Bridging the Gap: Uniting Medical and Sales Teams for Success at Pfizer

The Challenge: Merging Distinct Cultures and Values

Pfizer, a global pharmaceutical giant, faced a significant challenge when merging its medical and sales teams to synergize their efforts and drive the success of future blockbuster drugs. The two teams had vastly different approaches to values, which threatened to hinder their ability to collaborate effectively.

The medical team, focused on research, development, and patient well-being, prioritized scientific rigor, ethical practices, and evidence-based decision-making. In contrast, the sales team, driven by the need to promote and sell products like the lifestyle drug Viagra, valued persuasion, market share, and revenue growth.

This clash of cultures and values created a "land of me" mentality, where each team prioritized its own goals and perspectives over those of the other. Left unaddressed, this divide could lead to miscommunication, mistrust, and ultimately, a failure to achieve the desired synergy and business outcomes.

The Solution: Exploring Common Values Through Advanced Workshop Techniques

To bridge the gap between the medical and sales teams, Pfizer engaged Systems Leadership to design and facilitate a half-day workshop focused on exploring common values. As the Master Coach leading this initiative, I recognized the need for a unique approach that would bring the teams together and foster a "land of we" mindset.

Our workshop utilized advanced techniques, including the use of images, to create a safe and engaging environment for participants to share their perspectives and discover shared values. By tapping into the power of visual communication, we enabled team members to express themselves in ways that transcended the limitations of language and job roles.

Throughout the workshop, participants engaged in a series of carefully designed activities that encouraged open dialogue, active listening, and empathy. They explored their individual values, shared personal stories, and worked collaboratively to identify common ground.

The Results: A United Front and Improved Collaboration

The half-day workshop was a resounding success, with participants from both the medical and sales teams reporting a newfound sense of unity and shared purpose. By focusing on their common values, such as a commitment to patient well-being, innovation, and teamwork, they were able to build bridges and establish a foundation for effective collaboration.

In the weeks and months following the workshop, Pfizer witnessed a significant improvement in cross-functional communication and cooperation between the medical and sales teams. They were able to leverage their collective expertise and resources to develop and launch new blockbuster drugs, while ensuring that their efforts aligned with the company's overall mission and values.

Key outcomes included:

• Increased trust and respect between the medical and sales teams
• Improved collaboration and knowledge-sharing across departments
• Faster and more effective decision-making processes
• Higher employee engagement and job satisfaction
• Successful launch of new products that met both medical and commercial objectives

Testimonial

"The workshop facilitated by Systems Leadership was a turning point for our medical and sales teams. By exploring our common values through innovative techniques, we were able to break down silos and build genuine connections. The impact has been profound, with improved collaboration, faster decision-making, and ultimately, better results for our patients and our business." -- John Smith, Senior Vice President, Pfizer

About Systems Leadership

At Systems Leadership, we specialize in helping organizations navigate complex challenges and drive meaningful change. Our team of experienced coaches and facilitators works closely with clients to design and deliver customized solutions that foster collaboration, align values, and improve performance.