Does anyone know if they are serious about the reps being forced to use this software. This seems like a really dumb move. I know a lot of reps I have talked to would leave if this happens
How about because it's a waste of time for the reps. They want reps logging in all of the sales calls, etc. Then enter in all your contacts information for them. Then place a numerical value on the potential on a sales call. The reps are not paid a salary, they are commission. Adding a lot of busy work so managers can add more ways to grade reps, try to take their contact info they worked for. To top it off you aren't going to reimburse the reps for all this added effort and time. If your goal was pharma reps you could micro manage you will succeed. I can't imagine a lot of seasoned reps sticking around for this. And good luck converting competitive reps who aren't currently required to do this.
I don't know if they are serious about using all the features like the last poster is reffering too. Problem is that when they have a rep leave, the new rep basically has to start from scratch. This is an effort to gather as much info on each territor so turnover doesn't has as negative of an impact. Now the issue will come if they start trying to use the micro-managing tools. I do think it's funny listening to the managers try to sell this to the sales force. For the record, saying that the big five use it doesn't hold water because the reps in The Ortho divisions don't. They should just be honest about why they are doing this. And next time don't train all the reps when the software isn't ready.
I have used many computer programs in Pharma. I currently am out of Pharma and use Salesforce-EVERY DAY all day long! Its pretty easy to use but I guess I never think about micro-management(being out of Pharma) so I guess that what everyone is worried about.
I'm sure the person responsible for this system either came from pharma or has never actually sold Ortho. Last poster kind of made the point about this being a micromanagement tool like what is used in pharma. No has left or created a big fuss yet because people aren't using it. We will see what happens when they act on all the threats they are making.
Seriously... unless you are over 40 and weren't brought up in tech culture, salesforce takes literally 30 secs to log a call (i can type 80wpm, way faster than I can write)...download the iphone app you can preset your calls for the day and have all the client info and notes ready to go.. yes, this is ortho, so you need to remember a lot of your docs personal preferences, why not log it into salesforce? be thankful u don't have to use partnerlogix, goldmine or microsoft crm. I also love the "this is ortho, salesforce is useless here comments" why does everyone in ortho have their head up their ass. What we do isn't magic, it's simple professionalism and people skills, or you can be really really ridiculously good looking and you won't need to be as smart or professional
Salesforce can be annoying for sure.....but like anything else once you get used to it, it's not that bad. If you get used to it, you can figure out how to make it work to your advantage. It all depends on the person using it and their style. As far as micromanaging goes, that just sounds like every other rep who is either not doing anything during the day and is worried about their boss knowing this, or a rep who is extremely busy and doesn't have time because they are in cases making money all day....the latter rep doesn't have to worry about salesforce.com probably because the manager could give two shits as the numbers say it all. That's sales baby
Wright Medical is going more towards the pharma model versus trying to follow the success of the big companies. The are putting all of their focus into Foot and Ankle and Biologics. It doesn't take a seasoned ortho rep to cover these areas. A lot of the new hires are ex-pharma, or college grads, or cute girls. It also doesn't take a manager with a long history of success in Ortho to manage these areas which can is why the Foot and Ankle managers are so young and so inexperienced. The point in saying all of this was that these type of reps either don't know better, are used to this, or actually need the micromanagement. The successful reps( across all the Ortho companies) with multimillion dollar territories don't need this program, don't want to or don't feel the need to disclose customer information to management, and more importantly aren't using this program. So while it may not be that big of a hastle to log a few calls, it is representative of Wrights focus. Hire a bunch of inexperienced reps to flood the easier markets, get a system to gather as much customer information as posssible, minimize the negative impact when the rep leaves.
So what the above poster is suggesting, is that inexperienced reps get easier territories... I highly doubt that's the case, typically new reps get terrible expansion territories and have to work their asses off for a few years to get a few docs cutting for them. Also above poster, are you suggesting that Wright would be more successful if they followed the big company model? Look at smith and nephew, they are the worst followers in the biz and have shitty marketshare across the country. Or were you suggesting they follow the othofix/medtronic model and just buy any surgeon they can't break into? Further, who are these new college grads you speak of? Does anyone know of this happening? There is no way a new grad is coming into a full line role unless his dad owns the company, with all the laid off reps looking for work, even experienced reps are having to take pay cuts and associate roles to get a foot in the door (clever right, foot and ankle, foot in door). Posts like this just state how crusty you are, you got comfortable doing nothing, and are bitching that you have to do 12 mins of extra work each day. Actually instead of using your oldschool leatherbound class of 72' day planner, just use your company provided laptop/internet access to log calls instead of look at porn. BTW they cut your checks, if you don't want to be managed or have to follow company direction, start your own distrib and do whatever you want. Do you piss and moan when a doc asked you for a custom? This isn't the late 90's anymore, if you want the big bucks, you have to work hard, and more importantly, you need to be accountable b/c big brother is now under the microscope. Idiots like the above poster, who did things the oldschool way, screwed it up for my generation, infact you prob didn't even have to work for your job, b/c when you graduated college they didn't have enough reps to share all the money medicare was paying out. You didn't have to deal with physician owned device companies, ipa's and group purchasing orgs, you could leave whatever gifts you wanted and didn't have to log into rep trax to get into hospital back rooms. The new generation had to sell copiers, payroll, o2, wheelchairs dme etc... making 25K bases with no expenses just for a shot to interview. So can you understand why we think it's lame for someone to complain about using salesforce when it's actually for the most part a more effective way of managing your biz, even if you have a douchey micromanager? Have you grown your territory recently? I really doubt it, prob have the same 4 docs that have been carrying you the whole time. I started reading this forum b/c I wanted to see if I would be a good fit for Wright, if the above lazy/whiney poster represents even a marginal population of experienced wright reps... I'm really going to have to reconsider leaving my current position.
The last poster apparently isn't in ortho. There are no company provided laptops. I know a lot of college grads who jumped right into rep or associate rep roles. The large majority of new foot and ankle hires have no ortho or medical device experience. The territories may be growth but my point was foot and ankle is an easier sell and case coverage than the rest of ortho.The above poster would also know if they were already in ortho that alot of your value is relationships. The big companies are zimmer, Depuy, Stryker, boomer, Smith and nephew, synthes. The previous poster is obviously the canidate Wright hires
