Focus Magazine - Fall 2011 - 23

COVERSTORY

Cornerstones of Success
Pfizer has certainly been successful enough to know that the well-rounded employee brings a stronger performance to the organization. That’s part of what drives training leaders at Pfizer to build workforce development on three cornerstones: People, the Business and Myself. On the People side, the focus is on tools like assessments, emotional intelligence, coaching and interpersonal skills. Being a team player helps reps and managers better interact with colleagues and clients. The Business side is largely about developing business acumen. This is especially important since Pfizer restructured in April 2009, giving individual units more decision-making power, requiring reps and managers to be better schooled in business needs. And Myself? That’s about self-development, with managers working with reps to help them take charge of and responsibility for their own professional engagement and advancement. “The more they have the interpersonal skills, they’ll develop further,” Stewart said. “We know from experience that by doing that to improve the engagement of your organization, that results in results. “That’s been a big emphasis,” he added. “We know if you do that, you’re going to be much more engaged, much more productive, you’re going to sell more and you’re going to be happier at work.”

expiring, bringing expected budgetary constraints for the next few years. “ e people who improve their people skills, improve employee engagement are the people who are going to perform and excel in any environment,” Stewart said. “ at’s what it’s all about. How do we increase our sales and shareholder value? It’s all about the ability of the supervisor to do the right things at the right time.” rums for managers. is training is ofFor now, the management developfered to managers within their local rement at P zer will continue, but Stewgion who have art expects to see completed their formal Ongoing changes along the levels of manager way. development training and want to “ e big thing just makes good be updated on the latwe’re looking at is to est management/leadbusiness sense for P zer move more training ership skills,” Stewart to a virtual environsaid. “We go to ve di erent locations ment,” he said. “We don’t have a choice. through the United States (Dallas, We’re pioneers in that eld, moving Chicago, Atlanta, Irvine, CA, and Arleadership training to a more virtual rowwood) during the year and teach a environment.” week of classes for managers who at forward-thinking plan de maybe never have had the chance to nitely works for P zer’s leadership. take the classes we teach now.” “ ey’re very happy,” Stewart said. e ongoing development just “We’ve got a good structure in place makes good business sense for P zer, that we continually look at and improve. We’re always looking for new especially at times of change. Like now, and di erent ways to do it.” I for instance, with the patent for Lipitor

Tim Sosbe is editor of Focus magazine and editorial director for TrainingIndustry.com. Email Tim at tsosbe@spbt.org.

FOCUS | FALL 2011 | www.spbt.org/resources/focus-magazine.aspx

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Focus Magazine - Fall 2011

Table of Contents for the Digital Edition of Focus Magazine - Fall 2011

Focus Magazine - Fall 2011
Leap of Faith
Contents
Field-Based Training: Developing Future Leaders
Gender Inequities in Training
Social Learning in Action: Beyond the Hype
Time Management: Training the Clock-Watcher
Cover Story: Pfizer: Managing Manager Development
The Well-Rounded Rep: 4 Ways to Make Soft-Skills Training More Effective
Mobile Learning: The Power to Perform
Demystifying MSL Training
Leadership Lessons from the Military
Coaching the Amiable Rep
Investing in Sales Training 2.0
Infographic
Clip & Go Activity
Heard it on the Tweet
People News
Company News
Ad Index
Focus Contacts
5 Questions With…John Baldoni
Focus Magazine - Fall 2011 - Focus Magazine - Fall 2011
Focus Magazine - Fall 2011 - Cover2
Focus Magazine - Fall 2011 - 3
Focus Magazine - Fall 2011 - 4
Focus Magazine - Fall 2011 - 5
Focus Magazine - Fall 2011 - 6
Focus Magazine - Fall 2011 - Leap of Faith
Focus Magazine - Fall 2011 - 8
Focus Magazine - Fall 2011 - Contents
Focus Magazine - Fall 2011 - 10
Focus Magazine - Fall 2011 - 11
Focus Magazine - Fall 2011 - 12
Focus Magazine - Fall 2011 - Field-Based Training: Developing Future Leaders
Focus Magazine - Fall 2011 - 14
Focus Magazine - Fall 2011 - Gender Inequities in Training
Focus Magazine - Fall 2011 - 16
Focus Magazine - Fall 2011 - Social Learning in Action: Beyond the Hype
Focus Magazine - Fall 2011 - 18
Focus Magazine - Fall 2011 - Time Management: Training the Clock-Watcher
Focus Magazine - Fall 2011 - 20
Focus Magazine - Fall 2011 - Cover Story: Pfizer: Managing Manager Development
Focus Magazine - Fall 2011 - 22
Focus Magazine - Fall 2011 - 23
Focus Magazine - Fall 2011 - 24
Focus Magazine - Fall 2011 - The Well-Rounded Rep: 4 Ways to Make Soft-Skills Training More Effective
Focus Magazine - Fall 2011 - 26
Focus Magazine - Fall 2011 - 27
Focus Magazine - Fall 2011 - 28
Focus Magazine - Fall 2011 - Mobile Learning: The Power to Perform
Focus Magazine - Fall 2011 - 30
Focus Magazine - Fall 2011 - 31
Focus Magazine - Fall 2011 - Demystifying MSL Training
Focus Magazine - Fall 2011 - 33
Focus Magazine - Fall 2011 - 34
Focus Magazine - Fall 2011 - Leadership Lessons from the Military
Focus Magazine - Fall 2011 - Coaching the Amiable Rep
Focus Magazine - Fall 2011 - 37
Focus Magazine - Fall 2011 - Investing in Sales Training 2.0
Focus Magazine - Fall 2011 - 39
Focus Magazine - Fall 2011 - Infographic
Focus Magazine - Fall 2011 - 41
Focus Magazine - Fall 2011 - 42
Focus Magazine - Fall 2011 - Clip & Go Activity
Focus Magazine - Fall 2011 - Heard it on the Tweet
Focus Magazine - Fall 2011 - 45
Focus Magazine - Fall 2011 - People News
Focus Magazine - Fall 2011 - Company News
Focus Magazine - Fall 2011 - Ad Index
Focus Magazine - Fall 2011 - Focus Contacts
Focus Magazine - Fall 2011 - 5 Questions With…John Baldoni
Focus Magazine - Fall 2011 - Cover3
Focus Magazine - Fall 2011 - Cover4
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