May, 2016

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Coaching for Sales Leaders

The Brooks Group

Everyone knows that front-line salespeople need to be coached. It’s an important part of nearly every sales manager’s responsibilities. However, who’s coaching the coaches in your organization ? If your organization is like a lot of others, the answer is either “nobody” or “we’re not quite sure.”. Well, even coaches need coaching. Sales leaders – VPs and even CSOs - struggle to complete the mountain of work they face: reporting, budget management, training, recruiting, onboarding, and dealing wi

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What does 'the cloud' mean for pharma?

pharmaphorum

A unique Q&A session/open forum panel debate. It is likely that you interact with ‘the cloud’ on various devices, multiple times throughout the day. However, for pharma we have only just scratched the surface regarding what the cloud can offer in terms of security, connectivity and efficacy. ‘Business analytics’ and ‘cloud’ are often misunderstood. To answer this, pharmaphorum, in conjunction with industry stalwarts Equinix, present a unique Q&A event, offering the opportunity to ask any questio

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The Sales Coaching Best Practices Series: Evaluation and Feedback

The Brooks Group

. We recently introduced the Sales Coaching Best Practices Series—a mini-series designed to highlight the high-gain coaching activities that EcSell Institute —a research firm specializing in sales coaching, leadership, and management—has identified through their research as having the greatest impact on a sales rep’s ability and willingness to produce at higher levels.

Sales 58
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Using Sales Assessments to Identify Candidates with Long-Term Potential

The Brooks Group

The use of hiring assessments to identify sales candidates with long-term success potential is fast becoming the norm. As sales leaders and HR professionals find themselves under increasing pressure to identify, hire, and onboard salespeople who can perform more quickly and who will stick around longer, they’re demanding more out of an assessment tool.

Sales 53
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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 Sales Coaching Best Practices Series: One-to-One Meetings

The Brooks Group

It’s widely accepted by this point that sales coaching is the activity with the greatest impact on sales effectiveness. Companies may be aware that their managers need to be spending more time coaching reps, but according to recent research by the Sales Management Association (SMA), formal coaching strategies tend to be poorly executed or non-existent.

Sales 53
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The Sales Coaching Best Practices Series: Career Development Plans 

The Brooks Group

. We recently introduced the Sales Coaching Best Practices Series—a mini-series designed to highlight the high-gain coaching activities that EcSell Institute —a research firm specializing in sales coaching, leadership, and management—has identified through their research as having the greatest impact on a sales rep’s ability and willingness to produce at higher levels.

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The Sales Coaching Best Practices Series: Team Meetings

The Brooks Group

[Don't miss the free download at the end of this post]. Last week we introduced the Sales Coaching Best Practices Series and kicked it off with One-to-One Sales Meetings. Each installment in this mini-series will highlight a high-gain coaching activity that EcSell Institute —a research firm specializing in sales coaching, leadership, and management—has identified through their research as having the greatest impact on a sales rep’s ability and willingness to produce at higher levels.

Sales 45
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Why Top Sales Performers Would Want to Work for You

The Brooks Group

I can’t think of a single sales leader who has told me, “Yeah…when we have open sales positions, we’re definitely looking for average sales performers.” That’s ridiculous. Everyone is obviously after top sales talent. In spite of that, so many companies fail to invest the energy in creating an environment that attracts and retains top sales performers.

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