ASM or CSR

[Anonymous]

Which position has the better quality of life? I understand that you will work very hard at either but I am interested in hearing from current employees. Any additional feedback would be greatly appreciated.

 

[Anonymous]

Honestly, neither. It totally depends on what type of sales you enjoy. I'm a CSR and prefer that over being an ASM. The CSR is a more relationship/consultative sell. The ASM sale is much more transactional. You have to build clinical support, but you're often playing bad cop, while the CSR plays good cop. You have the potential to make a lot more money as an ASM, but in my opinion it's a lot more stressful. There have been amazing ASM's that have been put on plan b/c they aren't closing enough deals. As we expand, the ASM territories keep getting smaller which makes it harder to get new business. They still expect them to get a lot of Greenfields and that's tough b/c most hospitals already have a system. You don't come to Intutive if you're concerned w/ QOL. I've been here over 3 years and it's definitely got better, but that's b/c I've built the respect w/ my surgeons and administrators. When you're new it's hard b/c you're not a clinical expert yet (depending on what you currently do now), and you haven't built the respect yet w/ your existing surgeons. Hope that helps.

 

[Anonymous]

Thanks so much for your candid reply. That does help a lot.

 

[Anonymous]

Another question, how many systems does an average ASM sell per year? How many new systems(greenfield) versus upgrade?

 

[Anonymous]

Honestly, neither. It totally depends on what type of sales you enjoy. I'm a CSR and prefer that over being an ASM. The CSR is a more relationship/consultative sell. The ASM sale is much more transactional. You have to build clinical support, but you're often playing bad cop, while the CSR plays good cop. You have the potential to make a lot more money as an ASM, but in my opinion it's a lot more stressful. There have been amazing ASM's that have been put on plan b/c they aren't closing enough deals. As we expand, the ASM territories keep getting smaller which makes it harder to get new business. They still expect them to get a lot of Greenfields and that's tough b/c most hospitals already have a system. You don't come to Intutive if you're concerned w/ QOL. I've been here over 3 years and it's definitely got better, but that's b/c I've built the respect w/ my surgeons and administrators. When you're new it's hard b/c you're not a clinical expert yet (depending on what you currently do now), and you haven't built the respect yet w/ your existing surgeons. Hope that helps.

This is a great post, but to answer "neither" to the QOL question is pretty subjective. I have been a CSR for 2 years. I have a very supportive wife who works full time and we have no kids yet. My "QOL" is phenomenal. I work very hard during the week and consistently hit plan leading to a very rewarding comp package each quarter. We have a great social life and I really enjoy working for Intuitive. I'm not on call on nights and weekends anymore, and don't have to fight the pricing battle on a day to day basis with competitors who have inferior products and low-ball prices. That's the name of the game in Ortho, Cardiac Rhythm etc. Intuitive (da Vinci) is not a commodity driven type of sell like so many others have become (which is why they are having more and more lay-offs).

I realize that my opinion on QOL is subjective too and that not everyone is in my similar place in life, but each of the ASM/CSR positions can be amazing opportunities. Good luck!