(Part 1 of a 3-part series on coaching precision and impact.) Picture this. You’re a field sales manager who just delivered a terrific day of coaching. You and your rep...
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For more than two decades, Echelon has defined what effective coaching looks like in life sciences. By analyzing thousands of field coaching reports, we’ve helped organizations understand, through data, not...
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Most sales managers coach because they're supposed to. They ride along. They give feedback. They check the box. But here's the problem: coaching activity doesn't equal coaching impact. Without clear...
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When revenue targets rise but markets flatten, coaching either becomes your organization's greatest differentiator, or its weakest link. Sound familiar? Your best managers produce quota-crushing teams. Your struggling ones can't...
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Your training team has invested in AI coaching tools. Reps practice conversations with virtual HCPs. Usage numbers look good. But six months later, your district managers are still struggling with...
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![[WEBINAR] Introducing PraxisPro Coach™: The Future of Coaching and Role Play in Life Sciences](https://blog.thinkechelon.com/hs-fs/hubfs/PraxisPro-Coach_webinar_(Meta%20-%201200x600)%20Without%20Button%20.png?width=600&height=315&name=PraxisPro-Coach_webinar_(Meta%20-%201200x600)%20Without%20Button%20.png)
For years, sales leaders have relied on workshops, ride-alongs, and “train the trainer” sessions to sharpen coaching skills. Helpful? Sometimes. Scalable, measurable, and consistent? Not always. That’s why we built...
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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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