All that we focus on anymore is Reach/frequency, routing, and how quick can the patient get on therapy. This check the box mentality is mind numbing.
Look little caterer. We used this same game plan in dermatology and it worked. We drove off all the high paid original stars. We will do it to you as well.
The dermatology game plan:
1. decapitate senior leadership
2. bring in hordes of ZS and TO vets to run reach and frequency model
3. stop people from going in the field so much and making calls and replace with teams calls, huddles, sprints, pool leaps and projects
4. assigning young eager reps to various made up positions so that they start to get ingrained in TO culture, avoiding influence by tenured middle managers from old company
5. create silly QBRs where tenured managers can be nitpicked and targeted for removal
6. create the narrative with Murdo and Ian that the acquired company doesn't know how to do the "fundamentals" and implement an emergency plan to immediately teach them (Q1) how to target, (Q2) how to pre call plan, (Q3) how to deliver HIQs and (Q4) how to close hard!
7. watch for variance from the plan and target offenders
8. all ACT promotions and internal promotions to be delivered only to legacy TO, bypassing acquired company
9. especially for dermatology - cut data sources and build plan so that everyone is bunched in the middle by numbers -that way we can promote based on how we view behaviors
10. promote a few token survivors who have been totally broken and converted into true believers
11. promote drunken imbeciles to positions of power repeatedly
IT WORKS!