Last updated:##/##/2022
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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 […]
