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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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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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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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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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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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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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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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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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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