An open letter to Joe Ciaffoni.

Could not agree more. home office is extremely out of touch with reality because they are overly focused on how many target calls and how many pharmacy calls get made. No mind that we are PISSING OFF our offices by stalking them day in and day out. That model is old school. Payout for 100% is laughable in a specialty position. $7500 taxed is barely $3000. And if you hit the 100%, your quota is increased so drastically you can't do it again. and if you go over, BIG DEAL---you earn $225 a % point. Joke doesn't even begin to describe it. I seriously don't know why people stay here when such a small number of reps are hitting 100% quota. Bring back the volume kicker. Reward people who are producing. Other start ups that know how to pay for performance are the start ups who grow and hit their revenue forecasts. you get what you pay for here. you refuse to pay, people refuse to perform. Weekly communication from the VP of Sales would be a great start. What does he even do? What do all those people even do? Sales Analytics has no idea what they're doing and can't even be transparent in their quota setting, let alone their rigid deadlines on making territory changes in a more timely basis instead of months in advance of the quarter. I keep hoping things will get better but there seems to be no improvement in sight. I hoped the new CCO would clean house and reset our course, but he hasn't done a thing that we can see from the field. I don't know how much longer I can stay. Or how much longer we can keep the lights on.

 

Good luck with that!

 

I do think HO is trying t reset by bringing in ZS. They may not be the answer, but you have to commend HO from trying to correct Sales Analytics! ZS has experience with many models, Sales Analytics has seen one, two? I think they are overwhelmed and/or over their heads

 

I think Sales Analytics are over their heads. TO be overwhelmed is to admit they are failing.

lets hope for the best with ZS

 

It's probably impossible for any group to accurately predict sales for this marketplace. I can't think of any other drug class that has experienced this type of scrutiny in the past.

 

Close to impossible but in a majorly declining market why would you project giant increases and then tie the bonuses of your rep to those giant increases that nobody can make and pay out so little to everyone busting their a$$ out there? That's a great way to lose a sales force!

 

joe,mommy loves -come to mommy-why you do dis dimmi? don't you love your momma

 

Because this is a for profit start-up company and we need sales to pay the bills.

 

Uuh, you need the reps to bring in the
sales !!! So you better pay them if you want them to stay and make sales and profits to pay the bills! This medication doesn't sell itself! It may have coverage but that means nada without pull through!

 

I love that some disgruntled windbag pretends to be Joe in AP. Nice try. 10 points for creativity.

 

dimmi,joe why you not come to florida, visit mama! mama loves her dimmi,her joe-with her sea salt

 

What is sales doing? You r costing 10x what u r producing!!!

Pharma sales forces r so '90's. U guys just take lunch orders

 

STFU you have no idea what we do!

 

That may be accurate about his lack of understanding about sales, but it is still alarming that the results haven't been promising yet

 

The results are very promising! I don't know what you are looking at! This drug is getting very nice growth in spite of the very challenging market!

 

Duh??????????

Net product revenues for Xtampza ER were $3.6 million for the 2017 Quarter

Way to go boys and girls, the sales force only costs us $30M per quarter.

 

True about the second quarter. But we are trending to doing at least 50% more volumes in the third quarter vs last quarter. Depending on how net pricing shakes out, third quarter sales could be over $6 million. If this trajectory continues, could do $9-$10 million in the fourth quarter to close out the year. Sure, the sales force expenses are still above this run-rate but progress is clearly being made despite what is a challenging overall market -- if you can't see this, you are blind.

 

Still don't need this large a sales force. Headcount needs to be reduced. Dead weight in HO--also need cuts there. For example, Training, Marketing--don't need multiple people in those departments. One is enough. Save money and stop hiring for HO and creating new positions. Cut the sales force back to 75-80 if not less. There will not be a dip in sales and the savings would be significant from salaries, benefits, expenses.

 

This, this and more of this. Cut the bottom 30% of the sales force. Trim the fat in HO. Too many seat warmers.

 

If you are going to reduce sales force, then reduce the analytics, sales operations, . what is ZS trying to do?