Resources

A Measurable, Sustainable Approach to Brand Growth
What does effective coaching really mean, involve and entail?
The Challenge of Driving Organic Sales Growth
Commercial leaders in the pharmaceutical and biotech industries continue to see inconsistent return on their strategy...
Leveraging Objective Insights from Field Contact Reports
For years, commercial groups have been hamstrung by a lack of actionable answers to this question.
Gauging the Impact of Manager Focus and Coaching Quality on Overall Sales Performance
Which first-line managers (FLM) attributes and behaviors align closest with overall district performance?
What Really Drives Sales Performance?
According to a recent DME Monitor report, 29% of FLMs in the pharmaceutical industry fell short of their annual sales goal.

Top-performing managers are more likely to focus on skill development
In a recent study, we successfully isolated a key difference between top-performing and lower performing managers.
Top DMs Focus on Skill Development
In a recent analysis, Echelon identified distinct difference between Managerial Focus...

Maximizing the Impact of Virtual Coaching
At a time when the entire sales teams are working from home and the access to customers is at a...
“I Don’t Have Time to Coach” and Other Managerial Myths
If you ask a first-line sales manager (FLM) what keeps them from spending more time coaching, you’re likely to hear...
Is your next commercial investment doomed to be “flavor of the month?”
If your field sales organization is planning to make a strategic commercial investment in the next 12 to 18 months,...

Effective Virtual Coaching
Virtual leadership development for field sales managers to engage, develop, and lead teams.
Effective Coaching Coach to Strategy
On a Scale of 1 to 10…How well do your Managers Coach to Strategy?
Effective Coaching Field Sales
On a Scale of 1 to 10…How effective is your Field Sales Coaching?
Effective coaching ROI on Sales Training
On a Scale of 1 to 10…How good is your ROI on Sales Training?

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