A Serious Appeal to Sr. Management

[Anonymous]

While I recognize that some of the posts on this site are from individuals who write comments laced with harsh and bad language, I would like to make a serious appeal to Sr. Management to write some feedback here. Many of the comments made here are true in nature, however the method in which some of the representatives have chosen to express their frustrations is questionable, but understandable, as emotions tend to get the best of everyone now and then.

I have witnessed the horrendous treatment of seasoned representatives, which begs several questions:

Why have managers (particularly the Specialty Managers), been allowed to treat individuals who were recruited to come here like juveniles? The Reps who formed the original specialty team (135 total), were the "best of the best" in the industry, with 10+ years of experience, and numerous accolades on their resumes. All were hand-picked to come here.

Over the past 2 years, this group appears to be the target of a "downsizing" without officially calling it one. It is clear that several "tools" have been developed to systematically "escort" these individuals out of the company. This is no coincidence.

These are individuals who received rigorous industry training on how to make a true sales call (ie from front office staff etiquette, to the physician and nurse) - not the "abbreviated training of the day which ONLY trains representatives on products. These professionals can partner with MDs and get into the back areas in ways today's trained reps cannot!

Why have these sales professionals been the target of firings or forced resignations? Why has there suddenly been a rash of call reporting audits, gas purchase audits, Action Plans, Warning Letters ....I could go on, but I am mentioning tactics of which you are well aware already. It is crystal clear to the sales force that this is going on.

It has been painful to witness what has happened to good individuals whose only goal was to do a good job

These tactics have created unfathomable fear, intimidation, stress, and anxiety in the minds of those who are still employed.

Again, I would appreciate some feedback here from Sr. Management, since I am well aware that you do read this site. I have been made aware of this by Home Office friends. It is clear what happens to individuals who speak up and attempt to have this kind of honest, candid discussion - it is CAREER SUICIDE! The 360 Feedback is just some tool to make us think that someone actually cares about our opinions, but have done nothing to institute changes. HR, while they "claim" to be a neutral party, has been of no assistance. Anyone who has made a call to HR is now out of a job! Is that a coincidence too?

Honest feedback -PLEASE!! It would be much appreciated!

 

[Anonymous]

Wow! Thank you to the poster of this thread. It sums up what many others have felt. I am hoping that it does illicit some honest reply from management.

Thanks for posting!

 

[Anonymous]

Well said! The intimidation and harassment has gone on for quite some time. Often, it seems to stem from a manager's desire to have only one type of personality on a team and one type of selling style. If a rep cannot or will not conform, the manager will find a way to get rid of that rep. Here is a bit of news, senior management: we are not all a bunch of pushy cheerleaders, nor do we need to be. A rep who can sell will have strong product knowledge and be able to use his/her own personality to its full advantage, building strong relationships with physicians that are based upon respect. Those physicians listen to these kinds of reps and give them time because these reps show respect. I've had candid discussions with many doctors about what kind of rep they will listen to and write for. Not one doctor likes or trusts the pushy cheerleader type that management is so bent on creating. In fact, many offices have said they will ban reps who are rude, loud, pushy and disrespectful. In fact, many reps even call ahead to offices before a ride along, in order to warn doctors or apologize in advance for overly pushy behavior. Is that really any way to run a business?? Many experienced, successful reps are being run out for no real reason. Astellas has become toxic. Here is a warning to reps: if you feel uncomfortable, or feel like you're being watched or excessively scrutinized, you are probably right. Instead of letting the fear and worry take over your life, find another, better job. Good luck to you!

 

[Anonymous]

APUS monitor you would be wise to pass this thread along to senior management.

This thread is a great representation of the atmosphere that now exists at APUS. I've watched a once professional and happy sales force be systematically harassed, bullied, and frustrated into a group of people motivated completely out of fear. This began in earnest is late 2006 and early 2007. Deerfield, you have no idea just how low morale is at this time. Until you remove the cancerous members of middle management brought in from big pharma, things will not change. You want performance? Try your old business model, hire good people and get out of their way.

