To win in the marketplace, Life Sciences companies must effectively achieve results and develop access with large organized customers – whether they are larger integrated hospital systems or regional/national payers. Leading the charge for customer engagement efforts are Account Managers (AMs). The same skills that make someone a successful sales representative, or even a district […]
Market Access Learning Strategy and Curriculum
WLH’s involvement with a Market Access group’s transformation and competency model development included evaluating the group’s learning strategy and curriculum. Given the changes in the marketplace, the organization knew its account executives needed a higher level of business acumen and account management skills.
Business Acumen for the HR and OD Professional
HR professionals need to better understand the business to act as strategic business partners. HR professionals need “business acumen” to draw sound conclusions from business information. More importantly, they need to take the actions needed to drive organizational results. What Will You Learn Understand the need for Business Acumen Skills for HR Professionals. Assess their […]
An Integrated Approach to Developing Business Acumen
There is an ongoing debate as to whether business acumen can be taught or if it is an intuitive savvy that one inherently possesses. Either way, it is critical for organizations to develop and implement an integrated strategy for developing customer-facing roles’ business acumen to meet the evolving marketplace demands. This strategy must: Impart the importance […]
The Changing Pharmaceutical Sales Landscape: Recommendations for Achieving Compliance and Sales Excellence
Pharmaceutical sales force leaders currently face a variety of challenges There is ongoing competition from other companies, increased competition from generic drugs, and a changing healthcare environment. There have also been reductions in the number of sales representatives at many pharmaceutical companies and rumors of their eventual replacement by peer to peer selling.
Best Practices for Developing Business Acumen & Planning Skills in Field Organizations
Best-in-class pharmaceutical companies realize that the dedication of time and resources to developing business acumen is critical to overall success and creates a competitive advantage needed to excel in the changing healthcare marketplace. There is a greater need for effective business acumen and planning skills to analyze their environments, identify opportunities, and maximize resource allocation […]
Developing Leadership Presence
Today’s complex marketplace requires leaders who are at the top of their game and who consistently demonstrate leadership presence. So, just what is leadership presence? Leadership presence (often called executive presence) reflects a broad array of personal qualities and behavioral capabilities that develop over time. The myth that you are “born with it” or it […]
Improving Field Sales Business Planning and Marketplace Acumen
In response to the ongoing changes in the healthcare environment and the need to quickly respond to customer needs and opportunities, many pharmaceutical companies are asking field sales employees to run their assigned geographies as a profitable business. To successfully accomplish this, sales managers and professionals need business acumen skills to assess their marketplace, identify opportunities, and determine […]
What the Buzz is About: As companies demand more from their reps, business acumen becomes an essential skill
The healthcare industry is undergoing rapid transformations due to declining government and payer reimbursement, consolidation, and federal healthcare reform. As the healthcare delivery model changes, the pharmaceutical/medical device business model must also change how it delivers products, services, and value to its many different customer types.
A Sturdy Framework: Improving field force business planning requires managers to run each sales territory as if it is a self-contained business
With the healthcare environment continuing to change, sales managers and sales representatives must understand what drives both their customers’ and their own company’s profitability and strategic decisions. In response to this change, many pharmaceutical companies are asking field employees to run their sales territories as a business. This requires greater appreciation of costs and the […]