Restasis Contract Sales Force

[anonymous]

This is spot on. I couldn’t have said it better myself.

 

[anonymous]

The fact of the matter here is that the entry of a new product created noise around the disease state that grew the market roughly 20%. However, that sales force did not capitalize on the growth the way Allergan reps did. If they had, Xiidra would have had a 20% market share within a year or so versus still struggling almost 5 years later to maintain a 20% market share in most areas. We benefitted from much of their work to create excitement in the space, but we also continued to sell and take share.

Very few people in this thread have been insulting or rude about the green/contract reps. Most people do not think these reps are stupid, unnecessary, or a mistake. The main issue is that everyone- including the green reps themselves- were told they would be calling on lower volume doctors who showed potential to grow but not enough current volume to justify high activity for the red and blue reps. THAT IS THE ISSUE.

I believe at one time the entire sales force was told there would not be a situation where there would be 3 reps calling on 1 doctor, it would be overlap with 2 reps maximum. Then the call panels come out and a very high number of doctors are now seeing 3 reps- including glaucoma specialists that were already seeing red and blue- why would these doctors need to get an additional Restasis message when they're writing 100% Restasis? Their dry eye volume doesn't have the same potential to grow, regardless of share of voice. Why wouldn't we put the green reps into more of the OD offices or general MDs? The green reps in my area seem like great reps with plenty of talent, why not let them develop some dabblers and get them excited and motivated to diagnose and treat dry eye rather than send them in as a third rep in an office already receiving a Restasis message every other week minimum from 2 other reps???

I understand you think you are far superior to any lowly rep in the field, but you are still missing the point entirely.

You are very delusional to think you did such a great job that year. You capitalized off the competitive prescriptions being written and not being refilled because our Managed Care team saved the day. Never give them any credit? Only complaining. Don’t be so arrogant. Complaining about well intended resources and a new talented teammate to help us grow share. You are in a wonderful position and can’t see it because of your negativity.

 

[anonymous]

Thanks for your candid input. We do value your opinion and can’t do better if we don’t get specific examples. Too often it is just broad complaints. While I don’t agree with everything I appreciate the details. Also thanks for not attacking the Green team like prior posters. They are a talented team serving a purpose were we had a void.

You have a very valid and excellent point with the feedback. I think sometimes those of us in the field don't know where to provide feedback around materials or feel like we are asked in advance for input. I recognize that's hard, because if you work in marketing your job is to come up with new ideas and pieces for us to use, you don't always have time to seek out tons of opinions from the field or even the access to do that efficiently. Not to mention you would get a million different opinions, some of them really unhelpful.
I know we have different ad boards and special teams that communicate with marketing, but it would be nice if we were occasionally able to see some of the ideas before they actually go to production and out to the field. For example, there is a new Lumigan patient piece that has great info, but is way too big for most offices. I wish we would have been able to see that beforehand so we could have suggested it be smaller- just that simple change would make it really useful in the field.

 

[anonymous]

Thanks for your candid input. We do value your opinion and can’t do better if we don’t get specific examples. Too often it is just broad complaints. While I don’t agree with everything I appreciate the details. Also thanks for not attacking the Green team like prior posters. They are a talented team serving a purpose were we had a void.

Who is “we?” Marketing? an RD? Xiidra rep? Green rep? Reveal yourself.

 

[anonymous]

Awe you’re cute. You obviously haven’t walked into a clinic and been laughed at upon entry while bringing in a starter kit.

The kits were a bad idea. Face it! And no I don’t want to order anymore off of MRC since I can’t get rid of the ones that are taking up space in my dog’s house. Thanks but no thanks.

 

[anonymous]

You have a very valid and excellent point with the feedback. I think sometimes those of us in the field don't know where to provide feedback around materials or feel like we are asked in advance for input. I recognize that's hard, because if you work in marketing your job is to come up with new ideas and pieces for us to use, you don't always have time to seek out tons of opinions from the field or even the access to do that efficiently. Not to mention you would get a million different opinions, some of them really unhelpful.
I know we have different ad boards and special teams that communicate with marketing, but it would be nice if we were occasionally able to see some of the ideas before they actually go to production and out to the field. For example, there is a new Lumigan patient piece that has great info, but is way too big for most offices. I wish we would have been able to see that beforehand so we could have suggested it be smaller- just that simple change would make it really useful in the field.

