How The Science Behind Behavior Helps Pharmaceutical Companies Exceed Sales Targets

Nov 14, 2017 8:00:00 AM / by Danielle Geissler, Ph.D. posted in Behavior, Pharmaceutical Sales

0 Comments

When we think about achieving lasting behavior change in pharmaceutical sales organizations, we tend to mean change in the behavior of the consumers.

For example, how can we get consumers to develop sustainable habits around taking medication? How do we make interacting with web portals easier and more user-friendly

What many companies have not yet realized is that there is a different group that warrants the same kind of purposeful attention around behavior change – your pharmaceutical sales team.

While some pharma sales organizations are already taking advantage of behavioral levers today, there is still plenty of opportunity for growth in leveraging behavioral science to drive pharmaceutical sales team performance.

Pharma organizations can take a cue from other industries, which have realized the power of the behavioral science for their own sales forces.

Read More

5 Critical Leadership Behaviors That Make Pharmaceutical Sales Leaders Successful

Nov 9, 2017 8:25:00 AM / by Danielle Geissler, Ph.D. posted in Leadership, Pharmaceutical Sales

0 Comments

Pharmaceutical sales leaders who are known to get results know there are critical leadership behaviors that¬¬ improve their ability to excel in their role. These leaders understand that strong sales performance is correlated with sales leaders engaging with their organization and the teams they lead in the right way at the right time.

Here are five critical leadership behaviors exhibited by successful pharmaceutical sales leaders.

Read More

5 Best Practices To Build Alignment Within Your Pharmaceutical Sales Force And Increase Results

Oct 31, 2017 8:08:00 AM / by Mindy Jimison posted in Leadership, Pharmaceutical Sales

0 Comments

Your goal is to be on the same page – to achieve and sustain true business alignment. However, it’s common for pharmaceutical sales organizations to roll out strategic and thoughtful initiatives that get off course soon after they are launched. Without team alignment, you’ll immediately start to see frustration and conflict between sales teams that need each other, and flatlined results for your organization.

Read More

How Pharmaceutical Sales Organizations Can Jumpstart Performance

Oct 24, 2017 8:40:15 AM / by Danielle Geissler, Ph.D. posted in Operational Excellence, Pharmaceutical Sales

0 Comments

Establishing high-performing pharmaceutical sales organizations takes time.

But, there are several things you can do today to ensure change does happen reliably and sustainably. It all starts with an open mind towards new ideas and the willingness to consistently apply best practices across your pharmaceutical sales organization.

Read More

Are You Really Encouraging Innovation?

Oct 3, 2017 4:50:00 PM / by Kim Huggins posted in Leadership, Innovation

0 Comments

Many companies boast about their cultures of innovation. They incorporate creativity and openness into their mission or values statements. They reward employees for new insights and ideas. They hire and promote for innovation. Yet despite such measures, they find that their teams remain stubbornly locked in place, struggling to generate new ideas and to execute even minor change initiatives.

Read More

To Boost Innovation, Pull the Leadership Lever

Oct 3, 2017 4:49:00 PM / by Annemarie Michaud posted in Leadership, Innovation

0 Comments

My friend was frazzled. She had joined a large, consumer-facing organization, where she was immersed in the exciting work of redesigning the customer journey map. But she faced a major obstacle. Line managers were accustomed to doing business the old way. They knew how to get things done in that environment.  They felt comfortable with leading and managing outcomes. How could she help these managers through the trouble and emotional turmoil of learning something new even as they continued to deliver on significant business expectations?

Read More

6 Personal Qualities Instrumental to Successful Leadership

Oct 3, 2017 4:47:34 PM / by CLG posted in Leadership

0 Comments

Several years ago, we surveyed two dozen CEOs about what they thought were personal qualities instrumental to successful leadership.  Their reflections on this topic surfaced 6 Personal Qualities Instrumental to Successful Leadership. Here they are –

Read More

Stormproof Your Company: Developing A New Generation of Breakthrough Leaders

Oct 3, 2017 4:47:28 PM / by Kim Huggins posted in Leadership, Multigenerational Workforce

0 Comments

Is your company stormproof?

The storm I’m talking about isn’t a tornado or hurricane, but rather a “perfect storm” in the battle for talent. A tightening labor market combined with baby boomer retirements is adding up to significant talent gaps at many companies. Younger workers are often not ready to take over in leadership positions. Meanwhile, they are becoming frustrated with perceived shortfalls in the leadership development opportunities available at many companies.

Read More

Kick Your Culture of Innovation into High Gear: A Generational Approach

Oct 3, 2017 4:47:24 PM / by Kim Huggins posted in Behavior, Leadership, Multigenerational Workforce, Innovation

0 Comments

Have you heard about Adobe’s Kickbox? It’s a little red box filled with materials that take employees through a six-step, self-guided innovation process. Employees who have a new idea they want to pursue take a workshop and then proceed through the stages of innovation on their own. Each box contains a credit card with $1000 in seed money.

