April, 2016

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5 Ways Senior Leadership Can Inspire a Top-Performing Sales Culture [SlideShare]

The Brooks Group

Developing a healthy sales culture starts at the top with senior leadership. Check out 5 ways senior leadership can empower a top-performing sales culture in this quick slideshow. 5 Ways Senior Leadership Can Empower a Top Performing Sales Culture from The Brooks Group. download. NOTE: Our sales training tools are designed to make your life easier. Use them to your advantage.

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Disrupting and improving customer engagement with predictive insights

pharmaphorum

There are clear benefits for both Life Sciences companies and their customers in significantly improving the way they engage. Be it in terms of reputation, efficiency, profitability, or even relationship quality and longevity, engagement has and will always be the key to successful business practice. Recent exclusive research conducted in conjunction with Zephyr Health revealed that both frontline sales forces and sales management professionals want to improve engagement strategies with new tech

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External Sales Force Commercial Solutions – The future of pharmaceutical sales.

MaBiCo

External Sales Force Commercial Solutions – The future of pharmaceutical sales. As the revenues of big pharmaceutical companies shrink so do the budgets they spend for promotional and sales activities. Furthermore small companies usually can’t afford to maintain a full sales team (for medical detailing and sales to pharmacies ) even if they know that such an investment would bring them additional revenue.

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Closing the Knowing-Doing Gap to Become a Better Leader

The Brooks Group

An average strategy well executed will always outperform a superior business strategy which is poorly executed. . As sales leaders, we are inspired by leadership books, seminars, and articles, but when it comes to translating that inspiration into new behaviors, we often hit a roadblock. . Jeffrey Pfeffer and Robert Sutton, professors of organizational behavior at Stanford, explore this performance paradox in The Knowing-Doing Gap: How Smart Companies Turn Knowledge into Action.

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Roles and Responsibilities of Specialized Clinical Supply Experts

When selecting a clinical supply provider, consideration often focuses upon the manufacturing, packaging, storage and distribution capabilities available that will, at face-value, be sufficient to meet the needs of the sponsor and their trial. However, there are human-based and knowledge-driven factors that are often overlooked that go beyond these basic physical capabilities and are integral to the development and delivery of high performing clinical supply chains.

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The Creative Debate: Why creativity is key to true patient centricity in pharma

pharmaphorum

Meeting the needs of both patients, and healthcare professionals, in today's fast changing communications landscape can be challenging, particularly against the backdrop of compliance. Putting creativity at the heart of the process can be the most effective way of tackling these challenges. Although the return on investment of creativity is not always easy to measure, the value it can bring to pharma and healthcare is increasingly evident.

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How to Influence the Behaviors of Others to Support Your Organization’s Purpose

The Brooks Group

“ Real leadership recognizes that changing or transforming an organization requires a change in mind, a change in belief, and a change in behavior.”. -John Grinnell, author of Beyond Belief: Awaken Potential, Focus Leadership. All organizational transformations come from a change of mind and perspective, but that change must take place throughout the entire organization, not just at the top.

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The Sense of Entitlement Among High Achievers…and What to Do About It

The Brooks Group

Ahh…the joys of top performers: They consistently crush their numbers. They come in with big wins when you need them most. They inspire your team. They’re hands-off. If only they could all be like that. And much of the time, they are. Unfortunately, there are a few top producers who, despite their peak performance, also have another side: an unwelcome sense of entitlement.

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Striking the Balance Between Empathy and Assertiveness

The Brooks Group

Great salespeople are empathetic—they understand others well and that is part of what makes them successful sellers. In fact, InsideSales.com recently released their Business Growth Index Report , which ranks empathy as one of the top 2 traits sales leaders value in their best reps. But when these successful salespeople move into a management role, this personality trait can sometimes detract from their leadership effectiveness. .

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4 Ways Pharmaceutical Companies in Greece Can Outperform their Competitors.

MaBiCo

4 Ways Pharmaceutical Companies in Greece Can Outperform their Competitors. In many ways pharmaceutical companies in Greece witness revenue losses that result to tighter controls on their operating expenses. This leads to significant cost-cutting which among other things practically means smaller sales teams. However many pharmaceutical companies reduce their field force only to see their sales plummet.