The term coaching manifests in various ways across organizations and industries. While this may make establishing a robust coaching program challenging, its diverse interpretation allows leaders to customize their curriculum.
One company that excelled in customizing a coaching program? Multinational pharmaceutical and biotechnology corporation, Pfizer. Learn how the organization leveraged CMOE’s Coaching Model to drive precise actions and behaviors and win a 7% increase in sales.
Overview
To help Pfizer’s upcoming district managers (DMs) maximize their proficiency and skill sets, we took Pfizer’s current and future business needs and objectives to establish a unique coaching framework.
Business Needs
Before an individual is promoted to the DM role, they enter a “candidate pool.” Those in this pool are required to complete foundational courses in a self-study format.
Pfizer needed a streamlined coaching process to:
- Increase the quality of the learning experience
- Meet the unique needs of its global DM teams
- Bolster retention rates
Pfizer’s Solution: Core Management Curriculum
Pfizer leveraged CMOE’s coaching tools by establishing a customized curriculum in four phases.
Supported by rigorous follow-up and reinforcement components, Pfizer’s Core Management Curriculum was injected with the specificity needed to ensure each DM received applicable tools.
Phase I
Within the first six months of promotion, new DMs receive training in Phase I courses of the Core Management Curriculum. DMs work on the courses in sets, usually of two or three topics.
Phase II
DMs complete Phase II within one year of promotion. Participants bring real coaching cases and
examples to the workshop. These examples become the focus of the learning process.
Phase II also addresses elective topics and includes an intense follow-up component. This would ensure the learning experience is sustained over the long term.
Phase III
Phase III is focused on the issues and needs of specific global teams involved in the
program. Each country/region develops and offers specific training on topics that are important to them.
These customized coaching programs help maintain DM skill sets and ensure these proficiencies meet industry standards.
Phase IV
After DMs have been in their roles for 18 months, their Core Management Curriculum is linked to the University of Pfizer. The selection of topics in Phase IV takes place at the national level.
The Results
All four phases have driven accountability and responsibility across Pzifer’s teams. By establishing an agile coaching framework, district managers have improved their performance, achieving a 7% increase in overall sales.
About Pfizer
As an innovative biopharmaceutical company, Pfizer is committed to elevating health at every stage of life. It provides access to safe, effective, and affordable medicines.
Pfizer was founded by cousins Charles Pfizer and Charles Erhart in Brooklyn, NY, in 1849. Since then, the company has grown its product line and most notably, developed a vaccine in response to the COVID-19 pandemic.
Pfizer Inc.
235 East 42nd Street
New York, NY 10017 USA
https://www.pfizer.com/
