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

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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.

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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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“Behavior” Change: Trendy Buzzword or Scientific Solution?

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

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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.

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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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Breaking Out of the CEO Bubble

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

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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?

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The Leadership Team You Inherit

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

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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.”

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To Improve Innovation, Try Behavior

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

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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].

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Ten Top Blind Spots for Today’s Leaders

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

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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?

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The Quiet Revolution

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

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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?

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Sample - How To Post

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

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