Thats quite a few for such a small sales force. There must be a bunch of people not feeling really secure about Castle. The level of micromanagement here is like something out of 1984 or even worse. I have never seen anything even close to it!!!
If Scott had any sense he would completely clean house with RM and all of the DVPs, turn all of their existing accounts to house accounts and try to promote from existing sales force over the next 6 months. Take 50% of all the money saved from getting rid of the above tools and put it into a bonus program for reps and double the amount we make per test. Get rid of HC1 and all of the micromanagement tools calls etc. and you will see REAL Growth.
Most of us are seasoned Reps, that have been in our geographies for quite some time and we know how to sell to our target market and what tactics and techniques work. Let us determine our pitch our style etc. So many companies overcomplicate the sales process thinking they can quantify it with some formula etc. Its just not true. Usually these policies were implemented by people that are less than seasoned representatives. No one wants to run through a wall for any of these people. They talk about how important the "emotional" connection is with the customer, how about the employees that are getting you the customer? No they want to get you drunk on fireball because they think we are stupid enough to mistake that for emotional connection. Just like RM says "Sales is a lot like dating" It sure is RM which is the reason why you are trying to get us drunk and take advantage of us, just like you probably did when you were in the dating world. Were not dumb; We see right through your game and intentions.
Real Sales People want to run through a wall for people they respect because of their real world experience and their willingness to truly help; not ramble on about their greatness for hours.
If Scott had any sense he would completely clean house with RM and all of the DVPs, turn all of their existing accounts to house accounts and try to promote from existing sales force over the next 6 months. Take 50% of all the money saved from getting rid of the above tools and put it into a bonus program for reps and double the amount we make per test. Get rid of HC1 and all of the micromanagement tools calls etc. and you will see REAL Growth.
Most of us are seasoned Reps, that have been in our geographies for quite some time and we know how to sell to our target market and what tactics and techniques work. Let us determine our pitch our style etc. So many companies overcomplicate the sales process thinking they can quantify it with some formula etc. Its just not true. Usually these policies were implemented by people that are less than seasoned representatives. No one wants to run through a wall for any of these people. They talk about how important the "emotional" connection is with the customer, how about the employees that are getting you the customer? No they want to get you drunk on fireball because they think we are stupid enough to mistake that for emotional connection. Just like RM says "Sales is a lot like dating" It sure is RM which is the reason why you are trying to get us drunk and take advantage of us, just like you probably did when you were in the dating world. Were not dumb; We see right through your game and intentions.
Real Sales People want to run through a wall for people they respect because of their real world experience and their willingness to truly help; not ramble on about their greatness for hours.