Focus Magazine - Summer 2014 - (Page 37)
LEADERSHIP/MANAGEMENTDEVELOPMENT
From Training Room
to the Boardroom
I By Eric Kaufmann
Improving your
peoples' abilities is
non-negotiable.
"H
ow do I become an influential
leader?" is a question every life
sciences trainer asks, and one that
I've been investigating for 15 years as a coach
and trainer. Some of the answer lies in the two
mindsets and three focal areas that follow.
First of all, base every decision on improving
patient outcomes. Put patients first, next
consider clinical practitioners and then the
right thing for your organization. This decision
tree ensures integrity, value and contribution.
Second, leaders think horizontally, while
trainers think vertically. Being a subject matter
expert (SME) - in sales, technical details, etc. -
is vertical and functional. Leaders rise above
their functional expertise to serve the total
needs of the team and organization. They find
ways to weave together different functions, not
just promote their own.
Along with these mindsets, influential
leaders master three focal areas:
* Thinking: Your focus and expectations
* Relating: Your network and alliances
* Behaving: Your actions and attention
Thinking
Thinking is about what you focus on, and
how you apply values to make decisions.
* Leaders think about teams, while trainers
think about content. Your
team composition is among
the most important
leadership focal areas.
Purposefully select the right
people, develop their
potential, and let go of the
wrong people.
* Leaders think about
innovation, while trainers
think about learning. Your
team often has great ideas;
listen for them. Go beyond
learning, and expect your
people to execute and
experiment with new
discoveries and insights.
* Leaders think about results,
while trainers think about
performance. Performance
is a process and results are
an outcome. Improving your
peoples' abilities is nonnegotiable, but so is insisting
on accountability for results.
FOCUS | SUMMER 2014 | www.L-TEN.org
37
http://www.L-TEN.org
Table of Contents for the Digital Edition of Focus Magazine - Summer 2014
Focus Magazine
From the President: Clarity, Community & Career
Table of Contents
Table of Contents
Guest Editor: Your Network and the Connection Ecomony
Front of the Room: Getting Your Head Right
Neuroscience: Neuroliteracy
Introducing LTEN: The Life Sciences Trainers & Educators Network
Communities of Practice: Learning in Action
Are We Living in a Post-LMS World?
Member Solutions: Measuring the Impact of Training
Selling as a Team Sport
From the Training Room to the Board Room
The Science of Changing Sales Behavior
Personalized Medicine: The Coming Revolution
Virtual How: Trends in Selling Models
Member News
Ad Index
Focus Contacts
5 Questions with Nigel Brooksby
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