The reality is nothing has changed (yet) from last year. The only difference is they (they meaning the comp committee) got it wrong. Reps simply aren't making any money. That is why people are looking to leave in mass exodus. Hologic and Senorx are not taking share like they would have you think...in fact it's not a ton of lost business, its just business is down. A lot of small centers that were around $50K accounts are now $10K...and those add up.
Years ago they would have admitted they (JNJ) got the forecast wrong, shifted targets down, and kept pushing forward. Now, it feels like an environment of failure and morale is destroyed. Having 90% of your sales force making just base is not a good direction for the company. Tom D. and KC may want us all out so they can start fresh. Who knows.
My advice to the reps is to hang in there and hope for a change, keep looking for new accounts to set yourself up for next year, and stay positive. There are products in the pipe...just gotta hang tight. There is still business out there to be had. Don't let the current pay plan hurt your ego. Your are mostly still all very solid reps, just stay up and get some new accounts, that's all we can really try to do. A great rep doesn't really care what the product is, he/she simply sells the product given.
Nothing wrong with keeping a resume ready...but start working like you lost a job and need one and you may find that spark you need.
Hologic may have some products, but they are really not that good. Just find a way to win!
