Developing Executives as Mentors for Your Team’s Success

Mentorship can be a powerful force for professional development and organization-wide success. This is especially true in highly technical organizations like healthcare and pharmaceutical companies. Executives have the opportunity to pass down their knowledge to the account managers who work underneath them, honing their skills and shaping their career paths in ways that benefit both the AMs and the organization they serve.

What Mentors Can Do

Mentorship brings many invaluable benefits alongside it. A good mentor can perform all of the following key functions within a team.

1. Improve Morale

When executives take a clear interest in their team member’s professional development, those team members often rally their efforts and become much more engaged in their work. They understand that you see enough potential in them to invest time and effort into their development, and they aspire to live up to that potential in return.

2. Identify and Develop Strengths and Weaknesses

Every account management professional has a unique array of strengths and weaknesses. Mentors have the expertise and perspective needed to spot an AM’s talents while also noting areas where they struggle. The organization can then use this information to capitalize on what the AM does well while supplementing its weak spots with targeted sales and account management training courses.

3. Manage Risks

Not every account manager has the skills or temperament needed to tackle a given challenge. When you’re dealing with the kinds of high stakes that are so common in healthcare and pharmaceutical sales, assigning an AM to an account they are not equipped to handle can be disastrous to your organization’s bottom line.

4. Present New Opportunities

On the other hand, some AMs are more than ready to take on more responsibilities – they just need someone to give them the chance to prove their worth. As a mentor to these professionals, you can be the one to offer them this chance. You might assign them to an important new account or offer them access to valuable resources like healthcare market research reports. The important thing is that they are given the chance to learn and grow.

What Skills Do You Need?

Effective mentorship requires you to use many different skills to achieve your goals. Here are a few of the most critical competencies you can work on to improve your performance in this area.

1. Active Listening

A good mentor makes their mentee feel heard and understood. Make sure your team knows that you are always ready to hear them out, no matter what else is going on in your professional life. Don’t be afraid to ask clarifying questions during your discussions. Doing this ensures that you are both on the same page and demonstrates that you are engaged in the conversation.

2. Goal-Setting

Effective mentoring is built around a specific purpose. Come up with some clearly defined objectives for your mentorship initiative. These objectives should be measurable and include an approximate time frame in which you’d like to accomplish them. Remember to include several smaller milestones as well as a larger overarching goal so you can track your progress along the way.

3. Relationship Building

At its core, mentorship is a personal relationship. Get to know your team on a personal level. What are their personal career goals, and what motivates them to reach those milestones? Showing genuine interest in your team will build trust between you and encourage your team members to speak up and ask for advice when they need it.

4. Constructive Feedback

As a mentor, it’s important to make sure that any feedback you offer your mentees is specific, useful, and phrased in a constructive manner. Comment on the things your AMs have done well in addition to specific things that they could have done better. Make sure your team members know that your statements are not criticisms but simply observations intended to help them improve.

Start Building Your Skills for Successful Mentorship Today

Working on your own skill set is the first step toward strengthening your team as a whole. If you want to improve your leadership and interpersonal skills, you may be interested in The Brook’s Group’s healthcare executive training program. In it, you will learn how to project the confidence and professionalism you need to lead your team toward larger goals. Contact us today to learn more about this training program or inquire about our instructional design services for custom courses.

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