Dear WP, The importance of LEADERSHIP AND RETENTION

Let's just imagine you wake up one day and your new product is approved with a BB warning, a CIA is put in place, and you need to figure out how to retain people which are leaving quicker than leaves from a Maple tree in Kansas in October.

Well WP, that is the reality you are living in. You have let good people walk because of the Texas blinders you wear and the lack of leadership you provide your people. You have let great DM's in the West leave on your watch and therefore the rest of us looking for leadership that doesn't exist. The 3 mentioned in other posts HV, JK and DH were leaders whom your people trusted and respected. Win or lose they put their team first and worked hard for them. True most DM's are a dime a dozen, but in times like these true leaders who put there people before their position help others get through the change. You have hired too many Gold Cup winners who were lucky or timely and in it for the title or promotion.

What are you going to do now with your reality. Hire an unknown and watch the rest of the reps run as the new DM's leadership skills may or may not exist. Or just smile and say Texas still has 25ish of the 33 Gold Cup spots in the West "So I did my job!"

Here's another lawsuit for you: Why are both of Gary Neal's kids Specialty Reps? You have shifted and swindled so that they didn't have to work for their dad and put their interests in front of those more deserving. Oh wait, that also happened in the whole Hospital Promotion process over the last month as you chose who got the nod regardless of RD, DM, or hiring manager input. Hint: Believe it or not people talk, we knew what you were doing even when you tried to keep a lid on it. Transparency is the best policy. We are not stupid.

On a final note props to those reps who continue to hang in there while working in approximately 16 of the 19 states you represent that aren't winning Gold Cup this year...again. Here's a challenge to RL and KK...take Texas away from WP or GN and find out how good they really are...

 

And that right there, ladies and gentlemen, is a straight dose of truth. Bravo to the OP for splitting the arrow in the bullseye!

 

Too true! Not to mention he's done a good job of alienating some really good DMs and reps that aren't members of his shrinking good ole' boys club. He's definitely in trouble and vastly ill equipped to handle it. Word is that the VP is on him for some deficiencies in business acumen and leadership. It was a good run...

 

LC needs to go in the Metro NY. Poison to anyone and everyone. Senior management needs to recognize that he wins due to favorable managed care and in spite of the fact that he is a self absorbed POS and universally hated by his entire Region.

 

WP will be gone soon!

 

I actually feel sorry for the guy. During the last NMM when he told all the managers to watch the slide show with the negative results in silence, as if he had a clue as to why the numbers were negative. Then to direct the DMs to turn it around. He had no clue what had happened and it was clear to all that he was trying to bluff that he did. Adios, WP!!!

 

The better request for RL and KK is to remove tis dinosaur and replace him with someone who is not nepotistic and an egomaniac.

 

Better yet he said "right target right message right frequency" as the answer to turn it around in front of RL and dms at the same nmm. WP looked hapless and irrelevant.

 

Business acumen? WP is living in the past, some 20+ years ago. Here is PHARMA's biggest problem. You have leaders who were promoted in the 90's trying to lead the sales force 20 years later. Different era, market, and industry. Like Brad Pitt said in Moneyball...adapt or die! DSI is dying quickly. If you sell umbrellas does your account in Arizona get the same quantities as your account in Portland or Seattle...NO! Because they are not like markets. WP is a complete D-Bag. Wake the heck up.

RS and KK should look at LinkedIn and see how many connections are being made. If there were a heat map for DSI employees it would be off the charts. While your pride may get in the way you need to either get your great leaders back or you a completely F'd. Let's just see how many reps leave within the next year from the districts that good DM's have left. Top
2 reasons to leave:
1) bad manager
2) lack of recognition

With Texas and SoCal accumulating all the GC's recognition is in achievable. And if you do win you leverage to leave because who knows when it may happen again.

 

Kudos to the OP for starting this thread. There'll be more DMs and rep leaving soon and for the reasons already stated in prior posts. With the most notable recent departures of the three DMs (DH, JK, and HV), what each did so well was to focus on the fundamentals of supporting their folks while protecting them from the BS from above. And in the case of HV he was doing stuff that was so way above the heads of the RDs and WP they just left him alone because they figured he was a freak but couldn't tell you why. So will DSI survive? Most likely. But it won't look anything like it does today.

 

Here is an idea...if you can't win a GC in Texas then you should automatically be fired or put on a performance plan. It's that ez! WP and his ace kissing RDs will not be able to replace the losses if the 3(DH, JK, and HV), rather use eenie meenie miney mo and hope to catch a winner by his toe!

 

not sure if this is true but heard that DH and JK are going to Amgen and HV over to a specialty pharmacy

 

JK went to Fisher-Thermo. I think DH and HV left the industry.

 

Fisher Thermo- which division, that company is amazing. best of luck JK

 

This thread is spot on! William "don't call me Bill" Pruitt is a dinosaur in this industry. It is utterly amazing how he rose to where he is with no experience beyond Sales & 0 regard for the well being of the company. Only at DSI! He's a perfect example of the Good Ol' Boy network of days gone by. Built a bogus career selling in managed care advantaged & open physician access markets like the Carolinas & Texas as a rep, DM & RD/ABD without a clue about the business aspect of this industry. He always led the outward finger pointing in complaining about any Field adversity he ever encountered with no proposed solutions & a plethora of excuses. Wait until he has to operate without any significant formulary coverage while under our Corporate Integrity Agreement (he has no integrity & is one of the main reasons we are in this sorry state of affairs). His 90s pharma "right church, right pew, right hymn" rhetoric learned from his now-departed mentors like Rick Parrish, Jon Kleu, Mike Moran, Bill Mclean, Bill Dorn (notice there are no women or minorities mentioned), simply doesn't work anymore. Never adapted, never will. We are already seeing how bad he is performing as a "leader" in the more difficult West Coast markets while backslapping his Texas team who are able thrive under his old model since they still have great open formulary coverage & most doctors continue to see us. He can't be out of here soon enough!

 

who needs to know; KK or RL. I know that both of those people are real mean or real integrity. If they are aware of the problem they will stop at nothing to get rid of the wrong person/people.

 

I am well aware of the situation and the WP issue will be corrected in the next 3 months

K Keller

 

Not to mention the nepotism sort of thing going on - Can't remember, help me out a bit: Who is related to Lee Smith (cousin or uncle sort of thing) and how he got promoted, too?

 

???