KPI metrics for CV

What's the status on calls per day? On calls last Friday it was stated "don't worry about kPI measures right now" but I've also been told 5 calls per day on TaRGETS only. I only have 81 targets and 75 percent are specialists that can't be seen every other week. Which is it? My call average is going to suck but there isn't a great deal I can do with this target list. I don't want to get kicked out before this product launches. Serious suggestions only. HELP!!

 

As sad as it seems, if you can only see 20 doctors in your territory I have to question the ROI on your position. As leadership reads messages like this, it only reinforces the lack of value that a traditional sales representative can provide.

 

I don't think anyone knows. Typical way of running things. I just want a good bonus and not be blind sided at the end.

 

I don't question the ROI of my abilities when I can name 30 customers that should be on my target list and will prescribe this product if launched. Leadership
Can't really question our ROI when they give us so many inaccurate parameters and metrics that we know are not where the money is at. Of course our leadershio is so short sighted and unrealistic that they won't acknowledge this. Let me add 30 people to my target list so I can fill metric requirements and move a lot more business when the drug launches. I know my value. Let me run my business.

 

Hmmmm, you have an common issue. Today in Wednesday and I am trying to figure out who I can really see as well. If I show up again at offices that are No See except by appt again, they are likely not to want to see me anytime.

Somewhat of the concern presented on the KPI's don't matter statement from a mgmr is unfounded. Without us having a product, the only thing to manage us on is KPI s. Versus sales. So be careful on what is expected. It is somewhat up to the individual manager, but they have to answer to their RD and KPI s are the only measure they have. Also, watch what is being commented on on your contact report. If you see KPI s addressed and discussed it is because it is being documented.

Bottom line is that at least 80% of us have the same problem and there is no honest answer to address the issue. Being honest becomes an excuse to mgmt. falsifying call activity is a option but risky in the long run. Good luck.

 

Sorry to say but falsifying call activity is going to be the only option for most of us. If there are 3 docs in one clinic and I see one or even none, I am putting all three down everytime because there is no way to prove that I didn't see them. It is weak and I hate doing it but that is what we are being forced to do.
Honesty about it with your manager is bad for several reasons. First, they don't want you to be honest because then they have to actually do something about it. Second, if everyone was honest, there would be far less jobs out here including theirs. Third, ignorance is bliss. They aren't the ones being asked to lie, they are making us do it so it is no problem for them.
Anyone that thinks that managers don't know exactly what we are doing out here to make our KPI average higher is nuts. They just go along because it is necessary.

 

These posts are spot on and obviously many feel the same way. The don't give anytging to work with and no flexibility but if lcz696 doesn't have a strong launch whose fault will it be? Who will be blamed? - representatives and who will take ZERO accountability for a dumb and idiotic launch plan? Leadership (they will keep a job and their big stock options). Past mistakes will predict future behavior since they think it's always the fault of field sales. Wow. How do they really not get it?!?!?!?!

 

Ahh yes upper management not to mention more and more of them are from marketing prior because they lost jobs and came down a few steps to be abls or reps to save their hefty paycheck. I wonder did they take pay cuts ha ha. just look at the northeast how many unrealistic marketing robots are in sales leadership positions they go to marketing because they can't hack sales where the real work gets done.

 

Don't Falsify Anything!! If you make the SLT think that we can actually get good access at this point, then you will perpetuate the problem!

Be honest about what you are experiencing in the field - we are all on the same page with this. On our district call last week we were told that national call average is about 1.5 per day. If it continues to be shown that this is consistent around the country, then management will get a real picture of what we are dealing with. If we continue to feed the beast with false information, things will NEVER improve.

 

Ill be honest...the only thing I am interested in perpetuating is my paycheck! If the call average is actually 1.5 calls and we are honest...what do you think will happen? All the upper management will keep their jobs and they will realign territories and half of us will be sitting at home jobless and the other half will have crazy huge territories...but at least we will have made things better for Novartis. What exactly do you think will improve? Will they say that seeing 1.5 doctors per day is acceptable?

 

Please tell me that the "vacant" territories are included in that average. That can only be why there are 1.5 average calls per day. To get to 1.5 calls, 50% would have to make two per day and the other 50% would make zero. This can't be accurate.

 

It will be different when we can discuss a product or sample. But right now it's all about us and how much value are we bringing our customers right now? Not much. We are trying to get data to fill out profile surveys. So it's totally understandable for this person to only be able to see 20% at this point. On the other hand if this is the case when we actually have approved product samples then I would question why someone can't see more customers.

 

Lol - math is not your strong point, is it?

 

No it won't. I plan on continuing to fake calls as long as my paychecks keep coming. And I will outperform your ass big time! SUCKA!

 

It's amazing the disconnect between management & media hype for LCZ & what the
"boots on the ground" see as reality .
10 billion annually ? LOL yeah as soon as tekturna & gilenya get there
SMH in disbelief

 

Media hype that's all it is being fuled by none other than us.

 

You are a fucking idiot. It's 3. We are screwed with people like this working here. Nice hire Novartis.

 

Do phone calls count? Hahahahahah

 

What about drive by's & waving at the office ?
That's probably .75 of the 1.5

 

O.k. Folks,
We know that we can't make the calls per day per KPI goals. Will it get better maybe or maybe not. But the bottom line is can we make sales goals when if when the product actually enters the market. So iF the product is delayed for launch we will be layed off. Read Joe' s chainsaw joe recent announcement to stockholders. Or if the product does launch, then only meeting corporate expectations will spell the future . Not to goal = bu bye, at goal reorganize. To only profitable area. It s called the green, yellow , red areas. Greens pay for the cost and profit. Yellows are on the cusp. Red areas mean that the cost to employ a rep and the cost of all activities samples, car, salary ect do not meet sales and should be whited out. It s simple finance. I ve seen the reports on territories in each category in meetings. It s the way it s done now. I'm sorry it is what it is but I've seen the reports in the past and it's the way it works now. I.e. No free loading territories. You either product a net profit or if not the position is gone.