Novartis Rumors

[anonymous]

Get ready for the launch of new field based competencies and skills. If your numbers aren’t good, it will be correlated to a need to improve your skills. This way you can be put on a plan of action or performance plan if you aren’t at goal but it won’t be directly related to your goal-they will say it’s a skill issue. Very smart thinking Novartis! People get ready to start documenting every single damn data issue you come across. We have them in every business unit in the company.

I don't work at Novartis but another big pharma company. The same thing is happening at our company and from what I'm hearing from colleagues at all companies!!! What the hell is going on here? It's like there's a consulting company that all the pharma companies use and they have told them all the same thing. These metrics are insane and we will be forced to lie about our activity. Why would they want a database full of lies? The goal is to sell drug not enter data and chase metrics. We are all exhausted chasing these calls, programs, exhibits, etc only to be told we need to work on our skills (knowledge), etc. Did it ever occur to companies that they need to work on their pipeline development???? What about novel therapies that show differentiation? There is only so much a sales rep can do out there. Ridiculous!

 

[anonymous]

I don't work at Novartis but another big pharma company. The same thing is happening at our company and from what I'm hearing from colleagues at all companies!!! What the hell is going on here? It's like there's a consulting company that all the pharma companies use and they have told them all the same thing. These metrics are insane and we will be forced to lie about our activity. Why would they want a database full of lies? The goal is to sell drug not enter data and chase metrics. We are all exhausted chasing these calls, programs, exhibits, etc only to be told we need to work on our skills (knowledge), etc. Did it ever occur to companies that they need to work on their pipeline development???? What about novel therapies that show differentiation? There is only so much a sales rep can do out there. Ridiculous!

It's all a big game. Fighting or marching pay the same, so figure out a way "to play the game" or you will get "played by the game."

Yes, it has gotten completely ridiculous, so you have a decision to make...Do I play the game?...or do I get completely spun out by the requests and demands and complain about everything? Just know that when the company isn't hitting their insane, unreasonable goals and quotas, the only thing you can truly measure is activity (calls, programs, exhibits).

 

[anonymous]

Get ready for the launch of new field based competencies and skills. If your numbers aren’t good, it will be correlated to a need to improve your skills. This way you can be put on a plan of action or performance plan if you aren’t at goal but it won’t be directly related to your goal-they will say it’s a skill issue. Very smart thinking Novartis! People get ready to start documenting every single damn data issue you come across. We have them in every business unit in the company.

Leqvio, literally, has no numbers (save the handful of B&B accounts they have nationally). They are too cheap to buy physician-level A.I.C. data (where 70%of the demand is driven), so nobody really knows how they are doing.
Without endless spreadsheets and metrics to attack you with, they don't have any real foundation to start firing Leqvio-leads (not that they need one).
It is extremely difficult to use performance as a pretext for dismissal when they cannot put any empirical data in front of you to back it up, so they'll resort to calls per day, FTO's, e-mails sent, etc.

 

[anonymous]

I don't work at Novartis but another big pharma company. The same thing is happening at our company and from what I'm hearing from colleagues at all companies!!! What the hell is going on here? It's like there's a consulting company that all the pharma companies use and they have told them all the same thing. These metrics are insane and we will be forced to lie about our activity. Why would they want a database full of lies? The goal is to sell drug not enter data and chase metrics. We are all exhausted chasing these calls, programs, exhibits, etc only to be told we need to work on our skills (knowledge), etc. Did it ever occur to companies that they need to work on their pipeline development???? What about novel therapies that show differentiation? There is only so much a sales rep can do out there. Ridiculous!

Wow that’s so interesting! You’re right it’s probably some consultant company that is selling Pharma companies on how to hold reps accountable for skill enhancement but correlate a need of skill improvement to low sales performance. Genius

 

[anonymous]

Ramp up the field rides WTF. Our manager is out 4 days a week. Are they going to start weekend field rides.

these managers are worthless hacks. A good manager and one w/ integrity and character would be realistic and realize it’s all a game a w/w would / should be easy breezy since they know it’s all BS. But they don’t they pretend like they know how to sell and coach. There’s nothing to coach!! But they do. They could do any better in the environment but they again pretend that they have all this wisdom. They are all worthless.

 

[anonymous]

It's all a big game. Fighting or marching pay the same, so figure out a way "to play the game" or you will get "played by the game."

Yes, it has gotten completely ridiculous, so you have a decision to make...Do I play the game?...or do I get completely spun out by the requests and demands and complain about everything? Just know that when the company isn't hitting their insane, unreasonable goals and quotas, the only thing you can truly measure is activity (calls, programs, exhibits).

