Johnson & Johnson – “Is it the company or the industry? The wrong adjustments will ruin both.”

Pros

Until recently the company was relatily stable. They say the opportunity to grow is endless which is true within the whole range of the company. Decent benefits are there and they often have good products to sell. At the time, the micromanagement was not too severe compared to other big pharma and they were usually leading the ethical front on pharma sales, at least as much as possible but this can often become a detriment as often interpretation was not on a level playing field. Too conservative can project a sense of they really care but also relaying too much information that is not relavent sets the tone for faliure.

Cons

No reality of proper territories. Someone in NJ is identifying terriories on volume where the lack of understanding the actual geography creates a large disadvantage to success more than having less volume than the next territory. Unrealistic splits of geography seems to be performed without using common sense or by anyon with any realistic experience in the field. Being PC is good in theory but too PC becomes the opposite and discriminates more than if not inplace at all. Zero consistency in the messageing. One week it is one thing, then 2 months later the message is completly the opposite and counterproductive of previous messaging.

Advice to Senior Management

Get more involved with your reps in a forum where the comments are not viewed as a career limiting move. How can you learn if those in the field are afraid to be honest on what is actually going on? If everythign is roses, why do yo nothave100% market share?