Workshop: Using critical thinking to improve sales strategies and drive performance (LTEN 48th Annual Meeting)

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. 

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. Throughout the session, participants will brainstorm techniques and behaviors to overcome these pitfalls in their day-to-day individual and matrix team responsibilities.

Workshop Presenters: 

  • David Fortanbary, Head of North America Commercial Training, UCB
  • Karen Foster, Head of Learning Strategy and Solutions, Salience Learning