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Cafepharma Message Boards | Pharma Sales, Device Sales, Lab Sales
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<p>[QUOTE="anonymous, post: 6341788"]GREAT post, well thought out and honest. I sure hope MGT reads CP. </p><p><br /></p><p>I believe many of the problems start and could STOP at the RM/DM level. Many of the problems start w/ the w/w and RM/DM's in the offices attempting to critic something that they cannot even understand such as "Positive Tension" Many of the problems start w/ "coaching". "Coaching has become an every ride along thing. The idea that the MD/Office is the customer is long gone. In Pharma's current state the Rep is the main focus of attention on a field ride. RM/DM's focus entirely to much energy and cause entirely to much chaos inside offices instead of working w/ the rep of the common goal of furthering the business and relationship inside the office they have somehow become to believe it's fine to create an adversarial environment w/ Rep and office because "Positive Tension" or the sales system of the year says it's fine to paint a MD into a corner. </p><p><br /></p><p>Positive Tension in itself is an OxyMoron. Who ever dreamed up this Sales System has literally lost it. In what world does any sales person make it a point to attempt to create tension to gain rapport? But I digress.</p><p><br /></p><p><b>Listening.</b>..DM just don't listen or care to listen anymore. They just keep pushing Fixed Agendas daily instead of thinking either for them self or for the betterment of the business.</p><p><br /></p><p>1st. Many times, and I mean MOST times the Rep has exponential experience over the Manager in Knowledge of area, MD personalities and office dynamics. They know what works or has / has not worked in the past. </p><p><br /></p><p>2nd. There comes a point in a Reps career or job cycle that they no longer want to be a manager or move up the ladder. The stick that is said in an interview when asked the question "where do you see yourself in 5 years" is irrelevant. Next the "Goals" at the beginning of the year, many Reps really just want to put down "Have a nice drama free year, make my calls, do my dinner programs, work w/ others and all is good. No dog and pony show let's all act like adults and do our job go home at the end of the day and get a good rating. Unfortunately that cannot happen w/ any DM. </p><p><br /></p><p>3rd If a Manger can't see that something like Positive Tension might be a potentially bad thing for business and maybe just think for them self every once in a while they really shouldn't be in charge of 10 Individuals jobs.</p><p><br /></p><p>Why does every single field ride need to be developmental? Why does everything single call have to be talked about? It's insanity, even if it is 6-8X a year for the experienced rep. Why can't a DM/RM go out in the field and take the temperature of the MDs in it? Listening to the conversation, hearing what the MDs are saying about the product or managed care and "ACTUALLY" taking that information back to Corp. Instead it's always developmental towards the Rep.</p><p><br /></p><p>Many of the managers in my 20 years were literally horrible Sales Presenters and <b>failed to listen</b> to any MD conversation because they had a "FIXED" agenda beforehand. Instead they should go in w/ no agenda, work along side the REP and further the business instead of being adversarial toward the rep because of some dreamed up developmental processes (Coaching) that the DM thinks "HAS" to take place.</p><p><br /></p><p>There used to be a time in Pharma when Reps main job was to become best friends w/ the MDs and key personnel. It was call Account Building and Management. Now if a DM/RM hears the word Rapport they freak out and say Rapport doesn't sell. That in itself is the dumbest thing I was hearing at the end of my time. Do you do business w/ people you like or people that try to paint you into a corner? </p><p><br /></p><p>RM/DM in it's current state lack accountability to any of the MDs inside the territories. Back in the day the DM had at least 1-4 MD that they were developing themselves along side their Representative. All they are concerned about now is the "Coach" er..Developmental of the rep at the MD expense and the MD is the Consumer writing the Product!! Currently there isn't ONE DM/RM that has a solid relationship w/ a MD and that is tragic. Read that again..the MD is the consumer and Management doesn't value them enough to form bonding relationships w/ just handful on Opinion Leaders in each district and if a Rep becomes to close to an MD it's called rapport and a DM/RM will tell you you can't sell by rapport!!! Insanity.</p><p><br /></p><p>I'm long gone from the Industry myself after 23 years but I know one thing is that the Offices are closing down, Hospitals are acquiring practices, Manage Care is telling MDs what they can write and more and more offices are shutting Reps out. Every thread on CP is the same about how Reps are tired of being treated like children from the Company that gives them a check. (where there is smoke there is fire). I'm not sure about anyone else here on CP but if I was running a company and was paying 100K to my employees I would be treating them like adults not children since adults make good decisions and Children not so much. I'm no rocket scientist either but I'm willing to bet that after every w/w the Rep, if treated badly or just has built up anxiety from working w/ a manager every 3-4 weeks for 2 day literally does NOTHING for 4-5 days except drive around the territory glad that the 2 day dog and pony show is over. There is not a calculator w/ enough zeros to calculate lost production from the aftermath of the field ride. If the RMs and DMs don't start listening to the MDs and their OFFICES and would stop trying to over develop experienced reps that are more experienced than the DMs then this Industry is beyond fixing.<b> Listening is a basic SALES skill and Managers just don't do it, they keep pushing the needless fixed agendas and offices are tired of it. </b></p><p><b><br /></b></p><p><br /></p><p><a href="http://www.cafepharma.com/boards/threads/the-field-ride-circus.646672/reply?quote=6340291" class="internalLink ProxyLink" data-proxy-href="http://www.cafepharma.com/boards/threads/the-field-ride-circus.646672/reply?quote=6340291">Quote</a>[/QUOTE]</p><p><br /></p>
