How Do You 10X Sales From Mainstream Pharma To Medical Marijuana
TheInquisitor Podcast with Marcus Cauchi · Marcus Cauchi, Sandler Training (South East)
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Show Notes
"The world doesn't respond to stepwise evolution or innovation any more. The world is moving so fast, they respond to disruption. Don't do little steps. Do big steps. Think the unthinkable".#PierreVanWeperen is a grizzled #pharma and #healthcare executive who started his career in sales, moved into management and leadership, and subsequently into investment in start ups and scale ups.
Today he leads #GrowPharma and #GrowBiotechUK, a #medicalmarijuana company.
He makes the important distinction between complexity and complicated, the focus on end user outcomes to deliver change and restructures that leave the team aligned, experience meaningful change that improves their business and their execution. We explore common purpose, the need to clear direction, a robust plan that looks far enough into the future to stay ahead of your sales growth.
Pierre says that fast growth coupled with a highly regulated market means he and his team must focus on the present whilst having a clear long term vision, and avoid getting overwhelmed by the glut of data. When his team come up with a solution he sends them away to come back with a better one until they can't come up with a better one.
He hires managers who are:
- Willing to make decisions with incomplete information
- Willing to fail and not punish failure
- Hire managers who are willing to take risks and doesn't play safe
"The failure to fail ... takes the people who could make the change and turn them into a reporting capacity. .. If you train them properly, if you coach them properly they should know what they have to do to make a change", Pierre believes that first line management is the weakest link in any organisation because they aren't involved in the decision to change and they don't allow their people to make mistakes.
Contact Pierre via LinkedIn: linkedin.com/in/pierrevanweperen
Websites
- get-ahead-of-the-game.blogspot.co.uk (Blog)
- grow-pharma.com (Company Website)
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