As a new sales representative, I was excited with the prospect of tackling a recently launched product in my territory. I had just completed 8 weeks of intense training, moved to a city far from family and friends, and acquired a fresh wardrobe including several pairs of "Barely Black" pantyhose. I was ready to take on the world.
Reality set in when I received my first sales figures. With a new product launch, there is a huge spike in sales as outlets stock at least one, if not two bottles of a new drug. I was expecting to see a nice baseline from which to begin my climb to sales greatness. Instead, I found the sales figures were, well, negative. I was to start my sales career "in the hole" because the pharmacies had actually returned the product after only a few months after the initial launch. I would have to push product just to get to zero.
My boss, the eternal optimist proclaimed, "Well, Kristen, look at it this way. You really can't do any worse. The only way is up!"
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