I thought we were supposed to be a resource

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anonymous

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How can we be anything but a source of annoyance to our offices by showing up 10 times in one quarter? Yes, we need to be there to educate them and provide samples and support to the staff (maybe 5 to 6 times in a quarter). If we are there 10 times in a quarter, we are just in the way. They will lose respect for us as we appear to lose respect for the business they are in, which is treating patients, not seeing reps they don’t need to see.

limiting our targeting to only 50 doctors in such a large geography, alienates other writers, including writers of Ivizia who do not show up on your target list. You don’t know who they are, but we do. Please give us the opportunity to use our knowledge in the field to promote sales and they will come. This takes time. Extreme versions of micromanagement will not work.


The logistics of this plan are not realistic either. We will lose lots of the day to windshield time instead of maximizing our time in each given geography with the other doctors we are neglecting.

I know you want more sales we all do. Fix Philrx. That is the biggest problem you have. Let us do the rest.
 








Micromanagement indeed. We know our customers, they’re asking if I have other customers to call on bc they see me too much. I tell them it’s management directive and even my customers are saying that’s crazy, they don’t see other reps nearly as much. How embarrassing just bc we need to check the box. It’s absurd. This is not sales. And KH shouldn’t be involved in sales in any capacity.
 




So we’re not making our numbers so sales management now micromanages more than ever before. They don’t understand that micromanagement is not effective in sales. Management sit at their desks, instructing field sales personnel management how to perform their jobs. This approach has been ineffective since day one. We spend more time in our cars because we have to meet their ridiculous metrics than we do selling to customers outside of the list they have identified. Their approach to sales is not sales. I wish the French would intervene. And take a hard at management. And make significant changes. Starting at the very top.
 








Saw one of my A doctors today. Probably the 3rd time in 4 weeks (again) and he was honestly a little annoyed that it was me again. He does write a little bit and said he is going to write less if I keep taking him away from his patients.
 




Me too. One of my doctors actually asked me if I had other customers to call on other than him! It’s embarrassing. I’ve never been so restricted by a company who telling theiir repswho to call on and how often. I have had A writers who have told me that the office will call me when they have questions or need samples. I’ve got other doctors outside of the list that we have been given to call on REQUESTING samples. They are potential business and we’re not allowed to call on them?Nothing about these sales directives make sense. It’s absurd.
 
















This is old school big pharma share of voice; the more times the Dr saw a Rep, the more likely to Rx a product.This proved not to work. Hence all the layoffs in big pharma, eliminating the “pods”. What works is giving individual goals, that may be a “stretch” goal, but achievable. Providing positive feed back and support. The only positive feedback I have received is from a Manager of another company. This is the strangest launch, no success stories, no motivational feedback for example recognizing a record week of submissions or redemptions from PhilRx or plans that had a successful PA. We don’t have much to work with. Being in a Drs face over and over has already proven to not work by other big pharma, why will it work now? This is beyond me.
 




Very well said and fully agree. Never any positive reinforcement from management let alone communication. Dangerous when they think they have all the answers without results. Management is simply clueless and entirely out of their league. This has become tiresome.
 




Clueless is very accurate. It’s time they look in the mirror and own up that this launch hasn’t been successful. Time to stop blaming reps why this isn’t being successful.
 




AMEN. I’ve lost ALL respect for CH, KH and SB who is never around, too busy being busy on her boards. And don’t EVEN get me started on Mario. No leadership whatsoever.
 




























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