As we hit the midpoint of 2024, newly hired commercial leaders face a unique challenge: taking the reins of a sales team with just six months to impact this year's results. At Echelon, we've guided numerous leaders through this transition. Here's what we've learned:
Key challenges for mid-year hires:
Limited context: You're inheriting strategies, pipelines, and team dynamics without the full background.
You may not fully understand the reasoning behind current strategies or initiatives.
Historical performance data might lack nuance or context.
Team dynamics and individual strengths/weaknesses are not immediately apparent.
Established routines: Your team has settled into H1 habits - some good, some perhaps not so effective.
Breaking ingrained habits, even ineffective ones, can be met with resistance.
Identifying which routines to keep versus change requires careful observation and analysis.
Balancing respect for existing processes with necessary changes is a delicate act.
Time pressure: You need to assess, plan, and execute simultaneously to impact 2024 results.
The luxury of a lengthy onboarding period isn't available.
Quick wins are crucial for building momentum and credibility.
Long-term strategic planning must happen concurrently with immediate tactical execution.
Coaching conundrum: How do you provide meaningful coaching when you're still learning the landscape yourself?
Building trust with your team while admitting you're still learning the ropes.
Avoiding the temptation to revert to "what worked before" in previous roles.
Balancing inquiry and advocacy in your leadership approach.
Strategies for success:
Rapid, data-driven assessment: Leverage tools like our CoachAlytics platform to quickly gauge team performance and coaching quality. This provides an objective starting point for your strategy.
Conduct a thorough analysis of YTD performance metrics.
Review existing coaching reports and feedback logs.
Identify patterns in high-performing vs. struggling team members.
Focus on high-impact skills: Our RAMP model (Resourcefulness, Assertiveness, Messaging, Planning) helps identify the critical skills that drive results in today's complex B2B pharma sales environment.
Assess your team's proficiency in each RAMP component.
Prioritize skill development in areas that will have the most immediate impact on Q3/Q4 results.
Create individualized development plans based on each team member's RAMP profile.
Align coaching with Q3/Q4 priorities: Ensure your coaching efforts are laser-focused on the activities that will move the needle for year-end targets.
Identify key accounts and opportunities that will make or break your year-end goals.
Develop coaching plans that specifically address skills needed for these high-priority targets.
Implement regular check-ins to ensure coaching translates to tangible progress on priority accounts.
Build credibility through targeted support: Use insights from CoachAlytics to provide immediate, valuable coaching that demonstrates your expertise and builds team trust.
Offer specific, actionable feedback based on data-driven insights.
Share relevant experiences from your own career to illustrate key points.
Be transparent about your learning process and invite team input on areas where you need more context.
Leverage cross-functional relationships:
Build strong connections with marketing, medical affairs, and market access teams.
Use these relationships to gain deeper insights into product positioning and market dynamics.
Collaborate on integrated strategies that amplify your sales team's efforts.
Implement agile planning and review cycles:
Set shorter-term goals and review progress more frequently.
Be prepared to pivot strategies quickly based on real-time feedback and results.
Celebrate quick wins to build momentum and team morale.
Remember, you don't have to do this alone. At Echelon, we specialize in helping leaders hit the ground running with data-driven coaching strategies. Our experienced consultants can provide:
Customized onboarding plans for new commercial leaders
Rapid team assessment and prioritization frameworks
Tailored RAMP training programs for your specific market challenges
Ongoing support and coaching for you as you navigate this transition
Fellow commercial leaders, what advice would you give to someone stepping into this role mid-year? Share your insights below!
How did you quickly assess your team's capabilities when you first took over?
What were some unexpected challenges you faced in your first 90 days?
How did you balance short-term results with long-term team development?
New to the role and feeling the pressure of year-end targets? Don't navigate this transition alone. Book a free strategy session with Echelon to learn how our tools and expertise can help you make an immediate impact.
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