- RTBKPL Jan 19, 2011 at 09:13: AM
RTBKPL
Member
From what I understand from one of my former counterparts, the lunches and evening programs are going by the wayside. Seems that doctors don't want their participation in such events to be made public creating the appearance of being bought by Pharma and who can blame them? Now reps will need to find a way to make progress during those short hall encounters while the physician is signing for samples. I additionally understand that reps are now almost totally required to "read" from the sales aid and not deviate from the contents therein. Brilliant.
What in the hell is management thinking? I understand that certain regulations place restrictions on what can and can't be done but it would appear to this observer that the interpretation of these regulations is what's causing the problem. In many if not most cases the mere display of a sales aid will make a physician turn and depart the pattern. Reps should be trained to and allowed to "wing" it, presenting the same information but without the foolish maneuvers which cause the sale call to fall apart. I frequently used a visual aid on a call but did so as discretely as possible. It can be helpful but it can be a hinderance too. While I am confident that most FLM's will applaud this new approach, they do so only so as to appear to be toeing the company line. To do otherwise is to put one's self in peril, believe me, I know and therein lies the problem. The boys at the top never get the straight word on the realities of sales at the very basic level. I remember very distinctly an encounter with an RD who claimed to have never heard the problems we had been voicing to FLM's. There needs to be a clear and easily accessed avenue for sales to communicate with the upper echelon the truth, the whole truth and nothing but the truth. I am afraid though that the boys at the top don't want to hear it. Welcome to the classic stall, spin, crash on final approach. When low, slow and stupid come together it spells disaster.
While changes are occurring in other companies, it doesn't appear that they have gone as far as Novartis in their restrictiveness. Perhaps the recent losses in court, the CIA's and other slaps on the wrists have caused Novartis to be gun shy. On the other hand perhaps Novartis has become a leader at something, anticipating the next shoe to drop and avoiding the damage.
Well the coffee was great this morning and I feel I am making progress on my FAA exams. My "elderly" mind does not seem to absorb the knowledge as easily as it once did but at least I truly love what I am studying, although the fundamentals of instruction seems a bit over the top and in my opinion does not lend itself well to inflight teaching.
I hope all of you who have remained at Novartis can weather the coming storms and survive as long as I did. Agree with whatever you are told, stay on the manager's good side, take full advantage of your 401K, invest privately each month and prepare for the future. When the feces makes physical contact with the whirling blades of an electrically driven cooling device you will be ready.
Never let the bastards get you down.
RTBKPL
What in the hell is management thinking? I understand that certain regulations place restrictions on what can and can't be done but it would appear to this observer that the interpretation of these regulations is what's causing the problem. In many if not most cases the mere display of a sales aid will make a physician turn and depart the pattern. Reps should be trained to and allowed to "wing" it, presenting the same information but without the foolish maneuvers which cause the sale call to fall apart. I frequently used a visual aid on a call but did so as discretely as possible. It can be helpful but it can be a hinderance too. While I am confident that most FLM's will applaud this new approach, they do so only so as to appear to be toeing the company line. To do otherwise is to put one's self in peril, believe me, I know and therein lies the problem. The boys at the top never get the straight word on the realities of sales at the very basic level. I remember very distinctly an encounter with an RD who claimed to have never heard the problems we had been voicing to FLM's. There needs to be a clear and easily accessed avenue for sales to communicate with the upper echelon the truth, the whole truth and nothing but the truth. I am afraid though that the boys at the top don't want to hear it. Welcome to the classic stall, spin, crash on final approach. When low, slow and stupid come together it spells disaster.
While changes are occurring in other companies, it doesn't appear that they have gone as far as Novartis in their restrictiveness. Perhaps the recent losses in court, the CIA's and other slaps on the wrists have caused Novartis to be gun shy. On the other hand perhaps Novartis has become a leader at something, anticipating the next shoe to drop and avoiding the damage.
Well the coffee was great this morning and I feel I am making progress on my FAA exams. My "elderly" mind does not seem to absorb the knowledge as easily as it once did but at least I truly love what I am studying, although the fundamentals of instruction seems a bit over the top and in my opinion does not lend itself well to inflight teaching.
I hope all of you who have remained at Novartis can weather the coming storms and survive as long as I did. Agree with whatever you are told, stay on the manager's good side, take full advantage of your 401K, invest privately each month and prepare for the future. When the feces makes physical contact with the whirling blades of an electrically driven cooling device you will be ready.
Never let the bastards get you down.
RTBKPL