As we hit the halfway point of 2024, savvy pharma sales leaders are leveraging mid-year reflections to recalibrate their coaching strategies. At Echelon, we've identified key best practices that separate high-performing teams from the rest:
Go beyond the numbers: While sales figures are crucial, top leaders are using our BASICS model (Balanced, Actionable, Specific, Impact-focused, Continuity, Supportive) to assess the quality of coaching interactions, not just outcomes.
Leverage data-driven insights: Our CoachAlytics platform allows leaders to objectively measure coaching effectiveness across teams, identifying patterns and opportunities often missed in subjective reviews.
Focus on skill development, not just performance: High-performing teams use mid-year reflections to reassess skill gaps. Our STAR framework (Strategy, Tenacity, Adaptability, relationships) helps pinpoint areas for targeted improvement in H2.
Align individual growth with organizational goals: Top leaders are adept at connecting personal development plans to evolving market dynamics and company objectives.
Encourage self-reflection: The most effective mid-year reviews involve reps and managers in self-assessment, fostering ownership and engagement in the growth process.
Plan for agility: With the pharma landscape constantly shifting, leading teams are building flexibility into their H2 plans, ready to adapt coaching focus as needed.
Celebrate progress, not just achievements: Recognizing skill development and behavioral changes, even if not yet reflected in sales numbers, keeps teams motivated for long-term success.
At Echelon, we're seeing teams who implement these practices achieve 40% higher goal attainment and 25% better retention rates compared to those using traditional mid-year review approaches.
How are you approaching your mid-year coaching reflections? Are you setting your team up for H2 success?
Share your thoughts and experiences below!
Ready to transform your mid-year review process and set your team up for a stellar H2? Book a free strategy session with Echelon to learn how our data-driven approach and coaching tools can elevate your leadership impact.
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