Overlay reps

Quote






Anonymous said:
The only reason you are complaining is now you are forced to be accountable. News flash. Its not changing. So embrace the new culture or do us all a favor and leave. KK, PS and FO have come from successful companies. You are an silly to think that you know more than these people whom have ran numerous sales forces previously.

I hate to break it to you but the overlay/pod system works very well for Pharma. The high Frequency model is something that has been proven to work. Customers don't care one way or another. This is a model they are used to and has proven to be very successful for reps that are team players. After a few weeks here its clear Shire lacks team players. I see a bunch of old, bitter and spoiled reps who have spent their entire careers working for one Pharmaceutical company. Most are afraid of change and growth and would rather sit in the corner crying instead of doing something about it. If you are not a team player or don't like the direction the company is going than time to move on. Maybe you can transfer into a regular core territory.
Click to expand...


Well said! So true!
 






Hahahahahahahahaha spoken like a true naive rookie who can't function without a "team". Pure B.S., you big baby.
If you can't stand on your own two feet you don't belong in sales.
Why do you think big pharma is becoming smaller, dumping reps left and right.....no need for them. Drs are sick of reps, especially 2,4,6 reps from the same company telling him the same old story. Whatever you call it...overlay, mirror, pod, etc. it's all the same. A bunch of second rate reps that need the crutch and security of others.
Grow up, get your right thumb out of your mouth and your left out of your butt, suck it up and go to work on your own.
 






Anonymous said:
Apparently KK, PS, FO and every other multi billion dollar pharma company disagrees with you. Can you argue with those most prescribed medications list which happen to have been effectively sold and launched by pods? If you have only sold in a solo system maybe YOU don't know how effective it can be? Even Michael Jordan admits he needed the help of a team to win championships. You wouldn't survive one day at Pfizer. The company went out and recruited most overlays if not all from big pharma for a reason. In my training class every rep hired with the exception of 1 had come from a team selling environment. I don't think the long term strategy is changing.
Click to expand...

Every drug in Pfizer's bag was pre- sold by solo reps very successfully. Lipitor, Celebrex, etc.
the hoard of reps didn't add much. Team means weakness. All Jordan needed was someone to give him the ball, he did the rest.
The Pharma model has been broken and will be gone sooner than you think. E- marketing and monkeys will soon take your job.
 












Anonymous said:
Advair is sold to pediatics and as a steroid has the same growth suppression warnings. Is also linked to death in pediatric patients and other cardiovascular events.
Click to expand...

Good point. However Vyvanse is unique in that it is a controlled substance that has potential for abuse, dependence as well as growth suppression.
Pushing controlled substances on Pediatricians could be viewed very differently than pushing Advair.
Increasing reps and call frequency on Pediatricians when you are promoting a controlled substance could be construed as questionable business ethics.
 






Anonymous said:
Apparently KK, PS, FO and every other multi billion dollar pharma company disagrees with you. Can you argue with those most prescribed medications list which happen to have been effectively sold and launched by pods? If you have only sold in a solo system maybe YOU don't know how effective it can be? Even Michael Jordan admits he needed the help of a team to win championships. You wouldn't survive one day at Pfizer. The company went out and recruited most overlays if not all from big pharma for a reason. In my training class every rep hired with the exception of 1 had come from a team selling environment. I don't think the long term strategy is changing.
Click to expand...

The reason most in your training class is from pods is because they were miserable with 2, 3 or 4 overlaps and the idea of one or no overlap was far better. Also, many reps in big pods know their days are numbered because downsizing is a looming reality. Also, no one that has their own territory would move to a company where they had to share a territory unless they hated their manager or knew their days were numbered.
Nothing wrong with any of that.

Also, Pfizer has not done any large scale expansions in many years. They eliminated all large pods.

Vyvanse is considered highly successful and for the past 8 years was never sold by a Pod. Can you argue against that?

Finally, Comparing Michael Jordan to what we do? Need to work on your power of persuasion. That analogy falls flat.
 






The problem is not overlay reps. The problem is the target lists. Reps should be given some latitude to make business decisions in their territory. Being an active participant in business decisions allows people ultimate responsibility and accountability.

