Note to Senior Pharma Sales Execs: Are Your Sales Managers Coaching to Get the Most from Their Sales Representatives?

Sep 6, 2018 12:59:06 PM / by CLG posted in Pharmaceutical Sales


Coaching is an investment and should be a positive experience for your pharma reps, where they learn what they do well and discover where they can improve.

Below are three proven coaching actions used by effective pharma sales managers to help their teams reach business goals.

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Pharmaceutical Sales KPIs: The Secret to Your Sales Team’s Success

Aug 9, 2018 11:04:03 AM / by Danielle Geissler, Ph.D. posted in Operational Excellence, Pharmaceutical Sales


Key performance indicators (KPIs) are at the core of pharmaceutical sales. They are simultaneously the output and driver of sales representative behaviors.

Sales representatives use performance indicators to evaluate their relationship management and district sales strategies, ensuring they get the best results. Regional directors use them to identify training and development opportunities in sales reps, revise targets, clarify their own vision and direction, or find new or different ways to motivate performance. National directors use them to make strategic hiring and market development decisions, coach regional directors, and remove barriers.

But while pharma sales KPIs are valuable to all members of your organization, many companies fail to use these metrics to their full potential. Learn how the following three steps can ensure you’re aligning with KPI best practices and maximizing performance improvement.  

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7 Best Practices to Design Motivating Consequences for Pharmaceutical Sales Teams

Jun 19, 2018 9:02:11 AM / by Danielle Geissler, Ph.D. posted in Pharmaceutical Sales


Is your pharmaceutical sales team motivated? If you are like most sales leaders, you look to KPIs to find out. And that’s a good start – after all, making your sales targets at least indicates that you are putting in the work to be successful. Or, a nice bonus might be the motivator to continue hitting sales targets.

However, we tend to overlook the fact that sales environments are high-pressure, punishing environments to work in, especially when it comes to pharmaceutical sales. Salespeople often face barriers that are out of their control, and failures can stack up quickly.

So, how do you get your sales teams to deliver consistently, stay motivated, and think outside of the box to generate new opportunities?

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5 Ways to Improve Regional Director Performance in Pharmaceutical Sales

Feb 2, 2018 8:19:00 AM / by Danielle Geissler, Ph.D. posted in Leadership, Pharmaceutical Sales


It’s not easy being a Regional Director in a pharmaceutical sales organization. There is a lot of pressure that comes along with the role.

After all, regional directors (RDs) are frequently being pulled in different directions, trying to satisfy corporate initiatives while also catering to the unique demands of their own districts. They are initiators as well as implementers, expected to translate strategy into its most tangible form in the field. Often this leads to an unfortunate series of misalignments, miscommunications, and misdirection.

So what then can be done to ensure strong and consistent regional director performance in pharmaceutical sales?

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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


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 Scientific Principles to Get Your Pharmaceutical Sales Numbers Back On Track

Jan 4, 2018 8:40:32 AM / by Danielle Geissler, Ph.D. posted in Operational Excellence, Pharmaceutical Sales


The start of a new quarter and a new year typically generates a search for innovative ideas that can increase pharmaceutical sales growth and performance, especially if numbers have been lagging.

So, where do you look for the best ideas? Behavioral science may not be on your radar just yet, but it should be. Managing pharmaceutical sales performance by recognizing the science behind the behaviors visible in your organization can be just the differentiator that improves performance and creates lasting change.

Instead of following trends this quarter, why not implement these proven, evidence-based principles from applied behavioral science?

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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


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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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


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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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


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.

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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


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.

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