The new selling model is already a cluster. You have Dm's throwing reps under the bus for low sales in the coaching to win as well looking for anything to justify how you need to improve. You have diff region people causing in fighting between divisions because of selfish priorities, corporate setting higher call averages where access is already tough to set failure up to create scapegoats, the sales excellence coaches are disrupting territories even more, you have Dm's with 3 reps, creating busy work to "drive sales", stacked rankings creating more paranoia, inventiv being used as a shield or replacement.... Miss anything?
Are all divisions being shown sales data comparing territories against each other? Has the sales data policy changes at GSK allowing them to do this? It definitely isn't being shown at area and regional meetings for planning purposes.
What a joke. Using sales data like they are now and it doesn't mean a thing with how you are paid, allegedly.