If reps do not understand that their biggest volume customers have the most potential and need the most attention than Shire management needs to be accountable for hiring people with no business acumen.

Most reasonable reps know who their biggest volume customers are. And most reasonable reps know which of their customers are frequency sensitive, have growing practices, have declining practices, have managed care advantags or disadvantages. Given that, these endless target lists are not really helpful.

It seems that either Shire management does not believe the majority of the sales force has business acumen or is not interested in allowing the sales force to exercise business decisions for their territory. Or the majority of our sales force really would have no clue to call on if they were not given a list and how to guide.

Either way, as a Shire rep, I am in one of two scenarios. I am being managed by people who are inept or I am surrounded by fellow reps who are inept.
 






Anonymous said:
Good point. However Vyvanse is unique in that it is a controlled substance that has potential for abuse, dependence as well as growth suppression.
Pushing controlled substances on Pediatricians could be viewed very differently than pushing Advair.
Increasing reps and call frequency on Pediatricians when you are promoting a controlled substance could be construed as questionable business ethics.
Click to expand...

All previous stimulants with the exception of adderral xr were promoted by POD sales reps all pushing controlled substances on Pediatricians. Vyvanse is not Unique. Concerta was promoted by Ortho Mcneil to Pediatricians successfully by a POD. Medadate CD promoted to pediatricians in a mirror (2 rep system) by UCB and Innovex. Focalin XR promoted in a pod to pediatricians by Novartis. Ritalin promoted by Novartis to Peds in a POD.
 






Anonymous said:
The problem is not overlay reps. The problem is the target lists. Reps should be given some latitude to make business decisions in their territory. Being an active participant in business decisions allows people ultimate responsibility and accountability.

If reps do not understand that their biggest volume customers have the most potential and need the most attention than Shire management needs to be accountable for hiring people with no business acumen.

Most reasonable reps know who their biggest volume customers are. And most reasonable reps know which of their customers are frequency sensitive, have growing practices, have declining practices, have managed care advantags or disadvantages. Given that, these endless target lists are not really helpful.

It seems that either Shire management does not believe the majority of the sales force has business acumen or is not interested in allowing the sales force to exercise business decisions for their territory. Or the majority of our sales force really would have no clue to call on if they were not given a list and how to guide.

Either way, as a Shire rep, I am in one of two scenarios. I am being managed by people who are inept or I am surrounded by fellow reps who are inept.
Click to expand...

With the target lists Shire has increased frequency on your highest volume targets. It sounds like they agree with you that these are the most important customers. So what's wrong with the list?
 






Anonymous said:
Hahahahahahahahaha spoken like a true naive rookie who can't function without a "team". Pure B.S., you big baby.
If you can't stand on your own two feet you don't belong in sales.
Why do you think big pharma is becoming smaller, dumping reps left and right.....no need for them. Drs are sick of reps, especially 2,4,6 reps from the same company telling him the same old story. Whatever you call it...overlay, mirror, pod, etc. it's all the same. A bunch of second rate reps that need the crutch and security of others.
Grow up, get your right thumb out of your mouth and your left out of your butt, suck it up and go to work on your own.
Click to expand...

The bottom line is if you don't work well with others, it's time to move on. Nothing is changing. I spoke with both PS and KK at the launch meeting and the feel very strongly that this type of team selling works. Just because I was successful in a team environment doesn't mean I won't be successful in a solo environment. Sales is sales and with a team selling environment you will find even more pressure. Everyone still expects to be successful. If you are not performing your POD mates will rat you out very quickly. POD makes everyone accountable for the numbers, every day. If you have a bad year, the fingers start to point. Unlike a solo environment where you can blow it off, that is not the same when you have a team of sales people all paid by performance.
 






Anonymous said:
It's not true. These new overlay reps think they know it all. The overlays were put in areas where a rep was laid off 2 years ago. That is it. I agree that we should have never downsized but they should have just restructured to solo territories. If all you've ever known is "POD" selling then you have no idea how effective solo territories can be.
Click to expand...

