A Profile of Management and Leadership
This module clarifies the concepts of management and leadership. It discusses management and leadership characteristics and behaviors found in effective managers and provides an overview of the many roles that effective managers fulfill.
Appraising Employee Performance
This module describes how to effectively appraise employee performance for the overall purpose of improving productivity. It addresses evaluating performance on an ongoing basis as well as conducting formal periodic reviews.
Attracting Appropriate Candidates for Sales Roles
Since the success of district managers depends upon the success of their sales team, they coordinate recruiting activities with Human Resources. They should become as involved as the company allows when healthcare sales professionals who will be working in their districts are being recruited.
This module describes the following elements involved in effective employee coaching: providing direction for employee development, providing employee support, giving and receiving feedback, listening effectively, and communicating on a personal level.
Collaborating Within and Beyond Your District
This module focuses on the role of district managers in working effectively with sales and other departments within the company and possibly outside the company, such as co-promote partners.
Communicating with a Diverse Workforce
This module focuses on workplace diversity—differences arising from influences such as culture, gender, age, socioeconomic status, cognitive styles and physical and mental abilities. It offers tools for better understanding the nature of such differences and describes the issues managers face in improving communication in a diverse workforce. It also explains how communication that is sensitive to diversity can enhance an organization’s ability to work effectively in a global market.
Communicating Within Teams
This module describes various communication methods of communication from the more traditional memos and progress reports to contemporary methods that make communication with geographically dispersed members or virtual teams possible. These include e-mail, teleconferencing, videoconferencing, web conferencing, computerized discussion groups and online meetings, groupware, and other types of collaborative software.
Conducting Team Meetings and Managing Conflict
This module focuses on how to plan for, run, and follow up a team meeting, as well as what causes conflicts among team members and how to resolve them.
Creating and Implementing a Business Plan
The business plans of healthcare sales professionals represent cooperative efforts between the sales professional and district manager, who guides the sales professional in plan development, approves the plan, and monitors its implementation. In addition, district managers must write their own plans. This module discusses the content and process for creating both types of plans.
Decision Making as a Function of Leadership
This module explores different approaches to decision making and considers the factors that influence the extent to which employees should be part of the decision-making process.
Developing Work Teams
This module describes how to develop teams by understanding and applying the Tuckman model, which describes the stages of team evolution. Then, it explains how to successfully manage virtual teams. It also explains how to assign project responsibilities throughout the stages of team development and concludes by describing how team leaders and members can make effective decisions.
District Team Development and Management
This module describes district managers' responsibilities during the stages of team development and how district managers can create effective working environments. It also discusses territory alignment and deployment of the sales professionals who make up district teams. It concludes with a discussion of how district managers can empower their teams.
Effective Communication for Leaders
This module looks at how successful leaders promote an environment for effective communication and discusses specific avenues of communication, including business writing and e-mail, meetings, and presentations.
Facilitating District Meetings
This module focuses on facilitating formal group or district meetings. It begins with discussion of the district manager’s roles regarding planning meetings and then describes the characteristics of successful face-to-face district meetings.
Hiring the Right Applicant
This module describes the manager's role in developing an applicant pool by defining the open position and recruiting candidates. It also addresses some common interview problems and describes how to effectively prepare for, conduct, and gather information during interviews. The module concludes by describing how to evaluate information obtained during interviews and discussing legal considerations related to making a hiring decision.
How Leaders Achieve a Diverse and Inclusive Workforce
This module describes the benefits of a diverse workforce and explores how leaders can achieve a climate of diversity in their departments and functions. It also encourages leaders to pay close attention to the laws and regulations that help protect workers’ rights.
How Leaders Create a Coaching Culture
This module distinguishes these two important roles while focusing on how leaders can create a coaching culture.
How Leaders Drive High Performance
This module discusses how effective leaders build a culture of high performance by establishing productive relationships with employees, managing performance, measuring performance, and following up with appropriate actions.
How Leaders Manage Teams
This module discusses when teams are most useful and describes how they are developed and managed for maximum effectiveness.
How Leaders Optimize their Human Resources
This module discusses how leaders make good hiring decisions and describes the ways in which they retain high performers, for example, through employee empowerment and effective delegation.
How Leaders Solve Problems
This module explores problem solving, which is a common task for leaders. It distinguishes formal from informal problem solving, looks at how groups can be used to solve problems, and considers how to successfully negotiate conflict when it occurs in the problem-solving process.
Leadership: The Most Important District Manager Competency
This module begins by characterizing leadership and then discusses leadership behaviors and the ways in which leadership skills can be assessed. It concludes with a description of leading theories and models of leadership.
Managing and Advocating Change in the Workplace
This module describes several models that can be useful for understanding and managing change. It also explores strategies for championing change within an organization.
Managing Diversity in the Workforce
This module describes three paradigms--the discrimination-and-fairness paradigm, the access-and-legitimacy paradigm, and the emerging paradigm, which connects diversity to work perspectives. It concludes with additional suggestions for managing cultural diversity and tips for managing employees of different age groups.
Managing Dynamic Change at the District Level
This module describes a model for managing change, including the role of district managers during the various phases of change. Then, it discusses how district managers can help manage change related to some specific internal and external factors, including mergers and acquisitions, the managed care environment, evolving practices, and pressures to make healthcare products more accessible to patients.
Managing Resources in Your District
This module focuses on three important resources available to district managers—time, finances, and technology/automation.
Measuring Performance of Healthcare Sales Professionals
This module discusses the benefits of appraising performance, describes the rating systems commonly used, and offers suggestions for planning and conducting appraisal meetings.
This module describes how to identify what motivates individual employees and how different motivational tools can be used to maximize performance. It also lists some employee issues that necessitate counseling and explains the counseling skills required.
Motivating Healthcare Sales Professionals
This module describes the district manager’s role in using tangible motivators to reward positive results. It discusses the varied factors that motivate individuals and concludes with basic guidelines for motivating others.
Project and Resource Management for Leaders
This module discusses the steps that contribute to a productive planning process and looks at planning in the context of two important management skills—managing projects and managing resources.
Sales and Management Competencies
This module provides an overview of sales and management competencies. It begins with a review of important sales competencies. It then points out the differences and similarities between competencies companies expect of their healthcare sales professionals and those they expect of their district managers.
Screening and Selecting Candidates for Sales Roles
This module discusses how district managers should screen and select the best candidates for the healthcare sales professional position. Screening involves reviewing résumés, conducting interviews, and checking references and other related information to select the most qualified candidate who will work effectively with other members of the sales team.
Self-Management for Leaders
This module looks at the important skills of time and priority management, delegation, and stress management for leaders. It also explores how leaders can improve their effectiveness by learning from their experiences.
Setting Employee Goals and Objectives
This module focuses on setting goals and objectives with employees to obtain better performance results. Specifically, it describes how to write appropriate goals and objectives, how to translate objectives into action plans that contain specific milestones, and how to periodically assess progress made.
Strategic Change Management for Leaders
This module discusses the key concepts of change management as well as how leaders can be advocates for change within their companies.
This module describes how to effectively supervise employees by giving assignments and delegating tasks; setting goals, standards, and expectations; adopting the appropriate leadership style for the situation; monitoring progress; reviewing completed work and providing feedback; and making decisions that solve problems.
Theories and Principles of Leadership
This module discusses several leadership theories and the research that helps explain their underlying principles. The study findings support the notion that leaders can apply these principles to improve employee motivation and commitment.
Training, Coaching, and Mentoring Healthcare Sales Professionals
This module focuses on district managers' responsibilities in the areas of training, coaching, and mentoring.
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