The evolving role of Area Business Managers in a changing pharma landscape
The ABM role has quietly absorbed responsibilities it was never redesigned for. Here is what has changed, and what capability now has to catch up.
- All articles
- Area Business Manager Excellence
- Commercial Excellence
- Competency Development
- Industry Insights
- Leadership Development
- Learning & Development
- Pharmaceutical Sales & Marketing
- Talent Acquisition & HR
Five commercial excellence strategies that drive sustainable growth
Commercial excellence is often pursued as a set of initiatives. It works better as a set of disciplines that survive the quarter they were introduced in.
Building future-ready leaders in the pharmaceutical industry
Leadership development fails most often not because the content is wrong, but because it is delivered as an event in an organization that runs on habits.
Data-driven selling: the ABM’s competitive advantage
Access to data is no longer the differentiator. Knowing which question to ask of it is.
From knowledge to capability: bridging the gap
Knowing something and being able to do it under pressure are different achievements. Most learning programs only deliver the first.
Competency mapping: where most pharmaceutical organizations get it wrong
A competency framework that nobody uses is worse than none at all, it creates the impression that capability is being managed.
Structured interviews: reducing hiring risk in field sales
Unstructured interviews feel more insightful and predict performance considerably less well. Structure is the cheapest improvement available to most hiring processes.
Coaching the coach: developing first-line managers who develop others
Organizations ask first-line managers to coach, then measure them entirely on outcomes that coaching does not affect this quarter.
Tell us what is not working in the field
Whether it is first-line leadership, territory planning, hiring quality or commercial discipline, describe what you are seeing across your territories and we will show you how we would approach it.