I don't pretend to know everything but what I do know is how to be successful in a team selling environment. I know how to work with others and I don't sit in the corner crying about things I can't change.
 






Anonymous said:
Put yourself in the shoes of the company. You have a territory with a declining or flat market share. You have what you consider to be a good rep but they can only reach 20% of the physicians regularly. Would you leave it as is and watch it continue to decline or would you add more muscle? 8 years is still considered new in the pharmaceutical world. Big pharma has successfully sold drugs that were 10-20+ years old with this overlay system. It works. It's been proven. It works even better for products that have a heavy generic market. Look beyond what the physician says and look more at what his market share is saying. If he has a market share of less than the national average or his market share is declining, do they really value your product?

Synthroid, Abilify, Nexium, Humira, Crestor, Lipitor, Cymbalta, Advair, Copaxone, Enbrel, Viagra, Lyrica, etc. Are all drugs sold under a POD or team selling system. These just happen to be the most prescribed drugs in the US. Coincidence?
Click to expand...

Vyvanse is in the top 10 most prescribed drugs for 2014 with no overlays. Maybe get your facts straight before commenting
 






Job Sharing does not increase accountability.
There are mediocre to poor reps and managers everywhere. Shire has these individuals. they can be longtime Shire employees or newer to Shire. Low performing reps previously were only the problem of managers. Now low performing reps are the problem of the reps who have to share a workload with them.

Shire will lose high performing reps who find it unsatisfactory to job share with poor performers.
 












Anonymous said:
I don't pretend to know everything but what I do know is how to be successful in a team selling environment. I know how to work with others and I don't sit in the corner crying about things I can't change.
Click to expand...

You people are all nuts. NOT ONE of our customers wants multiple reps selling the same product or do they want "forced frequency". Its this activity that ruined the industry and closed off access. So much for "Customer Based Selling!"
 






Anonymous said:
I don't pretend to know everything but what I do know is how to be successful in a team selling environment. I know how to work with others and I don't sit in the corner crying about things I can't change.
Click to expand...

Who is crying? Shire is crying that they can't see top docs enough. That tells me we have stupid, lazy reps. Answer, let's use two reps to do the job of one. Access has deteriorated because too many duplicate reps are calling on same offices.

We'll be bought soon and well all be dumped, so whatever. With what we have to sell and the weak leadership we have, our days are numbered. Team selling isn't going to save us.
 






Anonymous said:
Who is crying? Shire is crying that they can't see top docs enough. That tells me we have stupid, lazy reps. Answer, let's use two reps to do the job of one. Access has deteriorated because too many duplicate reps are calling on same offices.

We'll be bought soon and well all be dumped, so whatever. With what we have to sell and the weak leadership we have, our days are numbered. Team selling isn't going to save us.
Click to expand...

Logically stated.
 






Anonymous said:
All previous stimulants with the exception of adderral xr were promoted by POD sales reps all pushing controlled substances on Pediatricians. Vyvanse is not Unique. Concerta was promoted by Ortho Mcneil to Pediatricians successfully by a POD. Medadate CD promoted to pediatricians in a mirror (2 rep system) by UCB and Innovex. Focalin XR promoted in a pod to pediatricians by Novartis. Ritalin promoted by Novartis to Peds in a POD.
Click to expand...

And Adderall XR and Vyvanse have kicked their ass with no POD so what is your point exactly????? Your argument weakens by the minute...
 






Anonymous said:
Apparently KK, PS, FO and every other multi billion dollar pharma company disagrees with you. Can you argue with those most prescribed medications list which happen to have been effectively sold and launched by pods? If you have only sold in a solo system maybe YOU don't know how effective it can be? Even Michael Jordan admits he needed the help of a team to win championships. You wouldn't survive one day at Pfizer. The company went out and recruited most overlays if not all from big pharma for a reason. In my training class every rep hired with the exception of 1 had come from a team selling environment. I don't think the long term strategy is changing.
Click to expand...

Um, so why is the industry pulling away from POD selling? Your argument is weak.....and the fact that you mention MJ in this conversation shows your caliber....
 






Top Bottom
Back
Quote