Please help me understand this. . .

Please help me understand. companies have ranked and bonused off script number, market share, a mix of all, and net sales. We have our amazing net sales model. A non savings card commercial script is the most profitable. The opposite end of assigning a value to a script would be a state Medicaid script whis is worth MUCH less. So if your territory has a high state Medicaid population and part D, but very low commercial population you are playing a game you can't win when you are ranked against reps in high commercially insured territories. In theory a rep in low commercially insured territory would need to capture possibly double or more the Medicaid scripts to equal one commercial script? VERY MOTIVATING.

 

Seems like you understand the situation quite well. Establishing quotas comes with risks......that analytics and forecasting is inaccurate and high probability of missing target. On the plus side it makes it easier to control IC costs. Numbers not looking good for months ahead for many of the products. Expect more change heading into Q4.

 

goals and crediting based on same dollar assumptions. Thus, high Medicaid territory has lower goals due to lower average script value.

 

Exactly - this is why the net sales dollar goal is different for every territory.

 

I am shitting as I scan cafe pharma. Nothing like a good shit in the morning.

 

Why don't you move out of the old ass hood?

 

Wrong,wrong,wrong! What you are saying makes logical sense but this is BI. It completely has to do with how goals were set at launch. So, for example,if you had a high commercial rx area where Invokona and Farxiga did well your goals were set extremely high and it is impossible to catch up. On the other hand if you had a high medicaid territory and your goals were set low then you did great. Remember who won presidents club for the Jardiance launch? It was literally every rep in West Virginia because the territory goals for launch were...10! This is completely true and verified. On the other hand a high volume commercial rx territory in the Northeast had goals from 250 to 400.
As an overlay I cover 2 territories, the low volume medicaid territory is ranked #2 and the high volume commercial territory is ranked 18.

 

So the West Virginia rep got to go on a presidents club retreat to a second class resort
Meanwhile the IPF rep sold even less and took their significant other to resort all tied into a POA meeting
Look at the writing on the wall - unless if you are oncology or IPF - you are a second class pill pusher for these turds.

 

Three cardinal rules of pharma sales:

1. NEVER look at your quota goals, if you do your best, call on the right Doctors, and can sell, Quota's mean nothing. However, if you decide to go into a true "Close The Business" sales job, you had better figure your quota out down to daily goals.

2. Rarely look at PC/IC ranking. Especially on a Friday ( Why mess up your weekend?) So, what are you going to do about them? There is always some activity-anal manager that will tell you, you need more speaker programs ( Same dinner crowd), do more lunches, you need to close harder, This one never ends....

3. Pray/Hope the quota setters like you. They can be changed from your manager on up, and if you anger someone, good luck. The point? Control the controllable, Regardless of your managers brilliance, analytical ability, and messaging insight, work smart, and forget useless check-the-box activity.

In the spirit of AAI

 

Take one look at the culture survey and it tells it all. The people who calculate the net sales goals don't understand how it is done. They are done by an outside company. When there is a problem, they can't understand it and can't solve it so they deflect. Don't look at 4sight, it's raw, don't look at compmax because it's filtered, don't look at net sales value per RX as they need to be factored. So you ask, how did you arrive at the number that you put into compmax? The answer, it's complicated. This is the absolute worst company at motivating the sales force. And the leaders don't think you deserve to be paid for the work you do because the indication sells itself.

 

Folks this is an old story,, first realize we're not 'true' sales people, were still the ol'detail man....

Trying to figure out bonus (please don't call it a commission) is almost next to impossible with the moving targets, revised calculations etc..the company provides...We all have seen some flub of a rep win big who literally can't pronounce their product's name or that territory go from first to worst in a couple of quarters.

Every company I've been with usually waits till the last hour of the last day at the general meeting to run over the great bonus plan (while us reps check on early flights out of there)...the company sap will awkwardly handle a few questions from the floor but close it down quickly with the "your manager will be glad to provide more insight on how to maximize this bonus plan

Good selling!