R&I PIP for targeted calls

Quote








Yes, managers have been directed to get rid of high base salary reps. This is being done by targeting reps and claiming that some callls on physicians are fake. Of course this was overlooked in the past if you were making your sales goals, but now it seems to be a tool to target older, high base salary reps.
 








Yes.TDFA reach and frequency targets is a big metric for HQ to CYA poor sales. Forces the field into a difficult situation on the definition of a call. If you don’t hit TDFA then PIP. If you hit TDFA to good then internal investigations for high salary underperforming representatives.
 




Whatever..... Would have to PIP the entire sales org if they are basing this on "fake calls". Targeting older reps that may or may not be compensated as a "high" earner can and should bring the Feds into the fray. Think EEOC. Just subpoenaing calls made by reps in the same district should be enough but have at it grabbing regional and national level calls and checking to see if fake calls are more the norm than the exception.
 




Top Bottom
Back
Quote