When Biohaven Pharma launched into the migraine market, the odds were not in their favor. They faced entrenched competitors with deeper pockets, bigger salesforces, and broader reach. And yet, they...
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Most sales teams are drowning in coaching activity but starving for coaching results. Your managers are busy. Ride-alongs happen. Feedback gets given. But six months later, the same reps struggle...
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When a better-funded rival comes in with three times your field force, “work harder” isn’t a strategy. In pharma sales, access is tighter, prior auth eats your day, and HCPs...
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Commercial leaders know coaching and performance management are important. But when it’s time to approve budget, even the most vocal supporters can go silent. As a learning and development stakeholder,...
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Set against the backdrop of the Colorado Rockies, July's LTEN 2025 conference brought together life sciences training professionals from across pharmaceutical, biotech, medical device, and diagnostics sectors. With topics ranging...
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While most life sciences organizations recognize the importance of coaching, many struggle to demonstrate its tangible impact. The challenge isn't just measuring coaching activity – it's connecting coaching effectiveness to...
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Most life sciences organizations invest significantly in both commercial strategy development and coaching programs. Yet too often, these efforts operate in parallel rather than in concert. When coaching isn't explicitly...
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The life sciences industry is experiencing unprecedented transformation. From the rise of specialty medicines to shifting stakeholder dynamics and new treatment paradigms, commercial teams face constant change. In this environment,...
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Many life sciences organizations have established foundational coaching programs. They've trained their managers, implemented basic processes, and seen initial results. Yet in today's complex commercial environment, basic coaching competency isn't...
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After analyzing over 50,000 coaching conversations across leading life sciences organizations, a clear pattern emerges: the most effective sales managers approach coaching fundamentally differently than their peers. While average managers...
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