/author/mindy-jimison) posted in [Pharmaceutical Sales](https://insights.alula.clg.com/blog/topic/pharmaceutical-sales) [0 Comments](https://insights.alula.clg.com/blog/4-steps-to-creating-patient-centric-thinking-in-your-pharmaceutical-sales-organization#comments-listing) [![](https://insights.alula.clg.com/hubfs/Blog%20Images%20(Pharma)/tips-to-make-your-pharma-sales-team-patient-centric.jpg)](https://insights.alula.clg.com/blog/4-steps-to-creating-patient-centric-thinking-in-your-pharmaceutical-sales-organization) 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.  [Read More](https://insights.alula.clg.com/blog/4-steps-to-creating-patient-centric-thinking-in-your-pharmaceutical-sales-organization) ## [Note to Senior Pharma Sales Execs: Are Your Sales Managers Coaching to Get the Most from Their Sales Representatives?](https://insights.alula.clg.com/blog/note-to-senior-pharma-sales-execs-are-your-sales-managers-coaching-to-get-the-most-from-their-sales-representatives) By [ALULA](https://insights.alula.clg.com/blog/author/alula) posted in [Pharmaceutical Sales](https://insights.alula.clg.com/blog/topic/pharmaceutical-sales) [0 Comments](https://insights.alula.clg.com/blog/note-to-senior-pharma-sales-execs-are-your-sales-managers-coaching-to-get-the-most-from-their-sales-representatives#comments-listing) [![](https://insights.alula.clg.com/hubfs/Blog%20Images%20(Pharma)/Pharma%20sales%20coaching%20is%20a%20wise%20investment.jpg)](https://insights.alula.clg.com/blog/note-to-senior-pharma-sales-execs-are-your-sales-managers-coaching-to-get-the-most-from-their-sales-representatives) 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. [Read More](https://insights.alula.clg.com/blog/note-to-senior-pharma-sales-execs-are-your-sales-managers-coaching-to-get-the-most-from-their-sales-representatives) ## [Pharmaceutical Sales KPIs: The Secret to Your Sales Team’s Success](https://insights.alula.clg.com/blog/pharmaceutical-sales-kpis-the-secret-to-your-sales-teams-success) By [Danielle Hochstein, Ph.D.](https://insights.alula.clg.com/blog/author/https-insights-alula-clg-com-blog-author-danielle-geissler-ph-d) posted in [Operational Excellence](https://insights.alula.clg.com/blog/topic/operational-excellence), [Pharmaceutical Sales](https://insights.alula.clg.com/blog/topic/pharmaceutical-sales) [3 Comments](https://insights.alula.clg.com/blog/pharmaceutical-sales-kpis-the-secret-to-your-sales-teams-success#comments-listing) [![](https://insights.alula.clg.com/hubfs/pharma%20sales%20kpis.jpg)](https://insights.alula.clg.com/blog/pharmaceutical-sales-kpis-the-secret-to-your-sales-teams-success) 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](http://info.clg.com/4-critical-steps-to-becoming-a-high-performing-pharmaceutical-sales-organization) 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.   [Read More](https://insights.alula.clg.com/blog/pharmaceutical-sales-kpis-the-secret-to-your-sales-teams-success) ## [7 Best Practices to Design Motivating Consequences for Pharmaceutical Sales Teams](https://insights.alula.clg.com/blog/7-best-practices-to-design-motivating-consequences-for-pharmaceutical-sales-teams) By [Danielle Hochstein, Ph.D.](https://insights.alula.clg.com/blog/author/https-insights-alula-clg-com-blog-author-danielle-geissler-ph-d) posted in [Pharmaceutical Sales](https://insights.alula.clg.com/blog/topic/pharmaceutical-sales) [0 Comments](https://insights.alula.clg.com/blog/7-best-practices-to-design-motivating-consequences-for-pharmaceutical-sales-teams#comments-listing) [![](https://insights.alula.clg.com/hubfs/motivating-pharma-sales-teams-with-consequences.jpg)](https://insights.alula.clg.com/blog/7-best-practices-to-design-motivating-consequences-for-pharmaceutical-sales-teams) 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? [Read More](https://insights.alula.clg.com/blog/7-best-practices-to-design-motivating-consequences-for-pharmaceutical-sales-teams) ## [5 Ways to Improve Regional Director Performance in Pharmaceutical Sales](https://insights.alula.clg.com/blog/5-ways-to-improve-regional-director-performance-in-pharma-sales) By [Danielle Hochstein, Ph.D.](https://insights.alula.clg.com/blog/author/https-insights-alula-clg-com-blog-author-danielle-geissler-ph-d) posted in [Leadership](https://insights.alula.clg.com/blog/topic/leadership), [Pharmaceutical Sales](https://insights.alula.clg.com/blog/topic/pharmaceutical-sales) [0 Comments](https://insights.alula.clg.com/blog/5-ways-to-improve-regional-director-performance-in-pharma-sales#comments-listing) [![](https://insights.alula.clg.com/hubfs/Blog%20Images%20(Pharma)/improved-regional-director-performance-to-five-stars.jpg)](https://insights.alula.clg.com/blog/5-ways-to-improve-regional-director-performance-in-pharma-sales) 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? [Read More](https://insights.alula.clg.com/blog/5-ways-to-improve-regional-director-performance-in-pharma-sales) [All posts](https://insights.alula.clg.com/blog/all) [Next](https://insights.alula.clg.com/blog/topic/pharmaceutical-sales/page/2) ### Conversation ### Subscribe to Email Updates ### Posts by Topic - [Leadership (120)](https://insights.alula.clg.com/blog/topic/leadership) - [Behavior (46)](https://insights.alula.clg.com/blog/topic/behavior) - [Team Culture (30)](https://insights.alula.clg.com/blog/topic/team-culture) - [Culture (26)](https://insights.alula.clg.com/blog/topic/culture) - [Communicating with Teams (25)](https://insights.alula.clg.com/blog/topic/communicating-with-teams) - [Leading Remote Teams (20)](https://insights.alula.clg.com/blog/topic/leading-remote-teams) - [Managing Remotely (18)](https://insights.alula.clg.com/blog/topic/managing-remotely) - [Pharmaceutical Sales (17)](https://insights.alula.clg.com/blog/topic/pharmaceutical-sales) - [Change Management (16)](https://insights.alula.clg.com/blog/topic/change-management) - 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