Read this on a previous post. Is excellent. You wanna work in a place that does this?:
- Quotas are raised every 2 weeks. So you will live or die in 2 week segments. Insurance payments are monthly, or even longer, so this makes no sense.
- The growth rate is the same for every territory, whether you have 10 hospitals or 1. It never changes, no matter how small they shrink your territory.
- If you manage to survive that and maybe even exceed your growth expectation, the quota is raised at the end of the year to close the gap so you start at 0. This is why there are very few reps here after 2 years. How ever well you do, they just raise your quota to that point so you can't continue to do well.
- Quotas are not in stone. Negative adjustments (and thus goal increases) are made to quotas if insurance payments end up being less than they think, if a patient's insurance terminates mid-way through, if they make a mistake, etc. EVERY single segment is affected by this. Sometimes by a 5% increase sometimes by 40%. They don't care if it causes you to miss goal. They will just tell you that you should have sold more to cover the negative reversals.
- You get no commission credit for patients whose insurance doesn't pay, who have no insurance at all, whose insurance plan doesn't cover the LifeVest, whose coverage for medical equipment is $0 or very limited. In summary, you will get paid on half to 2/3 of what you sell.
- Your business will depend greatly on your clinical team. This team is not valued or respected by Zoll. They are considered dispensable, replaceable, and are not treated well. They turnover quickly and you are constantly having to recruit and train new ones.
- The management of this company is practically inbred. Outside talent is not welcomed. Anyone new that comes in, leaves quickly. 3 VPs have been lost in the last year, all from outside the company. This company operates in a manner that is very outside industry norms.
- Different opinions are not welcome here. If you rightly identify a problem, the odds are you will be told you are the only one having the problem and to stop making excuses.
- The turnover rate here is 50%. Zoll is proud of this. They think they are weeding out weak reps. (Even those that have had tremendous success whose goals are simply raised to high to reach.)
I would add to this that they change their policies at the daily whim of whoever is currently making decisions, and it is a constant disruption to patient fittings, doctors orders, customer interactions, etc. It is no exaggeration to say that Zoll DOESN'T CARE about how customers feel about the product or service. Their SOLE focus is their internal process and everyone is forced to revolve around them. The patient and customer are put last on the list of priorities.
