Chapter 10: Coaching the Coaches

When Luke clicked off his cell phone, he was upset. It had only been two days after Luke, Scott, and Carey had reframed their view of the future, and now Carey was already wavering. He had just come from a meeting with his area business managers, who were already getting pushback from their drug field reps. After all, the field reps weren’t sold on all the rah-rah stuff and wanted to know how their commissions would be affected if they were spending time on committees and talking about strategy. And how were they ever supposed to get doctors’ offices to play an active part?

Carey wanted help—and right now. He got a similar call from Scott, who was confused about what to do next. Then Luke thought of something ...

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