Glover Johnson

The changes that have been made since he has been here are completely identical to what Astarzeneca was like. This guy will bring down Lundbeck. The email we received today concerning our IC plan and changing our launch performance of Rexulti through November are ludicrous. With this change in the plan it wipes out all of the work we did pre and post launch. Everyone will be paid the same and any scripts you had before December 1 means nothing.....what bull shit. The realignment we had for all of our territories was completely reflective of how big pharma would have handled it. Glover take your challenger mindset crap back with you to AZ and don't let the door hit you in the ass.

And John....

I remember you saying on the stage at the Rexulti launch that you knew what you were doing when you hired him. You said not to worry about him coming from AZ. Well you screwed up on this. So much for the "unique culture" we once had.

 

Clusterf*** of the first degree. This company can rot in hell for all the promises broken. And let me preempt Mr. Company man out there that says we will be paid at target. We were promised at target pay AND our scripts would roll over.

 

Absolutely agree!!!! "Challenger sales" LMFAO!!!! So basically stop promoting Rexulti, because we all get 100% regardless of your total RXs in your territory (even though we were promised something completely different) but we get National recognition in return if you exceed some unknown goal!?!?!?!!?!?!?!? WTF!!!!!! HUH???? So obviously do as little as you can to promote Rexulti, save the few samples you have and make sure your numbers are low so at least when they do set the goals you have a chance to over achieve T1-16. What the hell kind of plan is this???? They really think we are all just out of school and we don't understand this business. So my fellow Lundbeck AMs, kick back, forget Rexulti exists and start again Dec.1st.

 

JA: "World Class in Everything we do": Did he read today's email from Glover. Please John, don't spit out that tag line as we will all throw up.

JA: "We pay for performance" : I guess that is until they don't pay for performance.

Lundbeck has become the laughingstock of the industry. At lease Quintiles, Publicis and Inventiv admit they are contract organizations.

 

And so it continues.....If you need anymore proof that the Leadership at Lundbeck has completely lost touch with their sales force just read the last couple emails from Glover. Can we count up all of the things this company has done a complete 180 on since say Nov. 2013?!?! Ok. JA when you told us a couple years ago things would be a little hectic and may change a little bc we are new and this is an exciting time at Lundbeck, we believed you and understood change would happen. But, we were listened to and changes that are made made sense! That is all gone and it is sad and frustrating. PA you seem like a nice enough guy, you are now the president, just come clean and let us know why the hell this company is doing what it's doing! Is it because the new CEO has thrown down the hammer on everyone at HQ in Illinois and you all just scrabbled out of fear? And now we have Glover who only knows and understands big PHARMA mentality. Ugh!

 

So let me get this new IC deal straight. So if I sell 5x the amount of Resulti as someone else, we both get the same bonus? This can't possibly be right!! I thought we re "world class in all we do"!

 

And add to that, if you are doing well this month with rexulti your goal for T1 will be astronomical compared to those who are struggling these early months. So no bonus for running out of the gate but I guarantee to you a punitive goal T1.

 

IF what you say is true about astronomical goals for T1 because you had a good November and they paid you on the target amount, then I will leave Lundbeck even if I take a pay cut! This is total BULLSHIT!

 

of course that's what they are going to do. They are going to look at your Nov numbers and determine what percentage higher you should achieve each month to hit 100% goal. So if you (and your Otsuka partners crushed it) since the launch of Rexulti you will get only 100% for November, but, someone who maybe dragged ass a little bit and didn't really sell Rexulti all that much will also get 100% for Rexulti for November and will most likely be rewarded with a much more achievable goal for T1!!! You are not rewarded what so ever for coming out strong, in fact from a commission and individual business stand point you are a fool if you pushed Rexulti from the start, but of course we didn't know this information when we started promoting it, they lied to us and told us we would get credit for all RXs in our territory since it was launched and they would carry over into t1. Our Otsuka partners have had a tangible goal since launch, something they could plan and strategize for. It is a blatant obvious move by Lunbeck in waiting for us to Launch at a later date and to collect RX data over that period so they can control and manipulate bonuses. In case no one has noticed Lundbeck is ALL ABOUT SAVING MONEY at this point and are cutting back everywhere they can.

