"I didn’t realize I was rescuing my people until after the course. Then a light bulb went on."

HELPING LEADERS LEAD

No rescue required

How a global pharma company transformed their sales leaders and took their Multipliers Simulation benefits to the next level

I didn’t realize I was rescuing my people until after the course. Then a light bulb went on. Now I’m cognizant of opportunities to do a better job at handing things off and seeing what my team can do. I’m able to resist jumping in and taking care of it myself.”

A participating sales team leader

25 Seasoned Multiplier sales leaders

22 Developing Multiplier sales leaders

A 2-track program with 3 internal coaches

AN ADVANTAGE CUSTOMER STORY

Real-world success from the perspective of our customers

Transforming leadership in pharmaceutical sales

As a leading global pharmaceutical company, we are keenly focused on transforming the world of pharmaceuticals. In early 2015, with the launch of several new products putting high demands on the sales and marketing organization, our leaders needed to find a way to help account executives maximize their contributions to the customer and the business.

We asked Advantage Performance Group to conduct a full-day Multipliers simulation with a group of sales leaders. Based on Liz Wiseman’s groundbreaking book, Multipliers: How the Best Leaders Make Everyone Smarter, the Multipliers Simulation helps leaders understand how they are unnecessarily controlling and rescuing their people, and shows them how to adopt a mindset and apply behaviors that increase the intelligence and unlock the potential of their team members

A year later, after an acquisition brought in a new group of sales leaders, we were looking for a way to not only enhance and build mastery of Multipliers with the existing cohort of Seasoned Multipliers, but also to bring our new sales leaders up to speed. We worked closely with Advantage to develop a solution that would do double duty with our entire team.

Participants report that they are getting better at challenging their teams to take on more responsibility and find their own answers. ... As a result, sales leaders are spending less time rescuing their people and, consequently, they can concentrate on more important tasks."

Practice Area: Helping Leaders Lead

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