Hard Sell: The Evolution of a Viagra Salesman by Jamie Reidy

Author:Jamie Reidy
Language: eng
Format: mobi, epub
Tags: Non-Fiction, Azizex666, Business
ISBN: 0740750399
Publisher: Andrews McMeel Publishing
Published: 2005-03-01T05:00:00+00:00

CHAPTER

Nine

IT’S THE SALES, STUPID

DESPITE BEING PRESENT for all my nonworking working hours, I was stunned to discover that my sales stank. I thought that doctors would find me as likable as I found myself and would proceed to write prescriptions hand over fist for all my drugs. Instead, I was ranked in the lower half of my team and the lower quadrant nationally. This shocked Bruce, as well.

“I don’t get it, Jamie,” he said, over an extended lunch at Lula’s Café. (I gave Steve a lot of business.) Bruce and I were reviewing my sales performance. More accurately, he was doing the reviewing while I was doing the hemming and hawing. “Do you realize you’re only going to make two grand in bonus for the first half of the year?” he asked, incredulous. At this, I looked up from my standard turkey and provolone on sourdough and met his hard stare.!

“You mean they pay me more?” I had forgotten all about the bonus thing.

Bruce’s bug eyes nearly exploded from their sockets. This was not the answer he expected, and he began massaging his temples the way my dad had done in high school when we discussed my C minus in theology. Then he smacked his hands on the table and shook his head repeatedly. “I need to find a way to motivate you, Jamie, because money obviously isn’t it. You do realize that most people get into sales because they want to make as much money as they can?” I shrugged. He exhaled loudly and looked around the café as if the answer was somewhere within range of our table. “I just don’t understand how you’re not blowing out your sales. Whenever I work with you, Jamie, the nurses make sure you get to see the docs, and you always give a solid detail and close them for the business, so I can’t figure out why you’re not doing better, let alone not number one.” Figuring it was safer to say as little as possible, I shrugged. “But this,” he said, pointing down at the table, “this is …” He couldn’t finish the sentence. A manila folder with my name on it rested on the table between us. It contained numerous charts and graphs and reports, none of which put a smile on Bruce’s face.

Reps were given sales quotas for each of our four drugs, with each holding a different weighting, or importance, like in a college class where half your grade was determined by the final exam, and the remaining 50 percent was split between papers and class participation. As our division’s most vital product, Zithromax impacted our overall quota far more than the others. Doing well with Zithromax could almost guarantee a successful year, while cranking out sales of Diflucan, a drug whose market potential and importance were minimal, didn’t mean much.

“This is an embarrassment,” he finally managed to summarize. “A guy as smart and as well liked as you should be at the top, Jamie, but you’re not even close.

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