Don’t call it consulting.
Since 2006, we’ve reviewed nearly 10,000 field coaching reports from the pharmaceutical, biotech and medical device industries. We’ve found that Effective Coaching is the key to sustainable sales performance and brand growth. The challenge for many organizations (and possibly yours) is that this level of coaching is limited to a small number of top-performing first-line managers (FLMs).
Using our proprietary system of analysis, we help clients establish a foundation of Effective Coaching and see a measurable, sustainable return on their commercial investment. Not with some new coaching program, but by identifying, optimizing, and spreading best practices already employed by your top-performing FLMs.
The first step in establishing Effective Coaching in any organization is answering the question: what should our FLMs be coaching to? We partner with your commercial stakeholders to translate strategy and developmental priorities into observable skills and behaviors to which FLMs can coach.
Too many organizations default to surveys, three-in-a-car field rides and other inconsistent means to gauge the quality and effectiveness of their field coaching, when an invaluable vault of data resides literally at their fingertips. We analyze coaching right from your FCR database to provide an accurate, actionable snapshot of current coaching effectiveness as well as a BluePrint for making Effective Coaching a pillar of your commercial growth.
Inform & Train
Step 3 is simple: train the managers (on what “good looks like”) and equip your second-line managers to coach.
Sustain & Measure
Once we establish a quantifiable baseline of Effective Coaching, we leverage technology to measure results, reinforce expectations, and sustain positive change. Put simply, we’re going to make sure the process we’ve put in place is working.