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POSITIVE TENSION

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anonymous

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How has it worked in your territory?
Have you tried it and given it a chance? Is it working? Or, is it just a useless tool sold to management and training?
What has been your experience?
Please be serious and professional in your feedback.
 




anonymous said:
How has it worked in your territory?
Have you tried it and given it a chance? Is it working? Or, is it just a useless tool sold to management and training?
What has been your experience?
Please be serious and professional in your feedback.
Click to expand...

It’s dumb ... good reps already do it now it’s just given a name and a spreadsheet so you plan it all out
 
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Useless overall. Talk to your customers, know every aspect of your geography and be a clinical expert. Provide value and challenge your customers when necessary after you have earned that right. Those efforts will produce results as they do in every other industry outside of pharma.
 
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anonymous said:
This is why this goofy company is doing PT. They think it's the sales model of the future. https://hbr.org/2011/09/selling-is-not-about-relatio
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The future? This idiotic sales “model” is older than dirt. Why do people hate car salespeople?
Why have many doctors closed their doors?
In this business, relationships are vital to success. They need to be built on mutual trust and respect.
PT is the opposite.
 




anonymous said:
Useless overall. Talk to your customers, know every aspect of your geography and be a clinical expert. Provide value and challenge your customers when necessary after you have earned that right. Those efforts will produce results as they do in every other industry outside of pharma.
Click to expand...

Exactly. Pharma is NOT sales. It’s mutual trust and respect.
 








OMG. I can't believe Novartis is still using the Positive Tension bullS**t. They introduced this model to us in the late 90's and it was a complete failure. That is so funny that they've dug up this turd and are making you guys act like used car salesman. Our salesforce nearly rioted after they rolled this out. After nearly 20 yrs in the industry, I can say this model may be the worst. Don't do it, you're docs will hate you.
 




anonymous said:
The future? This idiotic sales “model” is older than dirt. Why do people hate car salespeople?
Why have many doctors closed their doors?
In this business, relationships are vital to success. They need to be built on mutual trust and respect.
PT is the opposite.
Click to expand...
My ABL told me my relationships are hurting me in offices. How’s that for a gem. Meanwhile, he just stands there all awkward.
 
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anonymous said:
My ABL told me my relationships are hurting me in offices. How’s that for a gem. Meanwhile, he just stands there all awkward.
Click to expand...

I seriously question the qualifications to be an ABL. They seriously bring no value at all and you would think that one important qualification would be the ability and desire to better the business including the perception of NVS as a business partner w/ healthcare providers but somehow they do the exact opposite.
 




This is how bad Novartis hires ABLs. I have 12 years experience in disease state with the same customers. Great relationships and always done well. New ABL starts with no experience in disease state but a long time Novartis employee. Within 3 months after starting he tried to change the way my team and I interacted with the Docs. Needless to say it was a mistake. Docs were not happy. I left soon after and most of the team had turnover at least once or more in 2 years after he was hired. Novartis is a bad company with poor management.
 




anonymous said:
This is how bad Novartis hires ABLs. I have 12 years experience in disease state with the same customers. Great relationships and always done well. New ABL starts with no experience in disease state but a long time Novartis employee. Within 3 months after starting he tried to change the way my team and I interacted with the Docs. Needless to say it was a mistake. Docs were not happy. I left soon after and most of the team had turnover at least once or more in 2 years after he was hired. Novartis is a bad company with poor management.
Click to expand...

Poor management is almost to much credit.
 
















anonymous said:
It's just something we are doing so that ABLs can micromanage us on field rides... so they don't have to learn the disease state and actually contribute.
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The micromanagement her has gotten out of control. Just ridiculous.

And here is another tracker to fill out to give our out of touch RD something to look at.

Insane
 




one if the big problems w/ PT is that the ABLs themselves were one Relationship/Rapport detailers and now the think they can change into becoming this challenger. They cannot, so they cannot coach what they have never done, it’s the definition of insanity. They don’t get it because they were never it. It’s like the analogy of a Defensive Linemen now trying to be quarterback... can’t hsppen ever....
 




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