Read More

Want to Achieve Superior Turnaround Performance? Forming a Turnaround Steering Team is Your First Step

Oct 3, 2017 4:47:21 PM / by Krystyna Riley posted in Leadership, Operational Excellence, Turnaround/Shutdown

0 Comments

By: Charles Carnes, Senior Partner; Brian Cole, Principal; Krystyna Riley, Senior Consultant

Read More

The Toughest Job You’ll Ever Love

Oct 3, 2017 4:47:19 PM / by Steve Jacobs posted in Leadership

0 Comments

Do you remember that line, from a 1978 public service announcement encouraging viewers to join the Peace Corps? (Hint – “It’s the toughest job you’ll ever love”)  Well, it seems like it might also readily apply to the CEO job. Our survey of executives found that being CEO was much tougher than our executives ever imagined, but also much more rewarding.

First, the tough part. The CEO job is demanding in every sense of the word, requiring physical, mental, and emotional stamina. “I had no idea how physically demanding the job would be,” one CEO told us. “For this job, I need to be energetic, focused, and disciplined.”

Read More

Memo to New CEOs: Pick A Winning Senior Team

Oct 3, 2017 4:47:15 PM / by Steve Jacobs posted in Leadership

0 Comments

As a new CEO, you can’t do it all alone. While you might have the authority to make the company’s strategic decisions, you will never have all the information you need to make them nor the time required to implement them. That’s why one of your first jobs should be to select your senior team—and to do it well. As one participant in our CEO study observed, “You can never have too good of a team. Upgrading the talent makes a magnitude of change in the organization. You probably never have a team as good as you think you have, and you can always improve your team.”

Read More

Self-Talk – It’s Not Just for Athletes Anymore

Oct 3, 2017 4:47:10 PM / by Amy Durgin, Ph.D. posted in Leadership

0 Comments

By: Amy Durgin, Ph.D., Associate Consultant; Marcia Dolby, Sr. Principal; Carolina Aguilera, Ph.D., Principal

Read More

The Five Things Leaders Can Do to Minimize Late Scope

Oct 3, 2017 4:47:07 PM / by Brian Cole posted in Leadership, Turnaround/Shutdown

0 Comments

By: Charles Carnes, Senior Partner; Brian Cole, Principal; Krystyna Riley, Senior Consultant

Read More

Are You Managing Your Contractors for Optimal Performance?

Oct 3, 2017 4:47:04 PM / by Krystyna Riley posted in Operational Excellence, Turnaround/Shutdown

0 Comments

By: Charles Carnes, Senior Partner; Brian Cole, Principal; Krystyna Riley, Senior Consultant

Read More

Leading A Multigenerational Workforce

Oct 3, 2017 4:46:58 PM / by CLG posted in Leadership, Multigenerational Workforce

0 Comments

Nationally known voice on generational differences in the workplace Kim Huggins, was recently interviewed by Generis (an organizer of business summits including the American Manufacturing Summit) on the topic of Leading A Multi Generational Workforce in Manufacturing.

Read More

Are You Getting the Most from Your “Turnaround Team” Meetings?

Oct 3, 2017 4:46:55 PM / by Krystyna Riley posted in Turnaround/Shutdown

0 Comments

By: Charles Carnes, Senior Partner; Brian Cole, Principal; Krystyna Riley, Principal

Read More

Improving Turnaround Shutdown, Cleanup, Startup Performance

Oct 3, 2017 4:46:43 PM / by Brian Cole posted in Turnaround/Shutdown

0 Comments

Most turnaround work occurs during the execution phase—but key activities performed during the shutdown, cleanup, and startup phases (SCS) can make or break a turnaround’s success.

Read More

“Behavior” Change: Trendy Buzzword or Scientific Solution?

Oct 3, 2017 4:46:35 PM / by Amy Durgin, Ph.D. posted in Behavior

0 Comments

We’re all too familiar with the shift in buzzwords and industry jargon over time. Words such as “customer-centric” “big data,” and “innovative” are sure to grab our attention today, whereas “paradigm shift,” “synergy,” and “bandwidth” were hot terms in the past.

Read More

What’s Next?

Oct 3, 2017 4:46:32 PM / by Steve Jacobs posted in Leadership

0 Comments

The business leader seeking practical advice and wisdom has many options these days. Too many, in fact. Blogs, articles, and postings abound—a tidal wave of ideas coming at you each and every day, more than you could possibly read. Yet much of this material is what we might call “management knowledge light”; much of it is opinion and hearsay. Often it’s trendy. Sometimes it’s simply wrong. Where can you go when you’re looking for truly helpful advice grounded in decades of science as well as original research? Where do you go when you want substantive advice that really works?

