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I work for Sanofi. They are having a heart attack because Levemir is gaining on us and Lantus is below plan. Never mind that we had 4 price increases and we don't play ball with the PBM's.

BUT my buddy who works for Novo says Novo is saying times are tough there, a lot of them are not making quota and that Novo is persecuting the sales force.

How can we both be doing crummy? I am thinking that "fire drill" is the new way to manage reps.

Anyone? Anyone?
 




Anonymous said:
I work for Sanofi. They are having a heart attack because Levemir is gaining on us and Lantus is below plan. Never mind that we had 4 price increases and we don't play ball with the PBM's.

BUT my buddy who works for Novo says Novo is saying times are tough there, a lot of them are not making quota and that Novo is persecuting the sales force.

How can we both be doing crummy? I am thinking that "fire drill" is the new way to manage reps.

Anyone? Anyone?
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Novo freaks out at the thought of missing one qtr of double digit growth and pulls the fire alarm, plain and simple.
 








Novo has been cashing in big time for +10 years in a row now. Not because their products are great, but they have been executing nicely on incremental improvements. The validity of this strategy to patients, payers and to society is indeed coming to an end. We expect Novo arrogance to prevail for a couple of years, then comes the dive. Getting fat and slow due to success, Novo simply does not have what it takes to be truly innovative/disruptive in this field. Not a problem right now, just be prepared for the future. The stock is doing great for now, but there will be a right time to sell not too far into the future.
 




You hit on the exact reason for both companies to be crying right now...it just makes it easier to clean house prior to whatever is on the horizon. Novo has over hired and been running with this outdated Pod model for far too long and no one wants to admit it at corporate so the new strategy is downsize by attrition and then when the real change comes it won't seem that bad...enjoy it while it lasts.
 




Anonymous said:
You hit on the exact reason for both companies to be crying right now...it just makes it easier to clean house prior to whatever is on the horizon. Novo has over hired and been running with this outdated Pod model for far too long and no one wants to admit it at corporate so the new strategy is downsize by attrition and then when the real change comes it won't seem that bad...enjoy it while it lasts.
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Now is the time to make friends with your manager - if you're not in the circle of trust, then you'll be the first one out. Make note of managers like the ones in STL that party with their reps and ask them to babysit their kids.
 




Same thing for Sanofi. We lost United and Ghi and a large regional in the northeast. Lantus is 60 million behind plan.

They blame the reps. It's like hunger games wrapped in busy work paperwork check the box. It's weird that our competitors are also crying in their beer.
 




Anonymous said:
Same thing for Sanofi. We lost United and Ghi and a large regional in the northeast. Lantus is 60 million behind plan.

They blame the reps. It's like hunger games wrapped in busy work paperwork check the box. It's weird that our competitors are also crying in their beer.
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Senior management at both companies are not the most strategic in an industry with the least respected leadership, according to a study by The Hay Group (where I used to work).
I have plenty of friends over at Sanofi, and laugh when I am told that the reason that they're behind plan is the lack of execution, and that they need to make a couple more calls and close harder. "Turbo charge"? Hilarious.
We're not much better here. Piling 4 reps on top of each other in offices where "seeing the doctor" means getting a signature is very 1998.
 




Here's another question……

We have all come from different companies, so can anyone tell me how NNI can pay us on weekly data for our bonus???

EVERY other company, as well as NNI claims this is just trending data, or zip code data grabs from sections of a geography.

Where is the hard monthly data that pharma companies get?

The frustrating part is the monster swings in the weekly data. It would be easier to rationalize if there was a monthly comparator.

Asked my DBM, and got the response…."I'll look into that." That was January.

To the original Question, NNI numbers aren't even close to Sanofi's as far as Victoza AND Levemir go. A couple beers scored me monthly data printouts.

Advice for all, just smile when your DBM tells you to perform better.
If not, you will go insane.

Good Luck
 




Anonymous said:
Here's another question……

We have all come from different companies, so can anyone tell me how NNI can pay us on weekly data for our bonus???

EVERY other company, as well as NNI claims this is just trending data, or zip code data grabs from sections of a geography.

Where is the hard monthly data that pharma companies get?

The frustrating part is the monster swings in the weekly data. It would be easier to rationalize if there was a monthly comparator.

Asked my DBM, and got the response…."I'll look into that." That was January.

To the original Question, NNI numbers aren't even close to Sanofi's as far as Victoza AND Levemir go. A couple beers scored me monthly data printouts.

Advice for all, just smile when your DBM tells you to perform better.
If not, you will go insane.

Good Luck
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A DBM has no interest in raising any red flags by making this type of inquiries. Trust me.

Think----sabers are being rattled overseas, as they finally gain an understanding of how the payers and PBMs are going to physically abuse the diabetes market meds with contracting demands. I've been in this industry for 17 years and in my experience, when a C suite sees that profit margins will shrink their response is to increase cost and a year later to reduce overhead. I know that this is a dramatic over-simplification, but it's true for the past decade and a half.

Look at our dramatic price increases over the past 3 years. Ditto for the other drugs in our market, right? If history repeats itself (and I HOPE I'M WRONG) the pruning shears should come out in a year or so. I hope I'm wrong.
 




Anonymous said:
Here's another question……

We have all come from different companies, so can anyone tell me how NNI can pay us on weekly data for our bonus???

EVERY other company, as well as NNI claims this is just trending data, or zip code data grabs from sections of a geography.

Where is the hard monthly data that pharma companies get?

The frustrating part is the monster swings in the weekly data. It would be easier to rationalize if there was a monthly comparator.

Asked my DBM, and got the response…."I'll look into that." That was January.

To the original Question, NNI numbers aren't even close to Sanofi's as far as Victoza AND Levemir go. A couple beers scored me monthly data printouts.

Advice for all, just smile when your DBM tells you to perform better.
If not, you will go insane.

Good Luck
Click to expand...

ahhhhhh Grasshopper you figured what we've all always know. They sell far more than you know that you are NEVER paid on. The data isn't precise and will never be . Talk to some internal people about IMS data and they will ALWAYS smile but not say anything because they know its a joke and completely in the companies favor in terms of pay out.
 




Anonymous said:
ahhhhhh Grasshopper you figured what we've all always know. They sell far more than you know that you are NEVER paid on. The data isn't precise and will never be . Talk to some internal people about IMS data and they will ALWAYS smile but not say anything because they know its a joke and completely in the companies favor in terms of pay out.
Click to expand...

I'd say that our bonuses are more than fair, considering the time spent in front of Golds.
 








Anonymous said:
Now is the time to make friends with your manager - if you're not in the circle of trust, then you'll be the first one out. Make note of managers like the ones in STL that party with their reps and ask them to babysit their kids.
Click to expand...

Or like the one in Kansas City who's marrying another Novo manager and asking reps to help her with wedding planning errands. I feel like I'm being held hostage!
 




Merck checking in. We are also under a climate of fear over the Januvia franchise.

I don't think there is any company that admits it is doing well. There must be a management school they attend where they learn to say we are not doing well enough regardless of how well we are doing.
 
























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