How to Break the Declining Sales Trend for Zostavax

Here is the solution. Let's take the CTL's who think they know everything and think they are God's finest example of the best aggressive sales people on the planet when it comes to engaging with their reps' customers and deploy them into the biggest and hardest to see accounts by themselves instead of doing field visits. Why not? CTL's spend the majority of their time in meetings or on teleconferences stealing ideas from each other and their S3's in between approving expenses for their team. It's not like the field visits they have done with reps for the past 7 years has improved sales for Zostavax.

Let them lead the way on how to model the corny Customer Centric Selling messages along with a hundred cheesey questions to the primary care docs who just love to see and hear 20 to 30 reps a day between patients. Obviously, you don't have to pay the CTL's any more than they are already making. They get paid quite enough for being in meetings, approving expenses and criticizing every aspect of their reps' behavior and detailing to prove to their DCO that they are relevant to improving the sales performance in the field.

If we are going to be serious about breaking the trend for Zostavax, let's be serious about the fact that CTL's do not enhance the increase of doses of Zostavax when they go into offices with their reps. If they did, we wouldn't be having teleconference after teleconference telling the field they are not doing enough to grow the business right now, would we? It would also help if the people who signed off on the sales objective would stop doing drugs and come back to reality but that is whole different story that needs its own thread all together.

 

Very true and very sad.

 

When will we break the declining sales trend for the rest of our vaccines? With this management team, we are not Multi-Specialty. We are being micro-managed to focus just on Zostavax. GSK is now like Merck used to be before 2006.

 

Oh for crying out loud......the commercials and ads drive sales not you silly vaccine reps.

 

Don't worry about anyones sales trend but your own. Here is a hint - setup a depot account in your own territory and have that account sell into other territories - that way you get the credit. If you don't know how to accomplish the task talk to an old rep and get details. By the way don't have the depot dropship.

 

Hi GSK troll. You don't have to sell that hard. We have pill sales management imploding this. Cervarisk sucks for you but you own everything else of Merck right now.

 

Rotarix is booming this year! Bonus is looking awesome!!!!!!!!!!!

 

I followed your suggestion after reading your post. Found a willing depo site and will share bonus proceeds with the account, easy to establish the business model and makes a win win relationship. Great Idea thankyou.

 

Stress all Merck employees more to cause them to break out with shingles. We will then sell more of Zostavax.

 

Merck will still over charge the vaccine for employees, let alone patients.

 

I consider you more of a liability than an employeebut that will be rectified on the 1st

 

The Smear team for Zostavax decided to blame the salesforce for the declining trend for Zostavax. God forbid after seven years of marketing and dictatorship managing the vaccine hasn't prospered unlike all of the rest of the vaccine portfolio. The vaccine sales force needs a UNION to combat the incompetence of the leadership.

 

Yes, the sales force is to blame. You were hired to drive demand, so drive demand. What a bunch of idiots...who else is to blame for lack of sales.

 

Jamie Garrison is definitely blaming the field. This is the only product in our vaccine portfolio that has not met it's potential in seven year period. Of course during that period we had supply issues, physicians getting burned with reimbursement, hcp's charging over $200 for the vaccine and patients who are not willing to get the vaccine because they think it's to expensive just to name a few of the hurdles. Merck's solution, Blame the field. Genius thinking by our out of touch young leadership.

 

Does the word, "rectified", give you the jolly since you use it often?

 

When GSK comes out with their version of a shingles vaccine, all they have to do is drop the price. We did all of the dirty work for them.

 

Hello, you are sales people so sell.

 

Fire the leadership that supported the Marketing team for the past several years since it's inception due to poor research and messaging. Also fire the leadership behind the manufacturing /supply issues with the product.

 

Better yet, fire the sales people who cannot sell and hire people who can sell. Get rid of the managers who don't manage their performance issue reps

 

How about we stop calling on pharmacies, the segment that buys 60% + of the doses? Another awesome decision by our "management". I give up, this has killed what little motivation/morale I had left.