LTEN 2026: The Conference That Pressure-Tests What's Working
There are plenty of places to hear new ideas about training. What's harder to find is a place where those ideas get tested against how teams are actually operating. That's...
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Field Perspectives: Margie Gozdiff on Why the Fundamentals Never Stop Working
Margie Gozdiff has spent more than three decades helping leaders get better at the thing most of them were never formally taught: developing other people. The pattern she sees everywhere,...
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CASE STUDY: Strengthening Manager Execution to Move the Middle of the Performance Curve
In pharmaceutical field teams, tenure is often treated as an advantage. In practice, it can slow development. Representatives know their physicians. They know the science. They know their territory, sometimes...
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Twenty years, one mistake, and a lot of glasses. On Echelon Performance turning 20 and what we actually learned along the way
Before there was a company, there was a rep. She was Ed's best. Hitting every number, exceeding every target, the kind of salesperson a manager thanks their lucky stars for...
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Misdiagnosed Reps: A Message for Pharma & Life Sciences Leaders
When did you last design a coaching plan specifically for a rep who was neither struggling nor excelling? Take a moment with that. Not a field ride. Not a debrief...
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Managing Market Coverage with a Small Pharma Sales Team
Do you know the difference between a rep who can't and a rep who won't? It sounds like a simple question. Most sales leaders will tell you they do. But...
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En Fuego Leadership Brings Evidence-Based Coaching to Life Sciences and Beyond
There’s a moment in leadership development when everything clicks. When a leader moves from executing the mechanics of coaching to intentionally shaping how they show up for their team. This...
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The Groundhog Day Trap: When "Relationship Capital" Kills Development
Put yourself in the shoes of a first-line manager… You've been managing Sarah for five years. You know her kids' names, her territory challenges, her preferred working style. Your field...
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CASE STUDY: Building Manager-First Coaching To Measurable Results in a Global Pharma
For most pharmaceutical commercial teams, coaching is embedded in the operating model. First-line managers coach. Field visits happen. Coaching reports are completed. What is far less common is certainty. Certainty...
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When Everything's On Fire: Your Essential Coaching Playbook To Stabilize the Field Force in 2026
Your sales team is under pressure. Regulatory norms are shifting. Tariffs are reshaping supply chains. Government–pharma partnerships are changing how decisions get made. At the same time, reps are navigating...
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