Manager Competencies

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Oh, Come on! My manager is incredible. He demonstrates that every time he's with me, usually by telling me how much better I could have done things. Of course, I have yet to see him actually change anyone's behavior for the better in over a year.

He really is the greatest, though, just ask anyone.
 


















easy to find out. on your next field ride say: "It would really be helpful for me to observe the exact competencies you want. On these next few calls would you model these behavious with customers?" Hand your manager the computer and watch them trip over themselves backpedeling away from doing any real selling.
 






Anonymous said:
easy to find out. on your next field ride say: "It would really be helpful for me to observe the exact competencies you want. On these next few calls would you model these behaviors with customers?" Hand your manager the computer and watch them trip over themselves backpedaling away from doing any real selling.
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Be careful of what you ask for. Some managers are actually pretty good reps themselves and you may be surprised. I had one that can sell as good, if not better than many reps.
 












my point exactly. My first merck manager was himself an excellent rep. but kinda liked to hear things said "his way." At the beginning of the day I would ask: "How is everyone saying...xyz?" Or how would you...?" Boom. He'd give me his detail, I'd say it all day long and would recieve great trip reports. My second manager was an incompetent rep. and an incompetent manager. She would refuse the exercise, get all huffy and then try to threaten and bully me. When she calmed down, I'd order coffee and ask to go through (again) the competencies and her expectations. Tediously again and again before and after each call and we'd come to an understanding. It was like getting your teeth cleaned and we'd only make 2-3 calls a day, versus the "good" manager which would observe a normal day of 8-10. You'll never know how good a manager you have until you get a really bad one. On a field ride most reps think that the point of the day is to showcase their skills, sell and actually get something acomplished. Sadly at merck this is not the case. You are there to stroke your managers ego, make them feel "value" (?) and check the box(s). It's to your advantage to make as few calls as possible that day by eating up time sucking up and making them feel that they are the greatest coach merck has ever produced.
 






























very difficult to say. the position itself is obsolete. admin. work is all automated. managers don't do programs. I remember a few years ago when they were assigned some "key" accounts to call on and of course they ignored it and never darkened the door of any account. They don't hire anyone any more. Most will assign training and meetings, so on to tenured reps as part of "career devlopment". The job has been regulated down to doing evaluations and we all know how that's going. managers will usually pick a couple of reps they don't like in the district to put on pips so they can "demonstrate" some "value." Do away with the position all togather. give the admin. work to S3's, hire some regional trainers to do district meetings and ride alongs. That would eliminate the ramapant favoritism seen in most districts. Many managers are making upwards of a quarter million and actually do very little. would save a ton of cash by axing the position.
 






Anonymous said:
very difficult to say. the position itself is obsolete. admin. work is all automated. managers don't do programs. I remember a few years ago when they were assigned some "key" accounts to call on and of course they ignored it and never darkened the door of any account. They don't hire anyone any more. Most will assign training and meetings, so on to tenured reps as part of "career devlopment". The job has been regulated down to doing evaluations and we all know how that's going. managers will usually pick a couple of reps they don't like in the district to put on pips so they can "demonstrate" some "value." Do away with the position all togather. give the admin. work to S3's, hire some regional trainers to do district meetings and ride alongs. That would eliminate the ramapant favoritism seen in most districts. Many managers are making upwards of a quarter million and actually do very little. would save a ton of cash by axing the position.
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great suggestion but it will never happen...makes way too much sense and afterall, this is Merck...managers most "valuable" function right now is to demoralize everyone (but especially older, more vulnerable reps) until they quit the company...somebody has to do the dirty work, and these parasites sell their souls to Merck for this purpose....Someday, I see Merck being all managers, with no one left to manage...amazing how they protect their own and eat the rest....
 






yep. that time is here. nae's.mgams,"process consultants,product managers" on and on and on.... all running around getting in the way of the one position (rep) that still interacts w/customers. what did shakespere say? "making a great noise...signifying...nothing"
 






sorry folks, no one wants to hear it but this is exactly were the cso model works. the manager doesn't hire you, hr or a regional recruiter does. the contract managers are all former big pharma managers, they know what they're doing and there is no time for cronyism or favortism, every one's there to make the client (not each other) happy and hit the metrics and sell. since the managers don't know you, they are much more objective on competencies, or the cso manager does all the admin. and the client manager spends time on territory management or selling and little to no time on box checking. most of these cso managers and sales people,by the way, are ex-bigpharma, with an experienced skill set. If you want to "outsource" sales, you might as well go all in and outsource district management as well.
 






Anonymous said:
great suggestion but it will never happen...makes way too much sense and afterall, this is Merck...managers most "valuable" function right now is to demoralize everyone (but especially older, more vulnerable reps) until they quit the company...somebody has to do the dirty work, and these parasites sell their souls to Merck for this purpose....Someday, I see Merck being all managers, with no one left to manage...amazing how they protect their own and eat the rest....
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Dont know anybody who wouldn't be amazed to see the demoralized take their experience and walk away. Vulnerable older reps were once highly valued, not now...that's sad.
 






Anonymous said:
sorry folks, no one wants to hear it but this is exactly were the cso model works. the manager doesn't hire you, hr or a regional recruiter does. the contract managers are all former big pharma managers, they know what they're doing and there is no time for cronyism or favortism, every one's there to make the client (not each other) happy and hit the metrics and sell. since the managers don't know you, they are much more objective on competencies, or the cso manager does all the admin. and the client manager spends time on territory management or selling and little to no time on box checking. most of these cso managers and sales people,by the way, are ex-bigpharma, with an experienced skill set. If you want to "outsource" sales, you might as well go all in and outsource district management as well.
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What you are saying is...... pharma managers, your new job will soon be CSO!
Salary of a rep again.....dont let that ego be a hurtin?
 






First your considered a top rated rep, next year you take a demoralizing drop down the crapper. One fast swoop to the dog pile, the result of endless pages of mind numbing competencies and red inked rankings. What BS is this? Former great now PIP flunky, or skilled pro with cruel and unusual obstacles. No thought needed.
 






Anonymous said:
yep. that time is here. nae's.mgams,"process consultants,product managers" on and on and on.... all running around getting in the way of the one position (rep) that still interacts w/customers. what did shakespere say? "making a great noise...signifying...nothing"
Click to expand...

mgams and solutions consultants are jobs that reps with marketing skills can perform.....easily.
 






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