in last quarter of 2005. Major reorganization across all sales forces. Consolidation of sales forces, redeployment of sales reps. Over 500 Representatives wer let go. New Regional Directors, new geographies. This is the second time in two years that this has been done.
This leads to total disruption of the sales effort. Less time with MD's. Spotty coverage as Reps wonder if they will have a job.
Add this disruption to the loss of patent protection for Duragesic and Ultracet and I'm surprised that sales didn't suffer even more.
Reps are meeting their new managers & region managers as we speak. Some will give pep talks, but you hit the nail on the head, that new managers will disrupt the day to day facetime with Drs. that is vital for reps.
A very close relative who "was" a pharmaceutical sector sales rep told me the reason(s) she has left. It was having three new, different district managers in 5 years, each one knowing less and less about the product(s), managing people and maintaining customer relationships for important accounts. Many of the outstanding sales reps on the pharm side are going to Genentech and Amgen!