LTEN 2026: What We Took Away
LTEN 2026 was one of the best we’ve attended in years. The energy was high, the conversations were substantive, and the attendance reflected just how much the commercial learning and...
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Field Perspectives: Suzy Ffrench on Why "Good Enough" Coaching Isn't Good Enough
Suzy Ffrench can tell within the first few minutes of a coaching session whether someone is there to grow or just there to get through it. Most are there to...
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The High Cost of Coasting: Why Your Top Performers Need to Be Challenged
One of the most common hesitations a sales manager faces is the reluctance to coach a top performer. The reasoning is understandable: My number one person is performing exceptionally well...
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Measuring What Matters: Creating Meaningful Coaching Metrics
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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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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The Missing Link: Connecting Coaching to Commercial Strategy
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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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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