Articles

CAREER DEVELOPMENT - Kim M. Catania Make 'Always Be Growing' part of your development plan. Sales training sits at the constantly evolving crossroads of science, regulation, behavior change, omnichannel engagement and field realities. That means career development for trainers and training managers cannot be episodic; in any role you have, especially that of a sales trainer, the ABG mantra — Always Be Growing — is a key to your ongoing success, regardless of title. Following

I grew up in Montclair, N.J., a town known for its diversity, creativity and strong sense of community. It was the kind of place where people of all backgrounds came together in classrooms, neighborhoods and parks. From the outside, it might have looked like belonging was easy to find. But even in such an open place, I sometimes wondered where I fit. I was the third child adopted by my parents. Before me, they had adopted my two brothers from Canada. Then came me — a Jersey k

The life sciences industry is experiencing an unprecedented pace of change, driven by rapid technological advancements — among them artificial intelligence (AI). For trainers and leaders in learning & development (L&D), this shift isn’t just a trend; it’s a fundamental restructuring of how we operate, educate and lead. To succeed in this complex, hybrid world, we must adopt a dual strategy: expertly leveraging new technology while simultaneously deepening our focus on essenti

Dramatically improve engagement, motivation and performance. By Barry Scarbrough & Kim M. Catania Ever wonder why some leaders just click with their teams while others seem to create stress and confusion, even with good intentions? The secret might be in how they manage social interactions — and that’s where the SCARF model comes in. Developed by neuroscientist Dr. David Rock, SCARF is a brain-based framework that helps leaders understand how people react to social situations

The real challenge is how we respond. How often do you say something like this in a week: “I’m so busy — there’s no way I can t THAT in…”? I must say it a hundred times! We are all so busy — our calendars are booked with work and life events back-to-back — it can be overwhelming, to say the least. So, how do we weave in and prioritize our own career development, without dropping the ball on our “other” tasks? First, as professionals, we understand that continuous learning and

Effective leaders know their role is so much more than leading, directing, managing and coaching. It’s also about fostering a culture of continuous learning and development within the team. Given how busy everyone’s schedule is – especially leaders – it’s often a challenge to carve out time to foster a learning and development culture. However, when leaders create an environment that promotes actively upskilling team members, you showcase investment in your people. That retai

Technology can support and enable the human touch. Let’s face it: With the advancement and enhancement of technology, our world has evolved to be completely different over the past several years. At work, we’ve gone from old-school conference calls to virtual meetings with Teams or Zoom. There are too many social media platforms to even list and our phones have become a vital appendage in our lives. Now, the hot topic on our minds is generative AI. Everyone seems to know a li

A leader’s success often lies with their team. The life sciences/biopharma industry is one of the most dynamic, everchanging and demanding environments in which to work. Leaders in this realm face multifaceted challenges, ranging from individual success and fostering innovation to navigating how to lead their teams to achieve goals. In this complex landscape, coaching is a powerful tool for propelling individuals, teams and the organization to victory. A leader’s success hing

By Kim M. Catania and Steve Gielda Training can be a strategy for winning. Learning and development (L&D) programs are not just “nice to haves” or to “check the box” – they are essential for talent growth and staying ahead of competition. And, perhaps most importantly, they help the sales team accelerate revenue in the life sciences industry. Why Does L&D Matter? • Talent development: Well-designed training programs develop and retain talent, boost bench strength and boost mo

A new mindset can be incredibly rewarding. Have you coached, trained or led Generation Z team members? Then you already know — coaching Generation Z team members can be challenging. But once you crack the code and change your mindset, it is incredibly rewarding. Gen Z was born between 1997 and 2012, millennials between 1981 and 1996 and Gen X between 1965 and 1980. So, many leaders and coaches are Gen X or older millennials right now. Which means we need to really flex our st

By Kim M. Catania & Callie Bradford The TV coach shares strategy to up your training game. You never know who or what is going to inspire you. When it comes to life lessons and leadership, the title character from the Apple TV+ series “Ted Lasso” has been a breath of fresh air and inspiration. Whether you have watched the series “Ted Lasso” or not, it’s virtually impossible not to have seen or read about the positive impact the show has had on so many people. Over the three s

By Jennifer Tursic & Kim M. Catania How can one simple word like ‘just’ hold you back? How often have you heard people say these words: “I’m just … a sales rep.” “I’m just … a district manager.” “I’m just ... a trainer.” “I’m just …” How often have you said those words? How can one simple word like “just” hold you back? Some definitions say “just” can be interchangeable with the word “only,” giving a negative slant about the person or situation. In our work environment, what

The leadership development challenge in our industry has continued to evolve over the past few years. However, traditional leader development programs may not work for either the organization or the learner. According to Harvard Business Review, more than 50% of senior leaders believe their talent development efforts are not adequately building critical skills and organizational capabilities. The evidence suggests that only about 10% of the $200 billion spent each year delive