FYI- Management has taken notice that sales went up for Rappamune in Q1 2011 by 6%-with no sales reps. This has spurred management to take a look at pulling out of IS, since most of Zyvox and Tygacil sales are off label. No final decision yet, but it is on the table, since these products are at the end of their life cycle.
most zyvox and tygacil sales wouldn't happen unless it was for the sales force...if the sales forces were gone, the brand teams would be at the mercy of pharmacy...it takes a tremendous amount of time to manage the whole hospital sales channel now...and all the time, the no-nothing marketeers who last sold in 1992 are pressuring the sales force for reach and frequency numbers to fill out their tbos....boo, boo, boo....
clearly, you are a primary care idiot. IS sales are already factored and no body here measures R&F. lol! It's about sales and sales rank, not TBOs. Only in primary care do you get a 5 in admin TBOs for putting the paper clip on your expense report in the right location.
You must be off your rocker. Obviously, not in IS. 50% of our bonus is tied to TBO's where R&F is measured on targeted docs, plus targeted account access calls, targeted webcasts, targeted programs, and so on...... Sales and sales rank is a discgrace, because everyone knows you cannot measure true performance with giving every territory a standard increase on previous sales, regardless of territory potential, and current mkt. share factored into growth increase. Compensation committee's are inept at setting standards that are equalized to everyone to measure performance. That is why you see the worst performing terrories with low sales, and low goal expectations that are underperforming ranked at the top, compared to high volume sales, with the same expected increase % territories not. Does anyone have a usable brain in this business.