I see your point, but I disagree with part of it. You can, in most circumstances, measure sales performance. There are arguments to be made that data capture is universally flawed, but at least most companies at least take a shot at it.
Novartis isn't even trying. It has been nine months and nobody has any real idea how their territory is performing with Leqvio.
Sure, the company is performing miserably, but not every territory is (at least as far as we know).
Yes, you can quantify secondary metrics, but to purposefully withhold sales data is insane. That will drive people to give up/quit faster than the idiotic metrics will.

 

[anonymous]

I see your point, but I disagree with part of it. You can, in most circumstances, measure sales performance. There are arguments to be made that data capture is universally flawed, but at least most companies at least take a shot at it.
Novartis isn't even trying. It has been nine months and nobody has any real idea how their territory is performing with Leqvio.
Sure, the company is performing miserably, but not every territory is (at least as far as we know).
Yes, you can quantify secondary metrics, but to purposefully withhold sales data is insane. That will drive people to give up/quit faster than the idiotic metrics will.

We don't measure true sales performance. We measure performance based upon a given goal. Which may or not be a good goal. To measure true sales performance you take a baseline (for example what you did 6 months ago) and then force rank everyone in 50% percent growth and 50% volume growth to that baseline. Ultimately we are paid to grow the business but we measure performance based upon hitting (or not hitting a goal).

An no measuring sales performance based upon a "goal" isn't the same thing- its not even close. I've worked as a manager, a rep and in operations.

 

[anonymous]

I’ve done all three jobs as well and we will never ever measure true sales performance in Pharma using mid level rx data. Even with biologics and buy and bill there are some pharmacies who don’t report, actually many of them, especially if you sell pills. Combine that with the fact that we buy a cheap level of data and you never get an accurate prescription. Which is why historically it’s been very difficult to get rid of sales based on numbers. I’m sure all of us have an example of an issue we uncovered or know of someone who has. Hence, in my opinion, why the company is rolling out these new rep and manager competencies. Bad sales performance? Well you must be performing below expectations in terms of competencies. Much easier to get people on action plans and get rid of them when it’s a “skill” issue

 

[anonymous]

I’ve done all three jobs as well and we will never ever measure true sales performance in Pharma using mid level rx data. Even with biologics and buy and bill there are some pharmacies who don’t report, actually many of them, especially if you sell pills. Combine that with the fact that we buy a cheap level of data and you never get an accurate prescription. Which is why historically it’s been very difficult to get rid of sales based on numbers. I’m sure all of us have an example of an issue we uncovered or know of someone who has. Hence, in my opinion, why the company is rolling out these new rep and manager competencies. Bad sales performance? Well you must be performing below expectations in terms of competencies. Much easier to get people on action plans and get rid of them when it’s a “skill” issue

Come on, managers don’t want to go thru the pip process to get rid of reps. It is a big pia for managers. Wake up! There is no need to deal with a pip when the company is transforming and will lay off who ever they want.

 

[anonymous]

I don't work at Novartis but another big pharma company. The same thing is happening at our company and from what I'm hearing from colleagues at all companies!!! What the hell is going on here? It's like there's a consulting company that all the pharma companies use and they have told them all the same thing. These metrics are insane and we will be forced to lie about our activity. Why would they want a database full of lies? The goal is to sell drug not enter data and chase metrics. We are all exhausted chasing these calls, programs, exhibits, etc only to be told we need to work on our skills (knowledge), etc. Did it ever occur to companies that they need to work on their pipeline development???? What about novel therapies that show differentiation? There is only so much a sales rep can do out there. Ridiculous!

Boston Consulting Group (BCG).

 

[anonymous]

Boston Consulting Group (BCG).

So what is Boston consulting group proposing to these companies / some 1990’s reach and frequency equals more sales formula? Would love some
Insight

 

[anonymous]

I don't work at Novartis but another big pharma company. The same thing is happening at our company and from what I'm hearing from colleagues at all companies!!! What the hell is going on here? It's like there's a consulting company that all the pharma companies use and they have told them all the same thing. These metrics are insane and we will be forced to lie about our activity. Why would they want a database full of lies? The goal is to sell drug not enter data and chase metrics. We are all exhausted chasing these calls, programs, exhibits, etc only to be told we need to work on our skills (knowledge), etc. Did it ever occur to companies that they need to work on their pipeline development???? What about novel therapies that show differentiation? There is only so much a sales rep can do out there. Ridiculous!

 

[anonymous]

Boston Consulting Group (BCG).

BCG did the re-org because they have "deep experience in pharma organizational design" or so they told us. Field rep metrics/up-skilling thanks to "fresh blood" from GSK which shouldnt even be called "Big" pharma anymore as it circles the drain. There is likely another crappy consulting group like ZS etc. helping the big wigs in Jersey decide how to make our lives hell (or make us stronger) and save on severance