Orencia Changes

Someone needs to ask BV what execution means. It does not mean how many calls per day and how many programs you can do in a month. This activity driven mentality is turning more good sales people away. Can you imagine having BV, JW and the rumored JK as the 3 musketeers leading sales in immuno? BWAHAHAHAHA

 

Fear or apathy? Word has it that there was a national teleconference on Friday and things got very awkward when BV asked if there were any questions and not a single person answered. He made the operator keep the line open and a long silence ensued. It is said that managers were frantically texting their reps to ask questions and they finally responded. People are just going through the motions now.

 

They want to check the boxes - that is what we are doing. Bare minimum effort, no enthusiasm for the job. Not excitement from marketing no excitement from IC no excitement from sales force. such a shame as Orencia truly is a premier drug to represent!

 

Robert M. another manager just resigned. More coming........... I wonder what the turnover rate for managers and reps has been since jbob took over this division.

 

Every single DBM, let me repeat, every single DBM in west region has left. There are no DBMS! WtF. Wonder what the new head of USP thinks of that.

They recently hired one DBM for PNW that has no sales management experience, knows nothing about RA, Orencia or the district market. It would be funny if it wasn't so sad. No wonder TBMs are leaving.

 

Part of the problem is that there are people in plainsboro who continue to believe that the sales force is a bunch of lazy whining overpaid spoiled brats and tell that to every new leader that comes to immunoscience. Jen and Bob are what? the 7th or 8th leaders in immunoscience 9 year history? JK are you reading?

 

So true. And what are the reps whining about? They would actually like credit for what they're selling. But that seems too hard for sales ops to deliver. Instead JK has convinced management that inquiries are not needed. That somehow it all works out in the end. That it is fair because it would affect all products across the board in the territories where the discrepancies arise. The problem is if you're growing faster than your competitors it affects you more. Jbob, if you doubt the validity of this post, consider this. Compare the in difference in reported warehouse sales to the IC sales used to calculate bonuses. I bet the difference is enormous. That's part of the reason why your salesforce and management are so disillusioned and leaving. That and the fact that upper managememt isn't smart enough to figure this stuff out on their own.

 

Sooo many premier people gone or looking.....I think the initial reorg scared EVERYBODY in the field because when the question was asked beforehand, it was said that there would be no headcount reduction. Several tenured, top reps were let go either accidentally or by design.....because of that, the thinking in the field is "....if THEY can be let go, EVERYBODY is at risk"....no one is safe....no job security whatsoever, even if you're a performer....and they're going to wake up and have everybody gone. Really sad, as this really is a fantastic product.

 

Sales ops has sold the management on the concept "if you want growth - then you pay for growth". This a juvenile thought process similar to "if I wish for it hard enough, I can manifest it". Thus a $1mil territory which grows at 20% is valued and rewarded more that a $10mil territory at 10% even though the latter is starting 5 times more new patients, thus 5 times more dollars, to the Orencia bottom line. Its not hard math. It's easy to see why we struggle to hit budget.

 

There is no way that JK will be the east rbd.

 

Dude! JW in the west. Who woulda thunk it? JK is not outside the realm of possibility here.

 

Word on the street is that there are so many reps applying for the oncology expansion that immuno leadership is going to limit the number who can go.

 

Aww poor baby you're such an optimist! it's okay, it's easy to underestimate the ignorance of our management team.

 

Unbelievable! JBOB clearly went fishing in the shallow end of the talent pool for the RBD spots. Did nobody else apply or did they do so little background check that they didn't hear anything about these guys. A simple feedback session with sales would have told them everything they needed to know. What a joke.

 

Management has sought sales input on anything. NOTHING! Why would they start now?

 

Uh oh! Another DBMS just resigned. Rumor has it that 2 more are interviewing.

 

Which DM resigned?

 

TH from the Midwest.