It all started at the Company wide National Meeting in Orlando. Marketing Day- they gave us Sales Managers our Quota's for each drug our team sell.
The quota was arguably very high. Problem was the patient population that our drugs treat is not huge, its a small disease-not like, say, Hypertension. In fact if Everyone who had this disease used our drugs 100% of the time we still could not sell enough pills to meet quota.
So we were instructed on how to teach "Probing Skills" to our reps. To "Help and Lead" Physicians use our drugs on people its is not intended to treat. This was not the usual out of indication use that physicians do every day. It was expanded use with no clinical evidence or even medical history!
Many of us were not comfortable with this, of course, and asked our(boss) Director to clarify. So he brought us to a special meeting with his boss-the VP of Sales. He asked us the infamous question all managers have been asked "Are You On Board?" If your not with us.... He mentioned the high number of sales positions open that we could take instead of managing. That we should "think about that and try to refocus our energy on solutions not obstacles."
So I'm ashamed to say I "GOT ON Board". I spun the new "aggressive sales attitude" our company has adopted- to my team.
This is just the tip of the iceberg regarding the new sales tactics we began using over the next 2 years.
I have since left that company and started my own business that is doing OK- but I sleep much better!