Picture two managers - Manage “A” and Manager “B.” Both have similar-sized districts with a similar account base. Their teams sell the same product, have essentially the same access. Their...
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From July 20–22, I joined Claire Davids and a room full of ACTO customers, partners, and life sciences leaders in Boston for the 2026 ACTOvation Summit. The theme was “Turning...
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The fundamental challenge facing commercial leaders today isn't strategy or market access, it's attention. Consider what’s happening in the media. Content producers like Netflix, are facing audiences constantly picking up...
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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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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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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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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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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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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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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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