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AstraZeneca: A Sales Coaching Culture
This global pharmaceutical organization aims to push the boundaries of science to deliver life-changing medicine. As the pace of change in health care (including pharmaceuticals) continues to accelerate—through legislation, how medical practices are organized, and how employment has changed over the years—managing through those changes is critical to the success of the organization and the individual. Within the chaos of change, AstraZeneca has turned to coaching as a strategy to help manage through it. For its US-based salesforce of 4,000 people, AstraZeneca focused on elevating the coaching expertise of its 600+ field leaders, whose reach can influence thousands of others through their daily interactions with customers, managers, and sales representatives.
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