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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Most sales managers coach because they're supposed to. They ride along. They give feedback. They check the box. But here's the problem: coaching activity doesn't equal coaching impact. Without clear...
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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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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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Set against the backdrop of the Colorado Rockies, July's LTEN 2025 conference brought together life sciences training professionals from across pharmaceutical, biotech, medical device, and diagnostics sectors. With topics ranging...
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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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Many life sciences organizations have established foundational coaching programs. They've trained their managers, implemented basic processes, and seen initial results. Yet in today's complex commercial environment, basic coaching competency isn't...
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After analyzing over 50,000 coaching conversations across leading life sciences organizations, a clear pattern emerges: the most effective sales managers approach coaching fundamentally differently than their peers. While average managers...
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