February is commemorated with chocolates, cards, and flowers… all of the key indicators that love is in the air. People appreciate being recognized and feeling appreciated. How can we embody this spirit of appreciation in the workplace? Here’s something to consider. Talented employees often get top treatment when joining a new organization or accepting a […]
Developing Effective Plans: Tips to Start off the New Year and New Decade
It is a new year and a new decade! What is not new is the importance of developing effective geography and account plans. Life Sciences companies that take a purposeful and consistent approach to developing, executing, and reviewing geography and account plans yield better results. Most pharmaceutical organizations deploy year beginning meetings to ensure everyone […]
Lead the New Decade with Change Agility
In just a few weeks we will be saying goodbye and thank you to 2019. It is during the holiday season that we express gratitude and celebrate the best life has to offer. With the busy flurry of wrapping up “to-do” lists just in time for some much-needed rest and relaxation, it is worth reflecting […]
End of Year Business Planning
As Q4 presses on, the final months of the calendar year are focused on ensuring year-end goals have been successfully achieved. The sales organization focuses on “hitting the numbers.” Others working in various functions are looking to finalize important deliverables or are setting up the organization for next year. In either case, it will be […]
6 Steps to Coach Direct Reports through Transition
Coaching during times of change requires a different focus than traditional coaching. Leaders’ primary focus should be on ensuring their direct reports manage individual transition by engaging in an interactive process. Transition coaching requires helping individuals manage their emotions, including their “me issues,” building up their confidence, and reinforcing their commitment to organizational change. There […]
Create a High Performing Team
Leading a committed, accountable, results-oriented team can be a challenge under any circumstance. Doing so in the face of large-scale change? That is a feat that any manager would be proud of! Unfortunately, many organizations find it challenging to prepare managers to lead others through change. Team leaders are either provided very little support and […]
Communication During Change: Business Impact and Risk Mitigation
Short on time? Here are the key points: Two aspects of communication warrant change leaders’ attention: (1) gaining input and creating alignment, and (2) sharing plans. Change leaders should involve their team, internal stakeholders, and/or key customers during various phases of business impact and risk mitigation. Incorporate risk mitigation efforts into the overall communication plan. […]
Best Practices and Lessons Learned for Mid-year Business and Account Plan Reviews
As the first half 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.