 

[Anonymous]

You are expecting "honest" feedback from the corrupt clowns that run this utterly corrupt company. The managers of astellas, at all levels, are not capable of honest feedback. The managers of astellas are not honorable people. The managers of astellas are corrupt integrityless liars.

The integrityless managers of astellas have visciously harrased and threatened (all actions that are against American laws) many employees out the door in order to avoid paying severence.

I am just being logical here, but expecting the managers of astellas to be honest is asking for something that they are not capable of. And if astellas management did in fact respond to your questions with anything other than complete denials (more lies) astellas would be opening themselves up to legal action by the government and individuals.

I am a 4 1/2 year home office emloyee. This kind of corruption has been going on since day one. If the economy was better I would already be gone.

Good luck to the quality people left here because there are not a lot of them.

 

[Anonymous]

People get fired when they are ineffective. Why on earth would a company spend the time and money to recruit, train and hire these "best of the best" reps and then find ways to fire them? Apparently either these reps were not as good as they said they were, their established relationships and understanding of the market made no impact on getting any business, or the attitude and self awareness or lack thereof made the rep a liability to keep around.

To think that companies conspire to fire or run off the best reps is ridiculous. The managers are paid and incented to drive sales so why would they fire their "best" sales reps? Bottom line is that if you are selling then your job is safe. If you are not selling and making a lot of excuses and finger pointing, then you are gone. Reps that are resting on their laurels and talking about all the awards they have won with other companies and not producing anything here are gone too. Bye bye

 

[Anonymous]

I am thrilled to finally see a thread here with real substance. Kudos to the OP who started this thread in the hope that someone in authority who will take it seriously will read it. If there is someone in Deerfield who can offer some feedback here, PLEASE do so. As you can see, so far the comments here have been honest, but most of all Professional - there is no profanity or name calling written here.

We Reps are desparate. There are so few of us left from the true days of integrity selling and we fear that we will be next. As a previous poster said, please go back to the old model and you will see the results you so desire.

 

[Anonymous]

People get fired when they are ineffective. Why on earth would a company spend the time and money to recruit, train and hire these "best of the best" reps and then find ways to fire them? Apparently either these reps were not as good as they said they were, their established relationships and understanding of the market made no impact on getting any business, or the attitude and self awareness or lack thereof made the rep a liability to keep around.

To think that companies conspire to fire or run off the best reps is ridiculous. The managers are paid and incented to drive sales so why would they fire their "best" sales reps? Bottom line is that if you are selling then your job is safe. If you are not selling and making a lot of excuses and finger pointing, then you are gone. Reps that are resting on their laurels and talking about all the awards they have won with other companies and not producing anything here are gone too. Bye bye

Ok listen up corporate stooge:

"The managers are paid and incented to drive sales so why would they fire their "best" sales reps?"

Answer: astellas managers are grossly incompetent, insecure emotionally, and have a serious lack of integrity:

Astellas managers harrass and threaten (due to a lack of integrity) thier best employees out the door because astellas managers are so incompetent intellectually, that they most often cannot recognize talent, and when they do recognize talent in their employees they are (due to emotional insecurity) threatened by it.

Remember, having integrity is a component/part of talent. Talented people recognize that integrity is essential to leadership. Astellas managers, listen up, lying to all your employees all the time was never going to work. If astellas managers were truly talented people, they would know this.

This is a disaster of a little pharma company, run like hell is good advice.

 

[Anonymous]

People get fired when they are ineffective. Why on earth would a company spend the time and money to recruit, train and hire these "best of the best" reps and then find ways to fire them? Apparently either these reps were not as good as they said they were, their established relationships and understanding of the market made no impact on getting any business, or the attitude and self awareness or lack thereof made the rep a liability to keep around.

