“From ‘Salesperson’ to ‘Pharmacy Consultant’ – A Journey That Must Be Measured by Data” In recent years, the role of OTC Medical Sales Representatives (MSRs) has evolved significantly.Pharmacy customers no longer wait for someone to simply “introduce products” — they now seek collaboration with professionals who truly understand the products, can recommend effective assortments, and […]

“Why Are Sales Training Programs Failing to Deliver the Expected Business Impact?” In many OTC organizations, sales training programs for Medical Sales Representatives (MSRs) are conducted regularly every year covering topics such as consultative selling, relationship building, and product knowledge.Despite consistent investment and serious efforts, many managers still wonder: why hasn’t the training translated into […]

“What can’t be measured can’t be managed – and what’s not understood can’t be improved!” In today’s highly competitive OTC market, where many brands offer similar quality, the biggest differentiator often lies in the trust and consultative selling capability of Medical Sales Representatives (MSRs) at pharmacies.However, in reality, many Sales Managers still evaluate their MSRs […]

Comparison Between Team Coaching and Business Performance Review In today’s business environment, team performance is not only measured by numbers but also reflected through engagement, mindset, and the development capacity of each member. Two common approaches to assessing and enhancing team performance are Business Performance Review and Team Coaching. The table below highlights the key […]

Coaching effectiveness requires capability from both sides Coach and Coachee. To make coaching truly impactful, both the Coach and the Coachee must possess key competencies. Coach should have: Deep Listening: Create a safe and non-judgmental space for open dialogue. Powerful Questioning: Ask open-ended questions that encourage self-discovery rather than providing direction. Reading the Unspoken: Observe […]

The C.L.E.A.R Coaching Conversation Model in the Context of Performance and Capability Development in the Pharmaceutical Industry The C.L.E.A.R Coaching Conversation model is applied in coaching dialogues to enhance work performance and develop employees’ skills and capabilities. It is particularly suitable for first-line managers in the pharmaceutical industry, who play a critical role in leading, […]

Coaching: From Performance to Capability Building Team coaching is a goal-driven coaching dialogue that happens within the team. Its purpose is to boost performance and at the same time build lasting capabilities. Unlike mentoring or training, team coaching focuses on developing critical thinking, observation, and feedback skills, helping team members to: Proactively identify problems, Suggest […]

5 Common Mistakes That Derail Managers (FLMs) in Field Coaching for Med Reps Coaching: A powerful tool in the pharmaceutical industry that is often misunderstood. In Vietnam’s fast-evolving pharmaceutical market, the pressure to compete is higher than ever. A First Line Manager’s (FLM) role is no longer just about managing; it’s about being a coach […]

Coaching for Sales Excellence: Why FLMs Need to Coach MRs More Effectively in the Field? Opening: The Real Picture of Coaching at the Frontline Imagine this…You are a First Line Manager (FLM), spending the day with a Medical Representative (MR). You watch the MR meet a doctor. But instead of preparing clear objectives, analyzing the […]

Essential Coaching Skills: Insights from Dietmar Sternad’s “Developing Coaching Skills” Essential Coaching Skills The book Developing Coaching Skills: A Concise Introduction (Dietmar Sternad, 2021) shows that to become an effective coach, one must master a set of essential skills. These skills not only improve the quality of coaching sessions but also help create positive and […]