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Great post!!  You nailed it to a T!  It is such a bad business model and compensation plan for the reps.  It's no fun relying on chance for disposable sales, especially when the company isn't posting accurate sales.  Selling contracts is for former pharma reps.  Selling equipment is for the real medical sales reps.  You won't find real equipment sales at Nellcor.  It's painful to see such lazy, soft sales done by most of the ex pharma reps at Nellcor.  There is no drive whatsoever.  It's a marketing position, which aligns with the marketing-driven company culture.  Pharma all the way, very disappointing for a "medical device" company.  Nellcor should take some notes from the companies hiring ex college and pro athletes along with a sales-driven culture, not marketing.