anonymous
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anonymous
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Analysts were shocked at the downgrade but most telling is what KC said about the newer Cologuard reps: basically not cutting it. Cologuard is sensitive to sales activity so why not stop dragging us around and then blaming us for poor performance. Maybe we shouldn’t have had so many constant distractions (advance orders POC employer groups WH and all the stupid health equity crap) and let us just sell. New sales hires should be worried about a layoff.
Leerink Partners analysts said that “Cologuard sales are very sensitive to sales force performance, and any misaligned incentive targets, changes to sales territories or other tweaks can cause issues.”
Other drivers of the miss were slower productivity from new sales hires and the impact of hurricanes. Leerink analysts said Exact Sciences hired 100 sales reps in April and May.
Exact Sciences CEO Kevin Conroy discussed the new recruits on the third-quarter earnings call.
“That group of reps has shown the ability to have an impact on the physicians, healthcare providers that they call on. Maybe not quite at the rate that we expected, but we see that positive impact,” Conroy said.
Leerink Partners analysts said that “Cologuard sales are very sensitive to sales force performance, and any misaligned incentive targets, changes to sales territories or other tweaks can cause issues.”
Other drivers of the miss were slower productivity from new sales hires and the impact of hurricanes. Leerink analysts said Exact Sciences hired 100 sales reps in April and May.
Exact Sciences CEO Kevin Conroy discussed the new recruits on the third-quarter earnings call.
“That group of reps has shown the ability to have an impact on the physicians, healthcare providers that they call on. Maybe not quite at the rate that we expected, but we see that positive impact,” Conroy said.