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 | 37

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

Focus Magazine - Summer 2014