you have the wrong leader. you have a manager. VE is not a selling tool. Its a call tracking tool. KPI followers love it because it feeds the garbage in garbage out model and they have something to meet about, but it's a terrible tool for selling. Scenario 1: I call doc and based upon my relationship built over the past 20 years ask him to write more product. It works. Scenario 2: I use my relationship built over the past 20 years to get him to reluctantly agree to a VE. Favors are used and I can't get a TRX. If your "leader" says you should use your relationships to get more VEs, he or she is a fool, but probably very promotable in our system, which rewards activity, not results.
Amgen rewards two things: 1. Big ass kissers 2. Hitting dumb irrelevant metrics that make you look productive and busy #1 is most important though
#2 is equally important. Amgen is more about metrics than actual sales. Amgen has this innate ability to saddle the ones who know how to sell with the quota while the ones who can’t sell their way out of a wet paper bag with very little quota.
#2 is only relevant to sales. #1 is across all of Amgen whether in R&D or in-house commercial, BD....#1 is the truth