Genentech

Company: Genentech's Gateway Ranger Division, Dallas Texas
Company Description: Genentech started the biotechnology industry in 1976. Genentech has won numerous awards including Fortune's Best Place to Work in America for 2005 and #2 in 2006. The team sells a psoriasis medication to dermatologists. The division is based in Dallas, Texas with 9 representatives that cover 17 states. The team has won numerous first place awards the past 4 years.
Nomination Category: Best Run Sales Organizations
Nomination Sub Category: Biotech Sales Organization of the Year

Nomination Title: Genentech

How many people are in your organization's entire sales department?

Genentech has about 1000 field people

What were your organization's sales during the eligibility period? If this figure is confidential, simply enter "Confidential" in this space:

104 MM in the Dermatology franchise

Describe the nominated sales organization's top 3 accomplishments during the eligibility period (up to 100 words):

The Gateway Rangers are about to win Division of the Year for the Dermatology
franchise.  This will be the second win in 4 years.  This year the team leads in
3 major categories – Vials Shipped, Prescriptions and % to plan.  Also, at the
end of our 3rd quarter, we had 5 of the top 10 representatives in % to plan (6
teams).  Since the launch of the franchise, the team has finished # 1:
Prescriptions 3 of 4 years and Vials shipped all 4 years.

List the nominated sales organization's top 3 lessons learned during the eligibility period (up to 100 words):

3 things learned 

1.	Address performance issues early and in a formal manner – this impacts team
performance with lower productivity and possibility for becoming cancer due to
decreased attitude

2.	The importance of having vision and keeping in front of the team – many front
line teams do not have a vision or that it is rarely viewed.  This gives a
rallying point for the team. It is important for them to buy into the vision.  

3.	Importance of having a higher purpose – This sustains you when there is
adversity and has you striving for something bigger than yourself.  Reggie’s
higher purpose was to show the company and the industry you can have a diverse
team AND be excellent.  When you play with a purpose, the extra effort is always
worth it!

Briefly describe the qualities that distinguish the nominated sales organization from other sales organizations in your industry (up to 100 words):

Vision – the vision was co-developed by the team and the manager.  The vision is
kept out in front of everyone consistently in messages, workshops, etc.  

Diversity – the team is seen as being very different in terms of personality,
skills and gender.  The team has ethnic diversity as well as it is made up of
Asian, African American, Hispanic and White team members.   

Leaving a legacy – the team has been motivated by the notion of becoming the
best team ever in the franchise and one of the very best ever at Genentech. This
helps keep representatives motivated in light of high goals and possible
complacency.

Provide a brief biography of the leader(s) of the nominated sales organization (up to 100 words):

Reggie is a passionate, visionary leader.  He focuses on developing the skill
level and perspective of his reps.  After his mothers’ passing,  he grew up in 3
different states and was Honor graduate and conference 
MVP award winning team captain of the basketball team.  He went to the Army and
returned to graduate Magna Cum Laude from college while completing 7 internships
while working in telesales at night.   

After being turned down twice for employment with Genentech, Inc., He became a
Region Rep of the Year, promoted to national sales trainer, market research,
Diversity and Management Development.

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Genentech