To think that companies conspire to fire or run off the best reps is ridiculous. The managers are paid and incented to drive sales so why would they fire their "best" sales reps? Bottom line is that if you are selling then your job is safe. If you are not selling and making a lot of excuses and finger pointing, then you are gone. Reps that are resting on their laurels and talking about all the awards they have won with other companies and not producing anything here are gone too. Bye bye

Not to totally disregard your comments, but I don't think you understood what the previous poster meant. You are not talking about the same thing.
They were referring to the Original hired Reps. These Reps were hand-picked and were all interviewed by Sr. Management - not by the managers of "today". In fact these reps PRECEDED the majority of the managers who are now here. So, the current managers DID NOT HIRE these individuals, and then drive these reps away. They INHERITED these reps.
That is what is so disturbing. The new managers found malicious means to get rid of the reps they did not hire.

So your comment concerning how these reps "made no impact" and "lack self awareness" is unfounded. What is being stated is that managers forced these reps out for personal reasons only! These managers abused their power!

 

[Anonymous]

Hello Sr. Management, we're still waiting for your comments...!!!

And please do away with those 360 Feedbacks - they do not reflect true opinions. Only the opinions of people who fear for their jobs.

We need a voice!

 

[Anonymous]

To those of you who have read this thread, PLEASE inform your fellow Astellas teammates about it. If each person tells one person, then that one tells one person etc......hopefully someone in Deerfield will take notice. Have them give some honest, professional feedback. Please encourage them to use professional language. Be candid and truthful.

Maybe with enough Posts, we'll actually hear from Sr. Management(?) It's worth a try! What do we have to lose, since we don't have to identify ourselves?

Don't miss this opportunity! It's very sad that we have to resort to such means, but that's our reality!

 

[Anonymous]

I admit that there are many things that I agree with here but I have to address this "best of the best" comment. Don'tcha think you are laying it down kinda thick to the point of self importance? I do not think it helps your argument. We are afterall talking about a sampled OAB drug.

 

[Anonymous]

People get fired when they are ineffective. Why on earth would a company spend the time and money to recruit, train and hire these "best of the best" reps and then find ways to fire them? Apparently either these reps were not as good as they said they were, their established relationships and understanding of the market made no impact on getting any business, or the attitude and self awareness or lack thereof made the rep a liability to keep around.

To think that companies conspire to fire or run off the best reps is ridiculous. The managers are paid and incented to drive sales so why would they fire their "best" sales reps? Bottom line is that if you are selling then your job is safe. If you are not selling and making a lot of excuses and finger pointing, then you are gone. Reps that are resting on their laurels and talking about all the awards they have won with other companies and not producing anything here are gone too. Bye bye

I had numbers. I had rankings, not the best, but top third and was always at or near the top of my region. My job was not safe. I know other reps in the same situation and one who was harassed to the point of physical illness. Meanwhile, reps who consistently rank in the 300s are left alone, and spend years underperforming. There is no consistency.

 

[Anonymous]

I had numbers. I had rankings, not the best, but top third and was always at or near the top of my region. My job was not safe. I know other reps in the same situation and one who was harassed to the point of physical illness. Meanwhile, reps who consistently rank in the 300s are left alone, and spend years underperforming. There is no consistency.

All that tells me is that you are not playing the game well. If reps that are consistently ranking in the 300s are left alone it is because they were more likeable than you. Look, we are salespeople and our jobs are simply to convince others to see things our way and build relationships. If there are reps out there that feel they are being targeted because their manager doesn't like them then the fact of the matter is that some of the blame falls on the rep as well. The rep simply didn't do a good enough job of "selling" their manager on their effectiveness. Believe me, managers have no desire to fire the best reps. If they had to fire someone their preference is to fire a lazy or ineffective rep over a hardworking high performing rep any day.

Bottom line, if your customers don't like you- it's your fault....and if your manager and their boss doesn't like you-it's also your fault. Get your admin in on time, stay compliant, don't complain, and be a positive influence on your team and you'll get left alone every time. If you can't do that then don't be surprised if you get chosen over a lower performer for downsizing.

I'm only trying to help here. I'm just tired of reps thinking that companies or managers are out there there intentionally firing their "best and brightest".

