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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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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(Part 2 of a 2-part series on coaching precision and impact.) In Part 1, we looked at the alignment gap; the very real space between high-quality verbal coaching and low-quality...
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(Part 1 of a 2-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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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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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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