Stop for a second. If you have a sales manager worth half her weight in bonus money, you'll have heard the word relationship pop up at least once under her leadership. Jack has serviced me well over the last 75 years. So what's your plan of attack when your new or semi-new to a territory that's owned by a select few reps who've been playing golf and bringing bagels to the big hitters in your territory for a decade.
Service is a relationship issue in part.
The hole in the amour is your only bet. So, play chess, analyze the given situation and determine your next moves. Examine your territory in full and do a business plan. You have 50 surgeons who could potentially use your product. Drop these from your sales efforts immediately.