 

[Anonymous]

All that tells me is that you are not playing the game well. If reps that are consistently ranking in the 300s are left alone it is because they were more likeable than you. Look, we are salespeople and our jobs are simply to convince others to see things our way and build relationships. If there are reps out there that feel they are being targeted because their manager doesn't like them then the fact of the matter is that some of the blame falls on the rep as well. The rep simply didn't do a good enough job of "selling" their manager on their effectiveness. Believe me, managers have no desire to fire the best reps. If they had to fire someone their preference is to fire a lazy or ineffective rep over a hardworking high performing rep any day.

Bottom line, if your customers don't like you- it's your fault....and if your manager and their boss doesn't like you-it's also your fault. Get your admin in on time, stay compliant, don't complain, and be a positive influence on your team and you'll get left alone every time. If you can't do that then don't be surprised if you get chosen over a lower performer for downsizing.

I'm only trying to help here. I'm just tired of reps thinking that companies or managers are out there there intentionally firing their "best and brightest".

Your a complete f*cking delusional idiot. Astellas is corrupt corrupt corrupt from the highest to the lowest management position.
Whether or not you are harrased and threatened out the door does not depend on job performance according to you. It depends on whether or not your manager likes you!!?? My God you are unfit to be a manager in any company on the planet earth but astellas. Thanks for confirming the corruption. Any manager on the planet earth with a brain, would care very little whether or not his subordinates like him or her. if I suspect that a subordinate/employee that was an average to very high performing sales person did not like me, what do I care. The person is doing their job and that makes me the manager look good. Only an insecure emotionally undeveloped characterless twit (astellas manager) would get rid of a satisfactory performing sales person. And being threatened and harrased out the door is not downsizing, it is a crimminal act Mrs astellas management crimminal.

People, expecting these corrupt managers that run and have run astellas for at least the past five years to show character is expecting the impossible; it is something that astellas managers are not capable of doing.

Sorry to the quality people looking for hope and reason on this thread, but hope and reason are not to be found at astellas. Endure the harrasment and threats as long as you can while looking for another job. There is no hope for this competely corrupt company. People have posting about the overwhelming corruption for five years now.

 

[Anonymous]

All that tells me is that you are not playing the game well. If reps that are consistently ranking in the 300s are left alone it is because they were more likeable than you. Look, we are salespeople and our jobs are simply to convince others to see things our way and build relationships. If there are reps out there that feel they are being targeted because their manager doesn't like them then the fact of the matter is that some of the blame falls on the rep as well. The rep simply didn't do a good enough job of "selling" their manager on their effectiveness. Believe me, managers have no desire to fire the best reps. If they had to fire someone their preference is to fire a lazy or ineffective rep over a hardworking high performing rep any day.

Bottom line, if your customers don't like you- it's your fault....and if your manager and their boss doesn't like you-it's also your fault. Get your admin in on time, stay compliant, don't complain, and be a positive influence on your team and you'll get left alone every time. If you can't do that then don't be surprised if you get chosen over a lower performer for downsizing.

I'm only trying to help here. I'm just tired of reps thinking that companies or managers are out there there intentionally firing their "best and brightest".

Get off your pedestal, you fool. My customers liked me very much. I had access where other reps did not---and my manager saw it. My customers wrote letters of recommendation and were references for me when I left. Understand this: you're not hired into this job to be "liked" by your manager while doing a lousy job. You're hired to sell and get along reasonably well with your manager and coworkers. From a business standpoint, should a company care more about keeping the rep who sells and ranks high or the one who kisses up to the manager and costs the company money by underperforming year after year? Should the company keep high performing reps who break company policy simply because their manager "likes" them? Should managers ignore violations from low-performing reps because they happen to be buddies? Seriously, grow half a brain. The world is much more interesting when you have some ability to think on your own. Then maybe you'll have a better understanding of ethics.

 

[Anonymous]

As a reminder, this thread was started to address the treatment of reps recruited back in 2003 to form the original company and the subsequent treatment of them once the company expanded and began being less "selective" in the caliber of managers they hired.

This recent group of managers began to surface in 2006. They completely changed the landscape of this company and the changes were NOT positive. Many of these managers had little (if any prior experience) - one in particular had been a "manager" (I use this loosely!), at a Biotech "start up" company which was unsuccessful in getting their flagship drug approved. That company laid everyone off. This manager was then able to say that she was a "specialty manager" (a little bit of a stretch), and was hired by Astellas, managing a highly successful, highly seasoned sales team. She was in over her head and couldn't offer this group much in the way of increasing sales. Analytics was her pride and joy!