Read More

Want to Become CEO? Here’s How to Prepare

Oct 3, 2017 4:46:29 PM / by Steve Jacobs posted in Leadership

0 Comments

What does it take to succeed in the top job? In our study of sitting CEOs, executives pointed to six kinds of developmental experiences that they believed had been integral to their success. While not a simple recipe for success, these experiences nonetheless serve as a valuable guide for anyone interested in preparing well for the c-suite and CEO position.

Read More

Managing the Hand-Off: Advice for The First Hundred Days

Oct 3, 2017 4:46:26 PM / by Steve Jacobs posted in Leadership

0 Comments

Taking the reins as CEO is tricky. Some participants in our CEO study told us of smooth and helpful transitions, others of strained transitions that couldn’t happen fast enough for one or the other party. Although no firm recommendations emerged as to how long a handoff should last or what incoming CEOs should say or do, executives we spoke with emphasized the importance of attending to a number of specific items during the first 100 days. Be sure to:

Read More

From Peer to Boss—Mastering the Transition

Oct 3, 2017 4:46:23 PM / by Steve Jacobs posted in Leadership

0 Comments

You’ve been working toward the top spot for years. Now that you are the CEO, you have to lead your former colleagues, even some who might not be all that thrilled at the prospect. What do you do?

Read More

Building Your Kitchen Cabinet: Ten Critical Steps to Winning Over Your Board

Oct 3, 2017 4:46:20 PM / by Steve Jacobs posted in Leadership

0 Comments

The Board of Directors is a primary stakeholder group for any CEO. When CEOs enjoy strong relationships with their Boards and individual Board members, they can generally make swifter progress. On the other hand, when relationships between CEOs and their Boards become strained, CEOs find all kinds of roadblocks cropping up.

Read More

Living the Public Life: Are You ready?

Oct 3, 2017 4:46:17 PM / by Steve Jacobs posted in Leadership

0 Comments

If you hope to become CEO, you can’t be a wallflower. A key part of any CEOs job is to represent their organization to diverse audiences, including analysts and investors, the media, members of the local community, government officials and even heads of state.

Read More

How Important Are Generational Differences, Really?

Oct 3, 2017 4:46:11 PM / by Kim Huggins posted in Behavior, Leadership, Multigenerational Workforce

0 Comments

Companies pay millions each year to researchers and consultants to help them understand employees in various generational cohorts. Yet some observers have begun to ask whether companies are going too far, and whether generational divisions are overblown, if they exist at all (see New York Times article Oh, to Be Young, Millennial, and So Wanted by Marketers)

Read More

Breaking Out of the CEO Bubble

Oct 3, 2017 4:18:25 PM / by Steve Jacobs posted in Behavior, Leadership

0 Comments

Do you regularly seek out information from people across your organization? Do you maintain a cabinet of trusted advisors—confidents who are willing tell you not only the good but also the difficult truth when appropriate? Do you look closely at behaviors of your own that may prevent others from speaking openly with you?

Read More

The Leadership Team You Inherit

Oct 3, 2017 4:18:14 PM / by Steve Jacobs posted in Behavior, Leadership

0 Comments

Joining an organization from outside and inheriting an intact senior team, possibly containing members who had been passed over for the CEO job, brings obvious challenges. CEOs in our study who had lived through this situation reported that it was important to build their own credibility with the team while also assessing the strengths and weaknesses of their new colleagues. “One thing I knew I had to do quickly,” one CEO told us, “and I felt prepared to do, was to build trust and confidence in me. I had to do this with my management team, and I had to do it with the other stakeholders, including the Board and with our customers.”

Read More

To Improve Innovation, Try Behavior

Oct 3, 2017 4:18:10 PM / by Steve Jacobs posted in Behavior, Leadership, Innovation

0 Comments

Research by Accenture has found that almost all CEOs peg their organization’s long-term success on innovation. Yet fewer than a fifth see a payoff to the very substantial investments they’ve made [See the Accenture article here].

Read More

Ten Top Blind Spots for Today’s Leaders

Oct 3, 2017 4:18:04 PM / by Steve Jacobs posted in Behavior, Leadership

0 Comments

If you’ve ever watched one of television’s popular singing competitions, you no doubt have marveled at the number of obviously untalented individuals who go on stage anyway, thinking they can sing. Didn’t anyone bother to tell them they have a tendency to veer off-key?

Read More

The Quiet Revolution

Oct 3, 2017 4:18:01 PM / by Steve Jacobs posted in Behavior, Leadership

0 Comments

Do your managers give enough feedback? Do your line workers perform job tasks consistently and well? Do your teams focus on a few key items when trying to improve their performance?

Read More

Sample - How To Post

May 24, 2017 11:06:15 AM / by CLG posted in Behavior

0 Comments

Read More