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Business Rules

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anonymous

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I know leadership and ZS Associates won’t let us know the “Business Rules” for placement, but that doesn’t have to stop us from speculating and learning from past restructuring. Insights? What have been past business rules applied for people placement? My thoughts …:

1. Does rep live in the newly created territory lines?
2. Customer continuity - is there already a rep who calls on CARD/ENDO (customers will be primarily based on Leqvio volume/potential)?
3. Performance? What metrics (last 2/3 years?)
4. Tenure?
5. Territory Leqvio performance?
 




anonymous said:
I know leadership and ZS Associates won’t let us know the “Business Rules” for placement, but that doesn’t have to stop us from speculating and learning from past restructuring. Insights? What have been past business rules applied for people placement? My thoughts …:

1. Does rep live in the newly created territory lines?
2. Customer continuity - is there already a rep who calls on CARD/ENDO (customers will be primarily based on Leqvio volume/potential)?
3. Performance? What metrics (last 2/3 years?)
4. Tenure?
5. Territory Leqvio performance?
Click to expand...
Who knows, but all current pcp reps should be looking right now!
 




anonymous said:
Who knows, but all current pcp reps should be looking right now!
Click to expand...

quit saying you must live in the territory! Even the new postings for the renal jobs say reside within territory OR reasonable commuting distance to border which is 50 miles!!!!!


The speculation of things that are causing panic among people is so unnecessary
 




anonymous said:
I know leadership and ZS Associates won’t let us know the “Business Rules” for placement, but that doesn’t have to stop us from speculating and learning from past restructuring. Insights? What have been past business rules applied for people placement? My thoughts …:

1. Does rep live in the newly created territory lines?
2. Customer continuity - is there already a rep who calls on CARD/ENDO (customers will be primarily based on Leqvio volume/potential)?
3. Performance? What metrics (last 2/3 years?)
4. Tenure?
5. Territory Leqvio performance?
Click to expand...


Based on what we saw in NS:

1: Address seems to be a fairly strong criteria.
2: Customer Continuity- doesn't seem to be a factor. NS has had numerous reorgs. Customer relationship is something only mid management cares about, not ZS.
3: Performance = soft criteria. President cup winners got let go for instance but low performers also go the axe.
4: Some of the most tenured people got let go, many high performers with long track record. On the flip side, I saw younger people get let go in place of senior members so = very soft. Probably a hinderance. NVS = always trying to save money. Senior = more money.
5: Performance seems to be only minor factor tbh.

Flip a coin.
 




I agree with the above post. After being through numerous restructures in CV, address seemed to be big deal. I understand the renal positions state 50 miles, but those territories are very large and they are trying to attract people. When they restructure that division in 2 years after launching, trust address will be in play. It’s really the only concrete rule they can use. Performance is a joke given they can’t track data well. ABL opinions don’t work. Too subjective. We were told one downsizing a long time ago, criteria was…

1. Last 3 years performance reviews.
2. Where live in relation to redrawn territories.
3. Tenure when other 2 factors being equal.

Who knows. I’m sure other things in play like keeping diversity, can’t get rid of all your over 50 etc. How they balance that, no idea.
 




Performance would also be too “subjective” given the fact you will have CV1/CV2 and PCP reps being compared and the call point is not equivalent (i.e. a CV reps performance with Cardiologists isn’t the same as a PCP reps performance with PCP). The only concrete items I’ve seen as business rules at previous companies was 1) performance (when reps are equivalent and can be directly compared such as a CV1 vs CV2) for last 3 years based on some sort of rating (i.e. rated a 3.0 or national ranking amongst peers); 2) Tenure and; 3) Live within territory lines.
 




If you live in a major metro area, NVS never cared whether you lived in the territory, just have to be within a reasonable distance. Based on fact that need to get Leqvio off the ground, think they will try to minimize customer disruption. My best guess is the rules go like this:
1. Who is currently calling on the most customers within the new geography
2. Is the rep in good standing and live within a reasonable distance
3. If all is equal things come into play like tenure, awards etc

Since Leqvio is a group goal and numbers are so screwed up think performance will matter less,unless rep is on a plan or has some kind of hr trouble.

Then HR will look at it and make some shifts based on protected classes etc, which is why they won't share the rules because there will be cases where exceptions are made
 




Another poster in a different thread said that “ABL’s have an HR call this week”

ABL- we know you can’t share with your team but please share here. Please tell us when we will know.
 




anonymous said:
I agree with the above post. After being through numerous restructures in CV, address seemed to be big deal. I understand the renal positions state 50 miles, but those territories are very large and they are trying to attract people. When they restructure that division in 2 years after launching, trust address will be in play. It’s really the only concrete rule they can use. Performance is a joke given they can’t track data well. ABL opinions don’t work. Too subjective. We were told one downsizing a long time ago, criteria was…

1. Last 3 years performance reviews.
2. Where live in relation to redrawn territories.
3. Tenure when other 2 factors being equal.

Who knows. I’m sure other things in play like keeping diversity, can’t get rid of all your over 50 etc. How they balance that, no idea.
Click to expand...

I can't find my last couple years of performance reviews...
 












The maps are being sent to the FRMs (ARMs) this week. That will tell us the areas at least then you can figure out where you fit into that area compared to reps that live around you. The FRMs have been asked not to share with sales team… so much for collaboration ‍♀️
NVS is so scared of people finding out if/where they are placed and then not working the parts of the territory that will not be theirs. Guess what NVS- everyone is distracted as it is. You may as well release the placements and people that have little disruption will keep business as usual instead you have an entire sales team in flux wondering what’s going on with their job,
 




anonymous said:
The maps are being sent to the FRMs (ARMs) this week. That will tell us the areas at least then you can figure out where you fit into that area compared to reps that live around you. The FRMs have been asked not to share with sales team… so much for collaboration ‍♀️
NVS is so scared of people finding out if/where they are placed and then not working the parts of the territory that will not be theirs. Guess what NVS- everyone is distracted as it is. You may as well release the placements and people that have little disruption will keep business as usual instead you have an entire sales team in flux wondering what’s going on with their job,
Click to expand...
Interesting considering the ABLs also have prescriber level info for Leqvio they are supposed to keep a secret. This has caused great division and ambiguity (check out your GLINT survey results). Way to keep to your theme Novartis. Sales has launched blind for a year, we should by used to being the last to know.
 




anonymous said:
Interesting considering the ABLs also have prescriber level info for Leqvio they are supposed to keep a secret. This has caused great division and ambiguity (check out your GLINT survey results). Way to keep to your theme Novartis. Sales has launched blind for a year, we should by used to being the last to know.
Click to expand...

mid this is true the majority of Leqvio leads are in big trouble. A lot are hiding behind a district number
 








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