Companies invest thousands, if not millions, in training sales representatives for a new product launch—but what about their managers?
Launching a new product is a defining moment in the high-stakes world of pharma, biotech, and medical devices. Countless resources are poured into preparing sales representatives—training them on the science, messaging, objection handling, and market access. Yet one critical role is often overlooked in this preparation: the first-line sales manager. In fact, it’s not uncommon for a manager never to have launched a product as a leader.
The Cost of Ignoring Launch Leadership
- Sales representatives may be well trained, but without strong managerial support, execution suffers.
- Managers lack the coaching tools to reinforce and sustain launch priorities.
- Without structured business planning, teams waste time on trial-and-error instead of executing with precision.
Why First-Line Managers Are the Key to a Successful Launch
Your sales managers are the real force multipliers. They don’t just oversee their teams—they drive executional excellence, ensuring that strategy turns into action in the field. Without proper preparation, they can’t:
- Align their teams around a clear vision of success
- Coach sales representatives to confidently deliver the right message to the right customers
- Monitor and adjust launch execution based on real-world feedback and data
Introducing Leadership Launch Excellence
We’ve designed a blended learning solution that equips first-line managers with the tools, skills, and strategies to lead a high-impact product launch.
How We Empower First-Line Leaders for Launch Success
- Structured business planning tool – A manager-friendly launch excellence planning tool helps plan and track launch execution.
- Coaching for executional excellence – Managers learn to provide high-frequency, high-impact coaching before, during, and after launch.
- Blended learning approach – A combination of virtual training, live workshops, and real-time field coaching ensures sustained learning and application.
- Data-driven decision-making – Managers learn to analyze launch performance and make real-time course corrections.
The Bottom Line: A product launch is only as strong as its leadership
If your launch strategy doesn’t include dedicated training for first-line managers, you leave execution to chance. It’s time to bridge the gap and ensure managers are as prepared as their sales teams.
Want to learn how to equip your managers for launch success? Contact us today!
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