Sales Performance Insights for Life Sciences
Performance Development Group
Sales Performance Transformation Solutions for Life Sciences
CEO INSIGHTS
Identifying and Nurturing Effective Sales Leaders in Pharma—A Blueprint for Success?
In his latest CEO Insights article, PDG's CEO, David Manning , emphasizes the crucial role of effective leadership in driving sales success, discussing the dilemma of promoting from within or hiring externally for leadership roles. Manning outlines critical leadership traits, such as industry knowledge and emotional intelligence, and suggests considering both internal and external candidates, weighing the pros and cons. He recommends broadening the candidate pool, evaluating core competencies beyond sales numbers, and ensuring a smooth transition by addressing potential team concerns. Ultimately, successful leaders must blend business acumen with human elements to build trust and rapport within the team.
SALES COACHING
New Research Unveils the Impact and Dynamics of Sales Coaching in Life Sciences
PDG recently surveyed nearly 350 sales leaders and reps from over 200 life sciences companies?to determine the impact of coaching on sales performance. The research examined the extent and quality of sales coaching, identified perception gaps between sales leaders and reps, sought variance among high and low-performing reps, and evaluated coaching’s impact on customer engagement. This article summarizes these findings, highlighting coaching priorities and areas for improvement.
COMPETITIVE SELLING
领英推荐
New Pharmaceutical Sales Strategies in a Competitive Market
One of pharma companies' biggest challenges is increased competition in an already crowded marketplace. Every time a new competitor enters the picture, the marketplace changes because HCPs have yet another prescribing option to add to their decision-making. In this article, we unveil some crucial pharmaceutical sales strategies you can employ to effectively navigate intense competition for sustained growth in an evolving market.
EVENT
Join PDG’s Interactive Workshop at Pharma USA
Execution Excellence: Is your team ready to execute your new commercial model?
Join us at Pharma USA 2024 for an interactive workshop designed to empower participants to identify gaps in execution readiness by challenging existing paradigms and reevaluating leadership, coaching, and accountability. Sean Frontz , Global Practice Leader, will break down the critical elements of successfully bridging from strategy to high-quality execution. Participants will learn to utilize a simple process and tool to assess your team’s execution readiness score and learn how to close gaps in execution quality. We hope to see you there!
FREE REPORT
Exclusive Insights on the Effects of Coaching on Sales Performance in Life Sciences
PDG recently surveyed ~350 sales managers and representatives from over 200 life sciences companies to identify the quality and quantity of sales coaching. Discover new insights into sales coaching activities and priorities from the perspectives of sales leaders and sales reps. Find out what’s working, what isn’t, and ways to improve to drive sustained growth in the dynamic life sciences sector.