663 week for one rep clearly shows unfair to compare territories & realignment needed

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Anonymous

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Has anyone looked at the latest weekly sales report? Many reps have been unfairly given extra hospitals over the last few years. The worst and most embarrassing example of unfairness is one rep that has all of UPMC! There has never been an example known where there is such an enormous and vulgar discrepancy in total weekly sales in any other company where a realignment hasn't been performed to correct it. Shame on the company not to address this and fairly distribute accounts. This makes a rank report a complete farce. A few coworkers have told me they have shown the rank report to recruiters and they all say the same thing: the current number one representative has numbers that aren't plausible if they were distributed fairly to begin with. Look at the detailed tab of all hospitals per territory. This is even a bigger joke. One system and one formulary.

UPMC operates 22 academic, community, and specialty hospitals and 400 outpatient sites, employs nearly 3,400 physicians and this was given to one rep. So unfair it's laughable. Get ready to watch another video on how wonderful they are and how much harder they work than anyone else in the company.
 






Re: 663 week for one rep clearly shows unfair to compare territories & realignment ne

I've felt this way for sometime now and have to agree 100%. How could anyone justify this?
 






Re: 663 week for one rep clearly shows unfair to compare territories & realignment ne

I noticed the wide difference from the rest of the field in 2012 and I was certain they were going to square up the territories better this past year and nothing happened. How could this territory be stacked up and compared to anyone else's? It simply would be impossible and unfair at the same time. A larger company would have made adjustments long ago.
 












Re: 663 week for one rep clearly shows unfair to compare territories & realignment ne

Thats more than some whole teams! This rep must be exceptionally better than everyone else! Who is the manager? Is everyone else in that district doing just as well? I smell rotten apples
 






Re: 663 week for one rep clearly shows unfair to compare territories & realignment ne

What is the average rep performing now? 65? And this person is 10 times the national average? That is some crazy sh*t
 






Re: 663 week for one rep clearly shows unfair to compare territories & realignment ne

What is the average rep performing now? 65? And this person is 10 times the national average? That is some crazy sh*t
 












Re: 663 week for one rep clearly shows unfair to compare territories & realignment ne

Anonymous said:
UPMC didn't come about due to any rep or manager.
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Yes, we all know that formulary was accepted due to a certain internal physician that use to work at Cadence as he had many colleagues and associations there and made it happen. This institution had a lot of corporate intervention. But what can anyone do? They aren't going to change anything about it. Just clap your hands when the rep goes up once again to accept the number one spot on stage and dream about the enormous bonuses they have been getting.
 






Re: 663 week for one rep clearly shows unfair to compare territories & realignment ne

Would you be as outraged if the system had not put it on formulary? Would you come here and demand that territories be realigned if she were making $0? The territory had a lot of risk and happened to pay off. Is it fair? Sure it is. She accepted the position knowing the territory. There are two other reps who cover the system and the numbers are reallocated to the appropriate hospitals at the end of the quarter. That being said, yes. She is making a boatload. And if the system ever decides to restrict it, or they have a negative DUE, she will be making next to nothing. Her territory is a bit of an outlier. And has zero to do with how successful you can be and how much money you can make.

I don't see anyone screaming and yelling about Kaiser. Is it fair that those reps cannot even step into the hospitals, but they are getting paid on their orders? It's sales, it's Pharma, it's life.
 






Re: 663 week for one rep clearly shows unfair to compare territories & realignment ne

Once again the, the little women of CADX have struck.
The order is 2x what it normally is. Probably an error.

But if not, what's the big deal? All of it does not go to her. Besides, she has the same
amount of targets we do. The difference is that she has a 40 percent
market share. Mine is 4 and I sell 65. The math is pretty easy.

The 3400 docs from the web site was especially good research. Does
anyone know the total number of docs in their territory? Probably
not but it makes this soap opera better.

I still say Google and jealousy is my key to 600 vials.

Love all the complaints about West Texas dude getting a gift
after he lapped the field in year one. Little women.
 






Re: 663 week for one rep clearly shows unfair to compare territories & realignment ne

Anonymous said:
Would you be as outraged if the system had not put it on formulary? Would you come here and demand that territories be realigned if she were making $0? The territory had a lot of risk and happened to pay off. Is it fair? Sure it is. She accepted the position knowing the territory. There are two other reps who cover the system and the numbers are reallocated to the appropriate hospitals at the end of the quarter. That being said, yes. She is making a boatload. And if the system ever decides to restrict it, or they have a negative DUE, she will be making next to nothing. Her territory is a bit of an outlier. And has zero to do with how successful you can be and how much money you can make.

I don't see anyone screaming and yelling about Kaiser. Is it fair that those reps cannot even step into the hospitals, but they are getting paid on their orders? It's sales, it's Pharma, it's life.
Click to expand...

Agreed BUT the issue is the rankings and the bonus: in order to level playing fields there should be quotas and rankings based on percentages and not volume. Pharma has spent decades demoralizing sales forces and forcing turnover and unfairly judging people on performance based lack of parity. When you have unmotivated people who cant compete they dont work as hard. The people who had some good luck also dont have to work hard to get new business. The whole model is dysfunctional.
 






Re: 663 week for one rep clearly shows unfair to compare territories & realignment ne

Anonymous said:
Agreed BUT the issue is the rankings and the bonus: in order to level playing fields there should be quotas and rankings based on percentages and not volume. Pharma has spent decades demoralizing sales forces and forcing turnover and unfairly judging people on performance based lack of parity. When you have unmotivated people who cant compete they dont work as hard. The people who had some good luck also dont have to work hard to get new business. The whole model is dysfunctional.[

Quotas and rankings by percentages is fair? So if one rep has a baseline of 1000 vials and grows by 30% and a second rep has a baseline of 3000 vials and grows by 15%, in your mind who is more valuable? It's not the rep that grew by 30%. In this business, you can lose your baseline due to a restriction or a formulary change. It's not a given. And one you achieve a higher volume, it's harder to achieve a higher percentage of growth.

