Bonus Compensation = Bucket System ??

Does anyone agree on how we are evaluated and compensated in terms of bonus?

 

Strangest and most de-motivating bonus structure that I have ever encountered in my career.

 

Currently, we are only evaluated on a portion of our sales. (roughly 1/3) I would like to know how my whole territory is performing.

 

The Incentive Compensation package has changed many times over the years from what I was told. It was never perfect but acceptable. It reflected a representative's efforts. No longer.
Currently, a huge increase in sales can be obtained yet little to no bonus is paid out in this "bucket plan" ?? Bizarre and de-motivating unfortunately.

 

I heard the dermatology team at Valeant/Ortho are refusing to sample cera-ve

 

Check your nearest dumpster, that’s where the Valeant reps leave their Cerave samples. Yet they still make 2,500/quarter on it.

 

Does management know this?

 

Management is well aware of the situation! Rd's have their hands tied. They tried fighting this but lost unfortunately. VP implemented NOI that works in about 30% of the territories. Not 100% by far! She is committed to this structure so it isn't going anywhere.

Let's not forget the pay cut senior reps received last year. They were given a choice to not accept the cut which means they would be on an even worse bonus plan vs. not accepting the pay cut. Nothing screams MOTIVATION for a sales rep like a pay cut and next to no bonus !!

 

how do people feel about the VP? I am personally used to stronger leadership. The vague communication and shifting priorities. Is she out of her league or reacting to upper management?

 

She is okay. She fights for the representatives. She does try to obtain more bonus dollars available.
Forest ranking is still in effect though. That comes from the GM. Single most demotivating bonus structure that we know of unfortunately.

 

Not true. My offices have refused samples at times because they get so many from the ortho reps. Maybe each territory is different but I see ortho rep all the time dumping product in my offices.

 

Forced Ranking is still going on and is not going away. The single most demotivating compensation package for a salesperson. and management wonders why there is a high turnover rate. When all is said and done, the goal is to get rid of experienced sales people. They are now hiring 22 year olds with no experience that are ecstatic to get this type of job. That is the future of this "sales" force

 

I hope current reps are able to find a company that values their contributions and hard work. Forced
ranking is a horrible way to pay your reps, as well as use it as a barometer for promotions among other things. This company will see a mass exit very soon.

 

The bonus is not ethical as the forced rankings are based on retail sales and the territories are not equal. We do not call on stores we call on doctors and this does not measure our impact on our customers. Hence you have people with no sales experience or just graduating from college making large bonus dollars and experienced professional sales reps making no money and not being promoted. Since when is a 24 year old a senior representative. Same on L’Oreal for not stepping in and changing the unethical management of this division

 

"If they don't like they should go find another job" from the General Manager AB.

 

It’s not only JT , but the LRP GM along with the HR department is all in on screwing the reps. HR recently tried to CYA themselves after a rep was denied a promotion and then HR approved it so they wouldn’t get caught. Horrible management all around.

 

No secret about the TN rep who was denied and then given the promotion. A lawsuit in the making. Very surprised her RD wasn't fired for that. But then again she is JT's backlicker. What a racket!! Let's see how fast the TN reps forced rankings drop now. Go JT you rock.