WHO DECIDED TO HIRE CONSULTANTS FROM PHARMA TO GUIDE THIS COMPANY?!?!?!? Yes, that is a great idea. Adopt the model of the industry that single-handedly created it own self-destruction and apply it to company experiencing 20% year over year growth! Yes, I see the genius in taking a company that had low turnover, high expansion opportunities, great stock prices, with fun, engaged employees, coating in the crap from pharma like call averages, scripted conversation, and a highly un-effective plug and play models to throw it away with last weeks aligners. This is sad story much like the daily creative writing exercises in Salesforce that keeps repeating itself. A young bright company, an industry innovative shooting star, glowing brighter and brighter until it turns into a supernova and implodes into a black hole of what once was. Valued Sales Professionals turned glorified Program Enrollment Specialist endlessly grasping for the latest warm body to fulfill meaningless body counts on a spreadsheet. Click this, Check that, Sign here- work to the report. Don't get on the naughty list or Santa will leave you some coal. For the love of God, listen to the field sales team. LET US SELL. The programs are great. Data is important. However, we know what sends everyone to the bank is our SALES NUMBERS. Wall street can careless how many accounts are enrolled in whatever. Let us sell and hold us accountable for what we produce. We are tired. We are frustrated. We are unmotivated. And or customers are getting that way too.
Welcome to the rest of dental. All companies are going this way. Lead with analytics. Some person at corporate that has never sold for a living, fed their family off commission checks, or been under pressure to perform on their merit alone is making decisions for those in the field. It’s your decision if you are going to stick it out or find something else that will motivate you everyday. Sad but true.
They have no idea what happens during a sale, so their answer to everything is to make more calls. Then they incentive rookies to leave 200 voicemail a day or drop 50 pieces of literature on receptionist's desk.
