5 Ways I Drive Performance

When all things are equal, what allows one team to be more successful than the other? Often, there isn't just one thing, but rather an underlying blueprint of empowerment and action linked to a team with a challenger mindset.

In today's fast-paced and competitive landscape, driving performance is the key to staying ahead. It requires finding momentum and continuously striving for improvement. However, with the abundance of data and tools available, turning potential into tangible results can be a daunting task. So, how can we unlock the full potential of our teams and drive exceptional performance? Here are five strategies to unleash performance and achieve remarkable outcomes.

1. Align on the Priority: To drive performance effectively, it's crucial to establish a clear priority and eliminate distractions. Identify the critical tasks that will have the most significant impact on your goals. By aligning everyone on the priority, you create a shared focus and a sense of purpose. For example, imagine a team working on a rare cancer medication that recognized their priority was to ensure that only 275 prescribers treating 500 patients across the US were aware of the potential benefits treating patients with a rare condition. By aligning on this essential objective, the team eliminated many of the non-essential things they planned to create and then allocated resources effectively to execute their plan with precision.
2. Tackle the Toughest Challenges: High performance requires tackling the toughest challenges head-on. These are the tasks that appear challenging or seemingly impossible but have the potential to drive significant results. Dare to think differently and push beyond conventional boundaries. For instance, securing access to prescribers at a no-see account or obtaining an endorsement from a Key Opinion Leader (KOL) may seem daunting, but successful teams find innovative ways to make it happen. They strip away limitations, tap into creativity, and explore new approaches to achieve remarkable outcomes.
3. Harness the Power of the Right Resources: Driving performance demands leveraging the right resources within your organization. Build a diverse, cross-functional team that possesses the necessary expertise and insights. Empower this team to activate additional resources efficiently. Look beyond conventional roles and seek assistance from colleagues in different functions or brands. For instance, involving the Medical Director or collaborating with marketers from other brands can provide fresh perspectives and foster innovation. Successful leaders excel at maximizing the potential of available resources, building strong partnerships, and ensuring alignment on strategy.
4. Focus on Immediate Growth: While long-term goals are important, focusing on immediate growth is the key to maintaining momentum. Break down larger goals into smaller, achievable milestones. Celebrate each milestone reached, as it fuels motivation and builds confidence. By focusing on immediate growth, you create a positive cycle of success. For example, if you used to have ten engagements with a key office per year but now only have one per quarter, aim to add one additional engagement this quarter. By consistently pursuing immediate growth, you create a pathway to significant long-term success (and double your engagements for the year with that office!)
5. Master the Details: Driving performance requires a deep understanding of the details. Develop a user-centric mindset and immerse yourself in the intricacies of your field. Dive into primary research, analyze data, and utilize analytical tools to gain valuable insights. Encourage open and transparent communication within your team to foster collaboration and knowledge sharing. Successful teams go beyond surface-level understanding and become experts in the details. By doing so, they uncover hidden opportunities, spot emerging trends, and make informed decisions that drive exceptional performance.

Unleashing performance is an ongoing journey that requires dedication, continuous improvement, and a commitment to excellence. Remember, driving performance is not a solo endeavor—it's a collective effort.

Please share your success stories, strategies, and insights in the comments below!