Originally Posted by Anonymous
This post is spot on. Four years ago I had an RSD who got on stage in front of the entire sales force and made a complete sales presentation using a complex clinical reprint entirely from memory with no marketing slides or sales aids. Then at the same meeting he challenged one of the brand teams to listen to the PSSs instead of consultants. He basically told them that their current sales aids were crap. Of course he left the company but imagine your current RSD doing this today. I know mine couldn't.
Me thinks you were either drunk, dreaming, or in the wrong meeting. But if it is true then that explains why he is no longer with the company. This company is run by marketing people and nobody would get away with calling out their incompetence in front of other sales leaders. You want to talk about the kiss of death.
Both posts have a great deal of truth.
We are brand led and should be. Trouble is the brand team is full of people who left sales as a PSS. Or worse - were never in the field at all. They brief external resource who also never sold, who then create messages and test them in circumstances that guarantee answers - right or wrong. "Would you rather die in yor sleep or hang." Neither right now, but given a choice we'd rather die in our sleep.
Of course we then go out promoting dying in our sleep, when the customer wanted to live.
I sat in meetings where the brand team ignored sales input meeting after meeting while the sales share failed to meet expectations. Their confidence mnever missed a beat. They and never considered their shortcomings put us there.
They are totally engrossed in their own opinions. Not about winning. Look at the seroquel team, look at the symbicort team, look at the rest. Losers. "Who do you believe? Me or your own eyes?"
They are incredible. But soon thier performance will land them where they've driven us.
On the street.
