2020 was a difficult year for everyone and the sales team understood that. The culture, however had reverted back to intense micromanagement by senior leadership. There was no more autonomy in the territory or how to run your business the way you wanted to. This left the sales team feeling not trusted, decreased morale, and decreased motivation. The constant looking at our sales activity, if we made enough visits for the day and/or if we met our number of contacts was exhausting. Senior leadership was so disconnected from what was actually happening in the field. They never traveled to other regions/territories to check in and ask how they can help. It was always a constant beat down about entering visits, meeting contacts, entering notes properly! Not once have I heard, how can I help you? The message senior leadership sent was "do this, or else." Regional leadership had always done a good job of supporting their team(s) and helping out where ever they could. Regional leadership were often spread so thin with their tasks that even they weren't able to get into the field with us as often. Micromanagement at the sales level was stressful and it's unproductive. We were constantly worried about "are we being looked at" or "what am I doing wrong today?" We are all in sales to make money and senior leadership often made it seem like we weren't working hard enough. The commission program did not benefit the sales team whatsoever. How was having the sales team responsible for the nrf bucket that we had no control over helping anyone? Sales was responsible for the physician referral side of the business and that's how we should've been paid. There is also little room for advancement here and no continuing professional development.
