HR can be an important partner with the sales force in supporting FLMs through the performance management processes. At a multinational pharmaceutical company, each sales region has its own HR specialist. When performance issues arise with a salesperson, an FLM delivers the message to the salesperson, but HR is there as a resource to coach the FLM behind the scenes. HR also helps FLMs at Boston Scientific with performance management. “By engaging the HR team early in the performance management process, we save a lot of time on the back end,” says Chris Hartman.