Where to begin?
MONEY - First, you must be comfortable living off of your base salary as a MBI TSR. Only 2 reps in the company are over plan. With that being said, the recent positive review was clearly written by management. Probably one with open territories and doesn't want to scare off potential rep's. But, it doesn't take a genius to see that one positive review doesn't refute the 10 other negative reviews. Quota's are unattainable and more than half of the sales force is not making any commissions at all. Those who are making commissions are making pennies compared to industry standard.
MANAGEMENT - micromanagement is an understatement. Managers will call their reps on the weekends and after hours. Managers like to "surprise" their rep's by giving 24 hour notice of ride alongs. Dialogue is threatening and hostile to field sales. The culture created by management is untrusting and miserable. This is evident in that 8 territories are open out of 25 at this time. Rep's are practically lighting themselves on fire in protest of the "Meridian Strong" culture.
DAILY LIFE - Rep's are accountable to a call metrics (something I have only heard of in pharma.) The call metrics are unreasonable and an absurd tool to measure success. With the call metrics and large territories, reps are expected to travel 4 - 5 days/week, giving up weekends and time with family. Work/life balance is non-existent.
TURNOVER - Due to the hostile treatment from management, the lack of adequate compensation, and unreasonable expectations, the sales force has turned over 3 times in the last 2 years. Meridian will never be able to keep savvy rep's with their culture and without paying their sales force. The average tenure for a sales rep is less than 12 months. Again over 30% of the territories are open at this time. At some point, recruiters will stop working with Meridian and the talent will decline. The hospitals will grow tired of the revolving door of new rep's and stop doing business with Meridian. Management needs to think long and hard about the negative environment they are creating and work on motivating their people rather than scaring them into submission.
