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  "documentTitle": "Harmony Biosciences (HRMY)",
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  "presentationDate": "2023-03-28 00:00:00",
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  "notes": "The slide uses direct quotes from two different ex-Harmony territory managers to build a case of systemic non-compliance and arbitrary quota setting.",
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      "text": "that kind of pressure, the way that they incentivize and change commission structure, it really put pressure on the salesforce because it incentivizes them to go outside those boundaries—and all of them do it.",
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      "text": "Comp plan incentives and pressures reps to “work outside the boundaries of compliance”... Q: “Was there anything in the compensation plan... that didn't sit right with you?” A: “...it really put pressure on the salesforce... and all of them do it.”",
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      "text": "Company allegedly sets quotas far in excess of probably narcolepsy patients in a territory: “...the number that Harmony upper management is putting out... makes no sense whatsoever... The numbers never matched up to me.”",
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      "text": "“that kind of pressure...it really put pressure on the salesforce because it incentivizes them to go outside those boundaries – and all of them do it...so ridiculous is how they’re forcing reps to work outside the boundaries of compliance...and all of them do it.” — Ex-Harmony territory manager for a large region in the southeast across two states. “it makes no sense whatsoever...I don’t know what methodology they were using to figure that out...the numbers never matched up.” — Ex-Harmony territory manager for several states in the Northeast",
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      "text": "Source: Scorpion Capital consultation calls with experts",
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      "text": "An ex-territory manager described how the comp plan incentivizes and pressures reps to cross the line, and alleged that most are therefore not compliant",
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