Eli Lilly – “Lilly Sales”

Pros

Lilly has a proud heritage in diabetes and is growing stronger in oncology. Unfortunately, they are falling onto harder times due to upcoming product pattent expriations. A lot of great people will be losing their jobs, positions, and careers now and in the future.

Cons

The days of long term satisfactory employment for even top producers is fading fast. Customers are noticing the difference in the professionalism of the field based sales force. Unfortunately, middle and upper management are slow to making the necessary changes to ensure long term customer relations.

Advice to Senior Management

I am surely not the first to suggest this, but middle management should remember that they are in that position to serve the best interests of their field based teams, not the other way around. Unfortunately, many (not all by any means) see the field based team as existing to meet their needs.