The creation of a supportive, engaging, and mutually-beneficial environment had to be created by middle management, because the tone set by upper management is the antithesis of that. All tenured Reps are solid performers and good people. It is a shame that upper management creates a negative, paranoiac atmosphere, where everyone's job is always on-the-line.
Mature product in a flat or declining market with 10% growth expectations every year, wreaking havoc on an experienced, well-trained sales force.
Market-leading product and selling to an unsaturated specialty (OB/GYN). Interaction with skilled, tenured Reps.
Unstable atmosphere. Lack of job security. Low starting base pay and low bonus payouts, even for stellar performers.