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How To Better Lead And Motivate A Multigenerational Pharmaceutical Sales Team

Jan 18, 2018 9:39:37 AM / by Kim Huggins posted in Multigenerational Workforce, Pharmaceutical Sales

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Pharmaceutical sales organizations are extremely diverse and have multiple generations represented in them – from baby boomers (born 1946-1964) to Generation X (born 1965-1980) to millennials (born 1981-2000). There are big differences between the generations, including different expectations and preferences when it comes to how they communicate, how they want to be managed, what they are looking for in a job, and how they approach their work. There are also things that the generations have in common. 

As a leader, it’s important to be able to flex your style to meet the needs and expectations of all of your employees. 

One of the questions you should ask is: How can I tailor my approach according to generational preferences and help meet individuals’ expectations to ensure an aligned, engaged and productive pharmaceutical sales team.

Try the following four strategies to harness the power of a multigenerational workforce.

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5 Critical Lessons in Change Leadership That Will Positively Impact Pharmaceutical Sales Results

Dec 7, 2017 8:50:00 AM / by Kim Huggins posted in Leadership, Pharmaceutical Sales

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Change leadership is critical to your pharmaceutical sales results because of the acceleration of change in today’s pharmaceutical sales organizations. Change has evolved over the years from leaders just managing the change to leaders needing a full set of change skills and capabilities.

Change is no longer an event; it is a constant for organizations, and pharmaceutical sales representatives are looking to their leaders to help them navigate the flurry of change and to understand how to harness it to produce profitable performance.

In today’s environment, companies are heavily engaged with multiple, constant, concurrent and rapid changes impacting their pharmaceutical sales force.

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Are You Really Encouraging Innovation?

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

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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.

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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

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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.

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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

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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.

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How Important Are Generational Differences, Really?

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

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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)

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