 

Why are you so surprised by this, is it your first launch? Pharma 101 says that some territories will organically be stronger. Sales ops wants to maximize growth. The top producers will generate RXs in any environment but the middle of the pack has to be incentivized or they will not put in 100% effort. The current scheme and every launch scheme accounts for this and under pays for big numbers out of the gate. Another version pays big for the first 2 months and then penalizes top performers with massive target increases. Either way, your best long term strategy to to be top 15% but never top 5%. Expensive lesson to learn but their you have it. Big Pharma 101.

 

Did you also notice the number of people that had record high sales for Brintellix for the week ending Ocotber 30? I know multiple people that had a 30%-40% increase for that ONE week only to settle back for the first week in November. The most blatant manipulation of data and this company has been screwing with the data since the beginning. This, however, was the worst and most obvious to date.

 

Yes would agree with you, but with this launch we have partners who do have goals. we were working together to push past their goal. And now that has bit me in the ass.

 

This will be the last straw for a lot of reps. The above post has nailed. If you sold 75 Result Rx's, and someone in your district sold 1, you both get the same payout! And, your T1 goal will be huge compared to the person that sold 1, and you get screwed even more! They are simply pissing on our heads and telling us it's raining! Better go to your docs and tell them to back off the Resulti Rx's, and don't leave them one sample, and start again on 12/1. Work your interviewing in between calls. Unbelievable!

 

Looks like the above hit the nail on the head. If you have done well with Rex since we launched it in Sept., your bonus will be exactly the same as someone who sold 0 Rx's through November. The WORST thing will be your goal for Dec.-Feb. You will be crushed on your goal, and that person that sold 0 will be laughing their ass off! Not very motivating, but the real question to be answered is why did they set it up this way, and why did Otsuka have goals from day 1, and we never received any????

 

Agre with you. Why didn't we have goals when Otsuka did? If their sales ops could figure goals form day one, why didn't we take their figures minus pcp and apply to us.

This is rotten. Me and my Otsuka partners have killed their goals. We have been strategizing and and working together knowing they would make great bonus and I would collect the rx's T1. What a cluster. We are going to have goals in a week. they could do right by us and look back at sept thru nov and pay us on prorated goals

 

Nothing new. When we launched Maintena we were told shared scripts on physicians working two or more territories. That was soon changed to split credit while Otsuka shared. They got rewarded and we got screwed at every level. It comes down to one simple fact- Lundbeck has contracted for details delivered with our corporate partners. We deliver details Lundbeck gets there percent cut. So how does it benefit Lundbeck to pay out anymore than they have to in IC money. The more they keep the more goes back to Denmark and we know our company finances are not so good at present. Let's be thankful for our jobs and hope we are all employed next year. I for one am Thankful for my job even though I know we are getting screwed. It pays the bills at a time in this industry when that can be s challenge. Happy Thanksgiving to all at Lundbeck. Watch football and relax.

 

Not that way with brintelix as a beta we got paid on Rxs pushed forward for t2

 

Glover's email from last week regarding split credit was proof that this company no longer cares about patients, doctors or US. His pro and con list for why not to give split credit was nothing short of absurd. Yes it is the right thing to do but no we won't do it because of the drama and politics involved. He is an embarrassment to Lundbeck and the industry.

 

I couldn't agree more with the above poster. That email was an insult to ALL of us here at Lundbeck! Why do you have managers? Or Regional managers? Give them a list of their AMs that have split credit and those that are not calling on them. Give them a time frame to start calling on them and if they don't take the split credit away. What about the other 50+% that did split credit properly? No, getting rid of it is just another of many examples that Lunbeck is just killing this one respected, tenured, hard working sales force.

 

Good cop -John Arena Bad cop Glover Johnson This is just what the company wants - they just brought in Glover to deliver the bad news so JA can keep his bald head shining - there will be more of this to come