[QUOTE="anonymous, post: 6341788"]GREAT post, well thought out and honest. I sure hope MGT reads CP. I believe many of the problems start and could STOP at the RM/DM level. Many of the problems start w/ the w/w and RM/DM's in the offices attempting to critic something that they cannot even understand such as "Positive Tension" Many of the problems start w/ "coaching". "Coaching has become an every ride along thing. The idea that the MD/Office is the customer is long gone. In Pharma's current state the Rep is the main focus of attention on a field ride. RM/DM's focus entirely to much energy and cause entirely to much chaos inside offices instead of working w/ the rep of the common goal of furthering the business and relationship inside the office they have somehow become to believe it's fine to create an adversarial environment w/ Rep and office because "Positive Tension" or the sales system of the year says it's fine to paint a MD into a corner. Positive Tension in itself is an OxyMoron. Who ever dreamed up this Sales System has literally lost it. In what world does any sales person make it a point to attempt to create tension to gain rapport? But I digress. [B]Listening.[/B]..DM just don't listen or care to listen anymore. They just keep pushing Fixed Agendas daily instead of thinking either for them self or for the betterment of the business. 1st. Many times, and I mean MOST times the Rep has exponential experience over the Manager in Knowledge of area, MD personalities and office dynamics. They know what works or has / has not worked in the past. 2nd. There comes a point in a Reps career or job cycle that they no longer want to be a manager or move up the ladder. The stick that is said in an interview when asked the question "where do you see yourself in 5 years" is irrelevant. Next the "Goals" at the beginning of the year, many Reps really just want to put down "Have a nice drama free year, make my calls, do my dinner programs, work w/ others and all is good. No dog and pony show let's all act like adults and do our job go home at the end of the day and get a good rating. Unfortunately that cannot happen w/ any DM. 3rd If a Manger can't see that something like Positive Tension might be a potentially bad thing for business and maybe just think for them self every once in a while they really shouldn't be in charge of 10 Individuals jobs. Why does every single field ride need to be developmental? Why does everything single call have to be talked about? It's insanity, even if it is 6-8X a year for the experienced rep. Why can't a DM/RM go out in the field and take the temperature of the MDs in it? Listening to the conversation, hearing what the MDs are saying about the product or managed care and "ACTUALLY" taking that information back to Corp. Instead it's always developmental towards the Rep. Many of the managers in my 20 years were literally horrible Sales Presenters and [B]failed to listen[/B] to any MD conversation because they had a "FIXED" agenda beforehand. Instead they should go in w/ no agenda, work along side the REP and further the business instead of being adversarial toward the rep because of some dreamed up developmental processes (Coaching) that the DM thinks "HAS" to take place. There used to be a time in Pharma when Reps main job was to become best friends w/ the MDs and key personnel. It was call Account Building and Management. Now if a DM/RM hears the word Rapport they freak out and say Rapport doesn't sell. That in itself is the dumbest thing I was hearing at the end of my time. Do you do business w/ people you like or people that try to paint you into a corner? RM/DM in it's current state lack accountability to any of the MDs inside the territories. Back in the day the DM had at least 1-4 MD that they were developing themselves along side their Representative. All they are concerned about now is the "Coach" er..Developmental of the rep at the MD expense and the MD is the Consumer writing the Product!! Currently there isn't ONE DM/RM that has a solid relationship w/ a MD and that is tragic. Read that again..the MD is the consumer and Management doesn't value them enough to form bonding relationships w/ just handful on Opinion Leaders in each district and if a Rep becomes to close to an MD it's called rapport and a DM/RM will tell you you can't sell by rapport!!! Insanity. I'm long gone from the Industry myself after 23 years but I know one thing is that the Offices are closing down, Hospitals are acquiring practices, Manage Care is telling MDs what they can write and more and more offices are shutting Reps out. Every thread on CP is the same about how Reps are tired of being treated like children from the Company that gives them a check. (where there is smoke there is fire). I'm not sure about anyone else here on CP but if I was running a company and was paying 100K to my employees I would be treating them like adults not children since adults make good decisions and Children not so much. I'm no rocket scientist either but I'm willing to bet that after every w/w the Rep, if treated badly or just has built up anxiety from working w/ a manager every 3-4 weeks for 2 day literally does NOTHING for 4-5 days except drive around the territory glad that the 2 day dog and pony show is over. There is not a calculator w/ enough zeros to calculate lost production from the aftermath of the field ride. If the RMs and DMs don't start listening to the MDs and their OFFICES and would stop trying to over develop experienced reps that are more experienced than the DMs then this Industry is beyond fixing.[B] Listening is a basic SALES skill and Managers just don't do it, they keep pushing the needless fixed agendas and offices are tired of it. [/B] [URL='http://www.cafepharma.com/boards/threads/the-field-ride-circus.646672/reply?quote=6340291']Quote[/URL][/QUOTE]
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Cafepharma Message Boards | Pharma Sales, Device Sales, Lab Sales
Home
Forums
>
Pharma/Biotech Companies
>
Otsuka
>
Otsuka's sales leadership is a disappointment!!
>
Cafepharma Message Boards | Pharma Sales, Device Sales, Lab Sales
Home
Forums
>
Pharma/Biotech Companies
>
Otsuka
>
Otsuka's sales leadership is a disappointment!!
>