Territory Size & Reps

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Anonymous

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Hey NOVO - how about we go to a NO POD structure? Divide up territories based on where Rep lives, carve it out so a DBM's top 10 docs arent all in one territory, balance it out, and that way we all need to be accountable. (we should be now, but its not happening in the POD structure when you pin the reps against each other based on the weight of their lead product.) I think having the counterparts and layers and then potentially adding more people will be near impossible to get in these offices when they are cutting back on seeing reps, altogether. The environement is changing - even moreso next year, lets be smart about how we call on these Providers.
 




Anonymous said:
Hey NOVO - how about we go to a NO POD structure? Divide up territories based on where Rep lives, carve it out so a DBM's top 10 docs arent all in one territory, balance it out, and that way we all need to be accountable. (we should be now, but its not happening in the POD structure when you pin the reps against each other based on the weight of their lead product.) I think having the counterparts and layers and then potentially adding more people will be near impossible to get in these offices when they are cutting back on seeing reps, altogether. The environement is changing - even moreso next year, lets be smart about how we call on these Providers.
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You know YOUR geography, not what the entire country looks like. That may work for you, but it may not work for everyone else.
 




Anonymous said:
You know YOUR geography, not what the entire country looks like. That may work for you, but it may not work for everyone else.
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That is nice in theory, but then there are pockets in metropolitan areas that have massive amounts of volume. There would be reps with a huge amount of the pie, while there are other reps just a short drive away, that would have nothing. It would be difficult to carve out.
 








Anonymous said:
Too many Novartis rejects running down this company. They are implementing their pharma 98 sales model in todays climate.
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What in the hell are you talking about? When I was a rep back in 1998 we could see the providers with no problem. I didn't even have to bring them a meal to see them. Nothing has changed, so stop you'll silly talk about "today's climate".

You are paid to engage your targets in a face-to-face interaction on each and every call.

Find a way, or we'll find your replacement. I don't want to hear excuses.

AA
 




Anonymous said:
That is nice in theory, but then there are pockets in metropolitan areas that have massive amounts of volume. There would be reps with a huge amount of the pie, while there are other reps just a short drive away, that would have nothing. It would be difficult to carve out.
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There are exceptions to every rule. Im sure there is a way to figure it out. They keep wanting to expand - this could work! And what a better business model. Then the weak wont survive.
 




Anonymous said:
Hey NOVO - how about we go to a NO POD structure? Divide up territories based on where Rep lives, carve it out so a DBM's top 10 docs arent all in one territory, balance it out, and that way we all need to be accountable. (we should be now, but its not happening in the POD structure when you pin the reps against each other based on the weight of their lead product.) I think having the counterparts and layers and then potentially adding more people will be near impossible to get in these offices when they are cutting back on seeing reps, altogether. The environement is changing - even moreso next year, lets be smart about how we call on these Providers.
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The biggest challenge with that structure is that 98% of our calls right now are only 1 product. Giving DCS 4 products to carry can pretty much guarantee you that 2 of them will never be sold.
 




Anonymous said:
The biggest challenge with that structure is that 98% of our calls right now are only 1 product. Giving DCS 4 products to carry can pretty much guarantee you that 2 of them will never be sold.
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I disagree with that. Reps can have a two product call. The bags can be restructured, and Reps can work independedntly. The way its structured now, where your own team mate is selling their lead product only because its what they are compensated on most, isnt working. Novo doesnt want us to work together anyway , (lunches separate, no joint calls), so lets just break it all up right down to the territory- and give everyone their own territories and responsibilities. We are half way there.
 




Anonymous said:
I disagree with that. Reps can have a two product call. The bags can be restructured, and Reps can work independedntly. The way its structured now, where your own team mate is selling their lead product only because its what they are compensated on most, isnt working. Novo doesnt want us to work together anyway , (lunches separate, no joint calls), so lets just break it all up right down to the territory- and give everyone their own territories and responsibilities. We are half way there.
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...yet they rarely have a 2 product call, much less a 4 product call. You deal in theory, and I'll keep dealing in reality. Plus, how is our current model not working? Our results are fantastic. If you feel like you are competing with your partner, then you and your partner have some issues to work out. The company sholdn't restruture it's sales force b/c you and your partner haven't found a way to make it work. There's 650 other territories out there as well.
 