Good feedback. Positive and well received. Thank you.

 

[anonymous]

You are very delusional to think you did such a great job that year. You capitalized off the competitive prescriptions being written and not being refilled because our Managed Care team saved the day. Never give them any credit? Only complaining. Don’t be so arrogant. Complaining about well intended resources and a new talented teammate to help us grow share. You are in a wonderful position and can’t see it because of your negativity.

Nobody ever said the managed care team didn't do a great job. I think most of us in sales have heard over and over that "managed care doesn't sell your product", but it can definitely hinder a new one in the market. I'm absolutely willing to agree that perhaps the Restasis messaging had gotten a little stale, maybe reps got a little complacent from being the only game in town, but I find it pretty negative on your part that you think all the reps who have been selling Restasis for years are arrogant and apparently talentless. I saw the majority of reps level up and rise to the challenge of a new product, it created new excitement around a product that had already been out for quite a while. It would never be considered unusual for a new product in any space to reinvigorate the existing company/product/sales force.

It's pretty clear here that you have a singular message on this topic and you're convinced you are right and everyone else is not only wrong and stupid. You've decided anyone who comments on this topic is a moron and has not a single opinion worth hearing. You seem pretty arrogant to me, and you also have a ton of time on your hands to read and respond to these posts all day long.

 

[anonymous]

Nobody ever said the managed care team didn't do a great job. I think most of us in sales have heard over and over that "managed care doesn't sell your product", but it can definitely hinder a new one in the market. I'm absolutely willing to agree that perhaps the Restasis messaging had gotten a little stale, maybe reps got a little complacent from being the only game in town, but I find it pretty negative on your part that you think all the reps who have been selling Restasis for years are arrogant and apparently talentless. I saw the majority of reps level up and rise to the challenge of a new product, it created new excitement around a product that had already been out for quite a while. It would never be considered unusual for a new product in any space to reinvigorate the existing company/product/sales force.

It's pretty clear here that you have a singular message on this topic and you're convinced you are right and everyone else is not only wrong and stupid. You've decided anyone who comments on this topic is a moron and has not a single opinion worth hearing. You seem pretty arrogant to me, and you also have a ton of time on your hands to read and respond to these posts all day long.

No one was called names. I have given credit where it is due. I am frustrated by the constant complaining over resources and the addition of the Green team. Good day.

 

[anonymous]

The fact of the matter here is that the entry of a new product created noise around the disease state that grew the market roughly 20%. However, that sales force did not capitalize on the growth the way Allergan reps did. If they had, Xiidra would have had a 20% market share within a year or so versus still struggling almost 5 years later to maintain a 20% market share in most areas. We benefitted from much of their work to create excitement in the space, but we also continued to sell and take share.

Very few people in this thread have been insulting or rude about the green/contract reps. Most people do not think these reps are stupid, unnecessary, or a mistake. The main issue is that everyone- including the green reps themselves- were told they would be calling on lower volume doctors who showed potential to grow but not enough current volume to justify high activity for the red and blue reps. THAT IS THE ISSUE.

I believe at one time the entire sales force was told there would not be a situation where there would be 3 reps calling on 1 doctor, it would be overlap with 2 reps maximum. Then the call panels come out and a very high number of doctors are now seeing 3 reps- including glaucoma specialists that were already seeing red and blue- why would these doctors need to get an additional Restasis message when they're writing 100% Restasis? Their dry eye volume doesn't have the same potential to grow, regardless of share of voice. Why wouldn't we put the green reps into more of the OD offices or general MDs? The green reps in my area seem like great reps with plenty of talent, why not let them develop some dabblers and get them excited and motivated to diagnose and treat dry eye rather than send them in as a third rep in an office already receiving a Restasis message every other week minimum from 2 other reps???

I understand you think you are far superior to any lowly rep in the field, but you are still missing the point entirely.

Whoever wrote this is an fing genius and needs to take over that other persons jobs who keeps saying the green team was the right move. Seriously.

