Unrealistic goal expectations , unqualified managers, Inside sales team is set up for failure with recycled/reused salesforce opportunities. Majority of the sales reps do not hit their quota because of this. Recent company merger left many sales reps in limbo because it took away a large amount of opportunities for many specialties. After the merger the goals remained the same, but new opportunities were not added to specialties that were left dry from the merger. The successful reps get a large portion of their sales from Marketing leads. (leads sent to IS after a clinic calls or emails requesting more information on PatientPoints programs.) The problem with that though is the marketing leads are assigned based off of your assigned specialty and sales territory. So, if you are in a good territory and assigned a good specialty, you will get almost all of the marketing leads. Typically one or two people get all of the marketing leads while everyone else gets little to none. When I was there, multiple reps attempted to provide feedback on the marketing leads and requested a change in the way they were distributed, but no changes were ever made. Company seemed desperate to keep their veteran reps and would often give them special treatment such as the ability to call on multiple territories and multiple specialties, while the newer reps were only allowed to call one specialty and often times stuck on specialties that have not been successful and not generated enough sales to reach quota for years. Training is 3 days of just sitting around talking about the fundamentals of sales (something a sales rep hired for the position should already know about) No initial product training, system training, or training on pipeline management/call flow, ect. You are assigned a "buddy" (a co-worker that does the same job as you) and you have to rely on them to answer any questions you may have on the products, systems, sales presentation, ect.
