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The Active Ingredient features expert insights and commentary from leaders of ZS Associates' global pharmaceuticals practice.

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Breaking the Dependence on Sales Managers for Coaching

Posted by Dan Frey on Thu, Sep 03, 2015

When I joined ZS Associates 13 years ago, we had around 400 people. Now we’re almost 10 times that size. We’ve changed a lot over the years. I joined as a generalist, a role that is increasingly rare as our people have become more specialized. This specialization has been one of the secrets to our competitive success as it’s helped us improve both efficiency and quality.

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Topics: Dan Frey, Sales Managers, sales management, coaching

Amazing Trainings That Change Nothing

Posted by Dan Frey on Tue, Jul 21, 2015

Four months ago, I attended a phenomenal training. It was entertaining and I learned several new and powerful ways of doing my daily work. In my feedback, I gave the program top ratings. And then … nothing. I fell right back into my old way of doing things.

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Topics: Dan Frey, sales training, habit building

How Fitbit-Like Tools Will Drive Sales

Posted by Dan Frey on Tue, Jul 07, 2015

I know I should wake early. I know I should exercise every day. I also know exactly what I ought to be doing to build client relationships and to manage my projects effectively. But I don’t always do those things, probably to the detriment of my career success.

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Topics: Dan Frey, me2b, FitBit, sales force planning, Discipline

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