Vantaggi
Pros: Market share and many products to sell
Svantaggi
1. No true sales leaders here. Sales leadership consists of a former IT/CIO and a former accountant. 2. Unattainable comp plan that is intentionally built and adjusted year after year after year based on program directors forecasts in order for them to not hit quotas. This saves Premier budget by not having to pay out bonuses. Salaries for this role are not market competitive. 3. Half your commission is held hostage until the product is implemented. This can take months, sometimes years. Very atypical. 4. Leadership oftentimes will license a deal at the GPO level with a health system that leaves the sales rep out in the cold. 5. Leadership is incentivized to save on budgets and in this case, sales budget. See point #2 6. Zero marketing strategy or collaboration 7. Zero strategy for new business. Every micromanaged pipeline review call is centered around upsells and renewals. Program Directors are barely incentivized for upsells and renewals. This process can be very time consuming.