The result was a pure disaster. She lacked the experience and skills to manage such a group of high performers. Suddenly these high achievers lacked what it took to be successful. She had NO CLUE how to manage this team.

So again, it is this scenario that was referenced by the OP and NOT the "activity based" mentality of the "newer generation" managers hired beginning in year 2006.

It is evident that some of the Posters here were not around during the genesis of this company and cannot speak to the real issues here!

 

[Anonymous]

Your a complete f*cking delusional idiot. Astellas is corrupt corrupt corrupt from the highest to the lowest management position.
Whether or not you are harrased and threatened out the door does not depend on job performance according to you. It depends on whether or not your manager likes you!!?? My God you are unfit to be a manager in any company on the planet earth but astellas. Thanks for confirming the corruption. Any manager on the planet earth with a brain, would care very little whether or not his subordinates like him or her. if I suspect that a subordinate/employee that was an average to very high performing sales person did not like me, what do I care. The person is doing their job and that makes me the manager look good. Only an insecure emotionally undeveloped characterless twit (astellas manager) would get rid of a satisfactory performing sales person. And being threatened and harrased out the door is not downsizing, it is a crimminal act Mrs astellas management crimminal.

People, expecting these corrupt managers that run and have run astellas for at least the past five years to show character is expecting the impossible; it is something that astellas managers are not capable of doing.

Sorry to the quality people looking for hope and reason on this thread, but hope and reason are not to be found at astellas. Endure the harrasment and threats as long as you can while looking for another job. There is no hope for this competely corrupt company. People have posting about the overwhelming corruption for five years now.

I am not saying that you have to be a suck up to succeed. My point is that no matter how talented you are, if you are not a team player or are disruptive then you are not welcome in a district. Think Dennis Rodman or Terrell Owens..... both were highly talented but nobody wanted them on their team

 

[Anonymous]

I'd say some of the posters can speak to the real issues here. While not with the company since its inception, many reps have seen the change in the type of management recruited by the company. Rather than promote the small pharma culture Astellas was known for, big pharma recruits began implementing the only type of management style they knew: big pharma. Even after the inception of the company, only successful, experienced reps were wanted.

Now they only seem to hire whichever empty-headed cheerleader will do and say exactly what their big pharma manager asks, and that includes rude, pushy sales tactics. If a rep finds that disrespectful to the doctors and the doctors' time, then the rep is pushed out. Management now doesn't understand how to adapt to different personalities, on the part of reps or on the part of customers. How many people have had a manager kicked out of an office, or have been told later by doctors not to bring their managers? How many have seen offices change policies because of a manager? Managers cannot even accept that personalities other than pushy cheerleaders can be successful, even when the numbers say otherwise. The quality of manager at Astellas has changed drastically. People are motivated by fear.

 

[Anonymous]

I am not saying that you have to be a suck up to succeed. My point is that no matter how talented you are, if you are not a team player or are disruptive then you are not welcome in a district. Think Dennis Rodman or Terrell Owens..... both were highly talented but nobody wanted them on their team

Honestly, it pains me to think that you are allowed to manage professional salespeople. First, you can't back out of your original comment. "Like" has nothing to do with performance. This is a business, not a sorority. Just because you aren't buddies doesn't mean you can't have a productive working relationship. The very fact that you don't understand that is the problem.

It's not simply underperforming reps being targeted. It's those who don't but the "control what you can control" cop out answer to every issue that arises. There are reps who win Summit one year and the next are threatened with performance plans. Did they suddenly forget how to do their job? It's idiotic. While we are talking performance, how would you know if the rep performed or not? Because IMS says so? We have a sales operations department that can't even get physicians addresses straight after years (not weeks) of
attempted changes. The fact is anyone with basic business analysis skills can find flaws in the IMS reporting that are mammoth. No one has any confidence in their data.

I'm afraid it's too late to save this place