Anonymous said:
...yet they rarely have a 2 product call, much less a 4 product call. You deal in theory, and I'll keep dealing in reality. Plus, how is our current model not working? Our results are fantastic. If you feel like you are competing with your partner, then you and your partner have some issues to work out. The company sholdn't restruture it's sales force b/c you and your partner haven't found a way to make it work. There's 650 other territories out there as well.
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It has nothing to do with my partner. He's great. It has to do with the business structure, the fact that they say they will continue to expand, and it backs up the direction that they give us to NOT work together. Reps are claiming they arent working together and are lying on their expense reports. If Novo wants us to be on our own, lets be on our own.
 








yes more pods because it is such a great use of the HCP's time to have a parade of pharm reps filing in and out of their offices - esp when they work for the same company , yes sir we are such great sales poople , of course in a POD you cant tell who sold what - great!

I dont know why more and more hospital owned and large practices had no see policies these days do you... ceratainly isnt the amount of reps . noooooo ....
 




We old folks knew this was going to happen when all the big pharma leadership rejects were coming to Novo with their big pharma ideas. They destroyed their companies back when doctors did not even know who Novo was and was calling us Novartis. Now they are implemeting last decade game plans that are getting Novo people a bad name with customers with access. The DBM's are now visiting providers too often. I am already running into this problem with DBM riding with my counterpart one week and then me the next week and seeing the same high volume providers. Oh well, nothing I can do about this being the call plan is being forced upon me. Bring back the 90's when we were small !!
 




Anonymous said:
We old folks knew this was going to happen when all the big pharma leadership rejects were coming to Novo with their big pharma ideas. They destroyed their companies back when doctors did not even know who Novo was and was calling us Novartis. Now they are implemeting last decade game plans that are getting Novo people a bad name with customers with access. The DBM's are now visiting providers too often. I am already running into this problem with DBM riding with my counterpart one week and then me the next week and seeing the same high volume providers. Oh well, nothing I can do about this being the call plan is being forced upon me. Bring back the 90's when we were small !!
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you mean they don't have any new or orginal ideas? Get out! They're all just trying to hang on because they have no place to go.
 




Keep the territories with a maximum of 2 reps each. It works well and has worked well at NNI for years. The double digit growth for the last 34 quarters happened for a reason....results from the sales reps.
 








Anonymous said:
My territory is 15 square miles with over 50% of the offices not even allowing reps to walk in the door - adding another would be just great.......
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You are posting this at 3:24 pm? WTF! Your hours are from 8:30---5:00 to see 8 to 10 targets face-to-face. If it is not face-to-face it is a promotional call only and not a R & F call, which of course is one of the primary metrics that we judge you on.

Please no excuses. And don't even start with "no access" issues. I am so tired of hearing about this lame ass excuse.

Andy
 




I don't know what you guys are talking about. I have no access issues with my docs. If the company wants me to hit the metrics, I hit the metrics. If I need to see every target 12 times, then golly, I'm going to work extra hard and make sure I see them. So what if they have a no rep, no samples, no literature policy? That's for the "other" reps. I get in and I see 'em. Just look at my metrics.

- Charles Charles.
 








Anonymous said:
What in the hell are you talking about? When I was a rep back in 1998 we could see the providers with no problem. I didn't even have to bring them a meal to see them. Nothing has changed, so stop you'll silly talk about "today's climate".

You are paid to engage your targets in a face-to-face interaction on each and every call.

Find a way, or we'll find your replacement. I don't want to hear excuses.

AA
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Listen to yourself, you said 1998. You're telling me that the sales environment hasn't changed in 14 years? Tell me one industry that is the same now as it was in 1998. Just because you say, "find a way" doesn't mean shit. There is no question that consolidation in health care has introduced significant barriers to getting face time with HCP's. In the 80's and 90's there were no barriers other than a testy personality. There was no pharma code and very little security. For an equally irrelevant anecdote, in the 1980's I made a lot of money selling floppy discs.
Also, why do you spend so much time on this site yourself? Don't you have more important things to do, like come up with a sales strategy for this century?
 




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