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From the Field

Insights on Pharmaceutical
Commercial Excellence

Practical thinking from transformation frontlines. No jargon. No fluff. Just what actually works.

Written by Dieter Herbst and the Herbst Group team, based on 20+ years of pharmaceutical sales force transformation.

Abstract visualization of experience spectrum in sales teams
Featured
Sales Force Effectiveness Hiring Team Building

Why Your Best Pharmaceutical Sales Team Needs Both Grey Hair and Fresh Graduates

Research from 688 pharmaceutical industry respondents reveals experience ranks fifth for sales success. Discover what actually predicts rep performance.

Dieter Herbst

Dieter Herbst

15 January 2026 • 6 min read

More Insights

4 articles
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Leadership ADHD

What My Team Has Learned to Manage About Me (And Why I Don't Say It Enough)

Leading with ADHD means your team absorbs chaos so execution can happen. Here's what I've learned about building teams that translate vision into delivery.

Dieter Herbst

Dieter Herbst

8 min
Abstract visualization of systematic thinking versus charisma
Hiring Sales Force Effectiveness

Your Best Interviewer Is Probably Your Worst Rep: Why Conscientiousness Beats Charisma

Research shows extraversion correlates with sales at r = .07, barely statistical noise. Here's how to test for the trait that actually predicts success.

Dieter Herbst

Dieter Herbst

8 min
Abstract visualization of leadership impact and team multiplication
Leadership Multipliers

Yesterday I Was Impossible With My Team: The Daily Practice of Becoming a Multiplier

96% of people are more agreeable than me. Harmony ranks dead last in my StrengthsFinder. Here's what I'm learning about multiplying rather than diminishing.

Dieter Herbst

Dieter Herbst

8 min

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Sales Force Effectiveness Hiring Team Building Research Leadership ADHD Personal Assessment Multipliers

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