 

[anonymous]

The fact of the matter here is that the entry of a new product created noise around the disease state that grew the market roughly 20%. However, that sales force did not capitalize on the growth the way Allergan reps did. If they had, Xiidra would have had a 20% market share within a year or so versus still struggling almost 5 years later to maintain a 20% market share in most areas. We benefitted from much of their work to create excitement in the space, but we also continued to sell and take share.

Very few people in this thread have been insulting or rude about the green/contract reps. Most people do not think these reps are stupid, unnecessary, or a mistake. The main issue is that everyone- including the green reps themselves- were told they would be calling on lower volume doctors who showed potential to grow but not enough current volume to justify high activity for the red and blue reps. THAT IS THE ISSUE.

I believe at one time the entire sales force was told there would not be a situation where there would be 3 reps calling on 1 doctor, it would be overlap with 2 reps maximum. Then the call panels come out and a very high number of doctors are now seeing 3 reps- including glaucoma specialists that were already seeing red and blue- why would these doctors need to get an additional Restasis message when they're writing 100% Restasis? Their dry eye volume doesn't have the same potential to grow, regardless of share of voice. Why wouldn't we put the green reps into more of the OD offices or general MDs? The green reps in my area seem like great reps with plenty of talent, why not let them develop some dabblers and get them excited and motivated to diagnose and treat dry eye rather than send them in as a third rep in an office already receiving a Restasis message every other week minimum from 2 other reps???

I understand you think you are far superior to any lowly rep in the field, but you are still missing the point entirely.

Amen! This! Yes! Thank you. Voice of reason and voice of reps.

 

[anonymous]

You are very delusional to think you did such a great job that year. You capitalized off the competitive prescriptions being written and not being refilled because our Managed Care team saved the day. Never give them any credit? Only complaining. Don’t be so arrogant. Complaining about well intended resources and a new talented teammate to help us grow share. You are in a wonderful position and can’t see it because of your negativity.

Arguing with you is just taking up too much of my time- this thread is taking me away from being on my new boat.

 

[anonymous]

Arguing with you is just taking up too much of my time- this thread is taking me away from being on my new boat.

Do you have a boat? I love boats

 

[anonymous]

Whoever wrote this is an fing genius and needs to take over that other persons jobs who keeps saying the green team was the right move. Seriously.

There it is. The green team was the wrong move. Negative.

 

[anonymous]

Uhhh, ya, that’s correct. That is the point of this whole thread if you refer back to the beginning. That’s what we’ve been saying the whole time. Maybe you should start a more positive thread.

 

[anonymous]

Uhhh, ya, that’s correct. That is the point of this whole thread if you refer back to the beginning. That’s what we’ve been saying the whole time. Maybe you should start a more positive thread.

Yeah. That’s what I have been saying the whole time. So much negativity towards a talented team meant to offer synergies to your territory. Ungrateful.

 

[anonymous]

Nope. Not negativity towards the team at all. Negativity and questioning of the intent and the execution of call panel which was done horribly.

 

[anonymous]

Honestly my Green team rep supposedly has a lot of experience but is running around like a lost puppy CONSTANTLY asking for help on things that they could figure out on their own by actually doing work and talking to clinics or even googling.

The smart thing to do would be to have them calling on people that aren't Red/Blue targets and aren't in multi-provider groups... we don't need more share of voice in most of our target offices. And we certainly don't need them going into large 10-15 provider clinics talking about samples and then saying "Oh the providers I have aren't in or can't sign? Sorry, no samples for you."

By now you should realize that samples will not give immediate relief. Clinics need to be consulted on this. They are a nice to have not a must.

 

[anonymous]

How worried are you about NOVO3 (If approved)?

 

[anonymous]

How worried are you about NOVO3 (If approved)?

If is the key word. Not to discount the potential that it could but a lot of things happen between now and that if. Concentrate on capitalizing today.

 

[anonymous]

Hate to disappoint everyone but my Green partner is nice and seems knowledgeable. I have helped set her up when possible to help us both. Physicians understand it is out of my control. I’m making the most of it and hope to grow.