When Sally Kempton, a world-renowned meditation guru said, “It is hard to fight an enemy who has outposts in your head,” she could have been describing an often-invisible and unspoken challenge facing pharmaceutical sales professionals, that of their own thinking. For centuries, philosophers and scientists have warned against biases and other pitfalls related to our thinking processes when assessing information and making decisions.
In today’s biopharmaceutical market environment, these pitfalls and biases can dramatically hamper individual and team performance. Thanks to the “information explosion” via the Internet, the ever-changing healthcare marketplace and pharmaceutical companies’ constant state of launch, it’s more important than ever that professionals and teams employ strong critical thinking skills. This will help them to assess information in unbiased ways, and drive better individual and team performance.
In this workshop, via experiential exercises, participants will discover and explore their own tendencies for jumping to conclusions based in internal biases. They’ll also explore pitfalls such as inattentional blindness, overestimation of confidence, the curse of knowledge, the power of prior knowledge, and other inherent cognitive biases, fallacies and heuristics. In addition, the perils and pitfalls of group thinking will be experienced and revealed. Throughout the session, participants will brainstorm techniques and behaviours to overcome these pitfalls in their day-to-day individual and matrix sales team responsibilities.