Typically the top 1-3 people in the rankings will have extraordinarily high numbers. Just as the bottom few will have the opposite. These are called outliers.

Cadence is one of the few places where you sell, you are rewarded. And it always seems funny to me that the successful people are always called out as the lucky ones.
Click to expand...
 






Re: 663 week for one rep clearly shows unfair to compare territories & realignment ne

Anonymous said:
Anonymous said:
Agreed BUT the issue is the rankings and the bonus: in order to level playing fields there should be quotas and rankings based on percentages and not volume. Pharma has spent decades demoralizing sales forces and forcing turnover and unfairly judging people on performance based lack of parity. When you have unmotivated people who cant compete they dont work as hard. The people who had some good luck also dont have to work hard to get new business. The whole model is dysfunctional.[

Quotas and rankings by percentages is fair? So if one rep has a baseline of 1000 vials and grows by 30% and a second rep has a baseline of 3000 vials and grows by 15%, in your mind who is more valuable? It's not the rep that grew by 30%. In this business, you can lose your baseline due to a restriction or a formulary change. It's not a given. And one you achieve a higher volume, it's harder to achieve a higher percentage of growth.

Typically the top 1-3 people in the rankings will have extraordinarily high numbers. Just as the bottom few will have the opposite. These are called outliers.

Cadence is one of the few places where you sell, you are rewarded. And it always seems funny to me that the successful people are always called out as the lucky ones.
Click to expand...

I said "had some luck." Luck has always played "a part" in the industry. I.e Territory alignment, geographical disparities, contracts etc. Who is more valuable? High volume or low? Both are valuable. Percentages are the only fair way to address this issue. An analogy is the flat tax. Someone working hard and getting a small account on board is very important for the company but why should they be rewarded less by virtue of their assigned territory? We don't create our own territories.
Click to expand...
 






Re: 663 week for one rep clearly shows unfair to compare territories & realignment ne

Anonymous said:
Would you be as outraged if the system had not put it on formulary? Would you come here and demand that territories be realigned if she were making $0? The territory had a lot of risk and happened to pay off. Is it fair? Sure it is. She accepted the position knowing the territory. There are two other reps who cover the system and the numbers are reallocated to the appropriate hospitals at the end of the quarter. That being said, yes. She is making a boatload. And if the system ever decides to restrict it, or they have a negative DUE, she will be making next to nothing. Her territory is a bit of an outlier. And has zero to do with how successful you can be and how much money you can make.

I don't see anyone screaming and yelling about Kaiser. Is it fair that those reps cannot even step into the hospitals, but they are getting paid on their orders? It's sales, it's Pharma, it's life.
Click to expand...

Thanks CC. You really need to regurgitate less as you easily make yourself known. Do you realize not one other manager in this company respects or likes you?
 






Re: 663 week for one rep clearly shows unfair to compare territories & realignment ne

Anonymous said:
Once again the, the little women of CADX have struck.
The order is 2x what it normally is. Probably an error.

But if not, what's the big deal? All of it does not go to her. Besides, she has the same
amount of targets we do. The difference is that she has a 40 percent
market share. Mine is 4 and I sell 65. The math is pretty easy.

The 3400 docs from the web site was especially good research. Does
anyone know the total number of docs in their territory? Probably
not but it makes this soap opera better.

I still say Google and jealousy is my key to 600 vials.

Love all the complaints about West Texas dude getting a gift
after he lapped the field in year one. Little women.
Click to expand...

Are you on drugs dude?
 






Re: 663 week for one rep clearly shows unfair to compare territories & realignment ne

Anonymous said:
Would you be as outraged if the system had not put it on formulary? Would you come here and demand that territories be realigned if she were making $0? The territory had a lot of risk and happened to pay off. Is it fair? Sure it is. She accepted the position knowing the territory. There are two other reps who cover the system and the numbers are reallocated to the appropriate hospitals at the end of the quarter. That being said, yes. She is making a boatload. And if the system ever decides to restrict it, or they have a negative DUE, she will be making next to nothing. Her territory is a bit of an outlier. And has zero to do with how successful you can be and how much money you can make.

I don't see anyone screaming and yelling about Kaiser. Is it fair that those reps cannot even step into the hospitals, but they are getting paid on their orders? It's sales, it's Pharma, it's life.
Click to expand...

This post makes no sense. Sounds like a whole lot of rationalizing for something that is unfair. We ALL took a risk even joining this company. One formulary versus multiple formularies? I'd take my chances with one formulary. So many incredible upsides to having one formulary.
 












Re: 663 week for one rep clearly shows unfair to compare territories & realignment ne

Anonymous said:
Are you on drugs dude?
Click to expand...

why is that? do the math. take your market share and multiply it by 10--that's your potential. moaning on a board will not help. 40% market share is my goal. one day at a time. andy dufresne.

googling and gurgling will not result in 600 cases.
 






Re: 663 week for one rep clearly shows unfair to compare territories & realignment ne

Anonymous said:
why is that? do the math. take your market share and multiply it by 10--that's your potential. moaning on a board will not help. 40% market share is my goal. one day at a time. andy dufresne.

googling and gurgling will not result in 600 cases.
Click to expand...

I think they are just trying to say youre a moron. Your posts make no sense.
 






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