As the first quarter concludes, it is important for sales leadership and professionals to reflect upon how they are executing against year beginning direction. Were geography and account plans developed for the current year? If not, now is the time to ensure everyone has specific goals in place to maintain focus and drive execution for […]
Business Planning for Field Organizations: Lessons Learned
Sales leaders and representatives need effective business planning and resource allocation processes to stay competitive and drive sales performance. The basic elements of an effective business planning and resource allocation process include: Conducting a marketplace analysis Aligning strategy and brand goals with a local assessment of the business Identifying critical priorities or initiatives Prioritizing customers Developing action plans […]
Developing Change Agility Capabilities: Balance, Speed, and Flexibility
The rapid pace of change in the marketplace continues to result in the expressed need for agility at the organizational, team, and individual levels. Organizations need the ability to anticipate and respond to broader trends and specific challenges within their industries.
Goal Setting: Best Practices for Gaining and Maintaining Momentum
The first month after the holidays typically includes defining and sharpening your yearly goals. As corporate objectives are cascaded, it is important that each leader aligns their team’s individual goals with these broader strategic priorities. A few key benefits of engaging in a goal setting process include: Ensuring alignment with broader company strategic direction and […]
Planning for a Successful 2019
With the New Year underway, various media outlets and consulting firms are issuing reports outlining the trends to watch out for in 2019. The lists may vary, yet there are consistent themes. Continued healthcare related mergers and integrations, including larger integrated delivery networks, pharmaceutical companies, and other key players. Take note: the year started off […]
2018 Leadership Journey
In just a few weeks we will be saying good-bye and thank you to 2018. It is the season of gratitude and celebrating the best life has to offer. Even with the flurry of wrapping up your to-do lists in time for some much-needed rest and family time, it is valuable to reflect upon one’s own leadership. As […]
Retaining High Performing Talent
Today’s labor market can be defined as an “employee market” where individuals are voluntarily leaving existing positions for other job opportunities. As companies face higher turnover rates, there is an opportunity to take a more holistic evaluation of why employees depart. Organizations taking this approach recognize the need for a comprehensive retention and talent development […]
Retaining High Performing Talent: Specific Strategies to Retain Women in your Organization
Does your culture demonstrate a commitment to attracting, developing, and retaining high-performing female talent? Despite CEO commitment to gender parity and diversity, organizational culture and practices are not shifting women’s perceptions regarding career advancement opportunities. This webinar highlights the research and shares findings from an independent survey designed to identify the factors contributing to retaining […]
Connecting the Dots: Lessons for BioPharma Leadership and Learning Organizations
One idiom used to describe how BioPharma customer-facing roles demonstrate their business acumen regarding the evolving US healthcare marketplace is “connecting the dots.” This expression describes one’s ability to understand the relationship between different ideas, experiences, and trends. “Connecting the dots” can also be referenced as creating an account management mindset for all customer-facing roles […]
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 […]