COACHING EXCELLENCE What AI Does to the Pharma Sales Coaching Conversation by Performance Development Group, Coaching Excellence Practice Team AI coaching tools are now standard in pharma sales: the simulators where reps practice their calls, and the systems that score and summarize them. As these tools take over the repeatable, correctable side of rep development, […]

COACHING The Pharma Mid-Year Review Should Be a Coaching Diagnostic. Here’s How. by Performance Development Group, Coaching Excellence Practice A pharma mid-year coaching diagnostic is a structured assessment that evaluates each sales rep against the demands of the next six months, not the past six. Unlike a standard performance review, which measures what already happened, […]

COACHING The Three Biases Distorting How Pharma Sales Leaders See Their Teams by Sean Frontz, in partnership with PDG Content Team Why do pharma sales leaders overrate their teams? Research shows 62% of performance rating variance comes from the rater’s own tendencies, not from the person being rated. The three most common biases in life sciences […]