Ethicon Biosurgery

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Here is the deal....
Biosurgery legends no longer have the pull that kept this division separate from the other side of the Business.

That is why BS is now lame and moves as fast as the government when change is needed.

Biosurgery covered the bills and paid those of our sisters companies for YEARS! JNJ says...why not lump you into one big company.
So here we are...buttoned up tight, nodding yes at all commands, and proud to be the largest surgical company in the world (not something to brag about)...especially if the surgical world is ever changing and doing so quickly.
 


















Anonymous said:
Only problem now is that the "cats out of the bag" regarding how much we work. Everyone knows this is a contract game and we are relatively useless otherwise. It was a good run now we will have to start cross selling...
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My guess is the TL role is the future. Good reps in that role are worth their weight in gold. I left a month ago and work way less now. Contracts help for sure but a good rep can flip a competitive account
 






Anonymous said:
My guess is the TL role is the future. Good reps in that role are worth their weight in gold. I left a month ago and work way less now. Contracts help for sure but a good rep can flip a competitive account
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I agree that a solid TL that has the business acumen, product knowledge and relationships is key for the long term success of this current model. Where leadership needs to re-evaluate is who they are hiring for this role. TL's need to be tenured seasoned sales reps that have a solid understanding of their market and the industry.

Kip was right when he initially said the TL "would be the quarterback" on the team (we all know he has pulled back on that thought). They need to further define the role of the TL and they really should treat the role the same across the entire country.

-HBT
 












Anonymous said:
TL's are the wave of the future but let us be real - Kip doesn't know his ass from his elbow.
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There will always be TL's but also sales specialists. The problem is they are very different jobs that require different skills. TL's spend less time selling and more time setting up meetings and managing relationships. All good things but does not drive sales like a traditional sales rep.

TL's should have a higher base with low commission and make less overall than a sales specialist. They should also be aligned to more accounts. A sales specialist should make less base with higher variable and make more than the TL.
 






Anonymous said:
There will always be TL's but also sales specialists. The problem is they are very different jobs that require different skills. TL's spend less time selling and more time setting up meetings and managing relationships. All good things but does not drive sales like a traditional sales rep.

TL's should have a higher base with low commission and make less overall than a sales specialist. They should also be aligned to more accounts. A sales specialist should make less base with higher variable and make more than the TL.
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I agree with your assessment. I was a TL when I left. Regret leaving now. Anyway, The idea that the TL is the quarterback and doesn't sell as much but does more managing of relationships was a great idea. This couldn't have been further from the truth though when I was there. The TL usually has the broadest background in regards to training and carries the most product which mean you end up selling more than anyone. You have to because you have so much product. How can you not? I liked it though.

gyn role is worthless. biosurgery should have a small number of reps with large territories. Hbt is a good role but too many inc folks that don't know how to sell and don't have the product knowledge. Energy reps should be treated like the biosurgery reps
 






Anonymous said:
I agree with your assessment. I was a TL when I left. Regret leaving now. Anyway, The idea that the TL is the quarterback and doesn't sell as much but does more managing of relationships was a great idea. This couldn't have been further from the truth though when I was there. The TL usually has the broadest background in regards to training and carries the most product which mean you end up selling more than anyone. You have to because you have so much product. How can you not? I liked it though.

gyn role is worthless. biosurgery should have a small number of reps with large territories. Hbt is a good role but too many inc folks that don't know how to sell and don't have the product knowledge. Energy reps should be treated like the biosurgery reps
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Too many inc folks that don't know how to sell?? Really?? You do realize that "inc folks" took a HUGE paycut when everything changed right? They had super low bases and still made 200-350k year in and year out with 80% of comp coming from variable (sales)
 






Anonymous said:
Too many inc folks that don't know how to sell?? Really?? You do realize that "inc folks" took a HUGE paycut when everything changed right? They had super low bases and still made 200-350k year in and year out with 80% of comp coming from variable (sales)
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Apples and oranges. When you own 90% of the suture market and it is all tied to contracts I would argue that the Inc reps had the best sales job (in terms of income) but lack selling ability. Seriously doing a suture count and helping with inventory is a joke and other than having a firm understanding of suture codes you don't bring much to the table.

GYN - best quota, highest earning potential, worst job
Biosurgery - overpaid, drop them or add more to bag. The new inc rep. All contract driven.
TL - cry about too many products but actually don't sell all those products and try to push off to other reps. It is awesome to stay at home 50% of the time and claim "meetings"
HBT - lost sight of importance of bariatrc surgeons and loosing business nationally. To complex for all those nc reps that only want to count suture and don't know how to sell.
Energy - most arrogant group.always want help but not willing to support others sso's. Territories too big and nothing else in the bag to offset a loss to reprocessing.
 






