Access insights on HCP Engagement, Product Launch Excellence, Competitive Selling, MSL-KOL Engagement, and more.
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 […]
COACHING The Misdiagnosis Costing Your Field Force by PDG Content Team in partnership with Sean Frontz Why does sales training fail to improve field force performance in pharma? Pharma commercial organizations consistently misdiagnose underperformance as a skill deficit, so they respond with more training. But the data tells a different story: roughly 90% of performance failures stem […]
competitive selling What It Takes to Coach the Competitive Sale by PDG Content Team in partnership with Ed Gutshall Competitive selling isn’t won with better sales aids. It’s won in the moment a physician brings up a competitor — and whether anyone has coached the rep for what to do next. Most organizations train competitive selling […]
Physicians restrict access to reps who waste their time. Discover the coaching approach that transforms 30-second hallway interactions into valuable conversations that earn more access.
Explore how second-line leaders in life sciences coach frontline managers, drive team growth, and shape commercial excellence through strategic leadership. […]
leadership Strategic Reinforcement: The Missing Link in Life Sciences Performance Key Insights: Strategic reinforcement is the critical factor that turns training and strategy into lasting performance. Without it, up to 70% of a commercial initiative’s value is lost within weeks as teams revert to old habits. True execution requires more than exposure; it demands consistent […]