Anonymous said:
Apples and oranges. When you own 90% of the suture market and it is all tied to contracts I would argue that the Inc reps had the best sales job (in terms of income) but lack selling ability. Seriously doing a suture count and helping with inventory is a joke and other than having a firm understanding of suture codes you don't bring much to the table.


This person does not have a clue about how inc worked. Having 90% of the suture business was all liability. You did not get paid for $3million in suture business. You had to hold that and grow (just like you do now). With the exceptions of the very rare contract related suture conversion, anyone that made $200k+ at Inc did so by selling.
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Anonymous said:
Anonymous said:
Apples and oranges. When you own 90% of the suture market and it is all tied to contracts I would argue that the Inc reps had the best sales job (in terms of income) but lack selling ability. Seriously doing a suture count and helping with inventory is a joke and other than having a firm understanding of suture codes you don't bring much to the table.


This person does not have a clue about how inc worked. Having 90% of the suture business was all liability. You did not get paid for $3million in suture business. You had to hold that and grow (just like you do now). With the exceptions of the very rare contract related suture conversion, anyone that made $200k+ at Inc did so by selling.
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seriously the job was a joke and most inc reps like myself agree. it was more about switching from one code we were not paid on to another that we were. i could work ten hours a week or forty and it made no difference.
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Anonymous said:
Anonymous said:
Apples and oranges. When you own 90% of the suture market and it is all tied to contracts I would argue that the Inc reps had the best sales job (in terms of income) but lack selling ability. Seriously doing a suture count and helping with inventory is a joke and other than having a firm understanding of suture codes you don't bring much to the table.


This person does not have a clue about how inc worked. Having 90% of the suture business was all liability. You did not get paid for $3million in suture business. You had to hold that and grow (just like you do now). With the exceptions of the very rare contract related suture conversion, anyone that made $200k+ at Inc did so by selling.
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Ha, such a tough "sell", one true competitor with inferior product vs. Ethicon suture which is and will always be gold standard of suture. Please don't tell me that the Ethicon brand and reputation doesn't carry weight and doesn't help aid your impeccable "sales" skills.
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Inc reps also sold hernia which by evidence of former endo reps numbers is a "sale" they can't seem to be able to master.
Seriously hernia is one of the toughest products we sell since contracts mean nothing.

That is why Inc reps made so much money
 






Anonymous said:
Inc reps also sold hernia which by evidence of former endo reps numbers is a "sale" they can't seem to be able to master.
Seriously hernia is one of the toughest products we sell since contracts mean nothing.

That is why Inc reps made so much money
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TL here in full disclosure. Why don't all of you shut the f up! Go to any board on this site and you'll read the same bullshit about how nobody can sell. Here is a news flash for you asswipes, you guys saying this must be young in your sales career and still believe your tough. Big shit walking in and challenging customers and closing business. Eat what you kill type of mentality. You guys are so gay. Here is what I have learned after 20 years of sales. Show up consistently, be nice to everyone, know your product, and do what you say. Leave the bravado bs at home
 






Anonymous said:
TL here in full disclosure. Why don't all of you shut the f up! Go to any board on this site and you'll read the same bullshit about how nobody can sell. Here is a news flash for you asswipes, you guys saying this must be young in your sales career and still believe your tough. Big shit walking in and challenging customers and closing business. Eat what you kill type of mentality. You guys are so gay. Here is what I have learned after 20 years of sales. Show up consistently, be nice to everyone, know your product, and do what you say. Leave the bravado bs at home
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must be a previous inc rep with all contracted hospitals... try your approach in a cov hospital and let me know how that goes with winning over the endo business. If you have not noticed we are getting our ass handed to us from i-drive, life cell, applied, thunderbeat (yeah they are actually taking share), and cov energy. You think this is done by never closing for the business? You can show up all day long and be the nice guy but if you never ask for the business you might as well never show up at all.
 






Anonymous said:
must be a previous inc rep with all contracted hospitals... try your approach in a cov hospital and let me know how that goes with winning over the endo business. If you have not noticed we are getting our ass handed to us from i-drive, life cell, applied, thunderbeat (yeah they are actually taking share), and cov energy. You think this is done by never closing for the business? You can show up all day long and be the nice guy but if you never ask for the business you might as well never show up at all.
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nope. former full line endo rep here. I never said you don't have to close. I was just making the point that everyone always thinks they are better salespeople than anyone else
 






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