Why physicians don’t have time for sales people

KEY TAKEAWAY:  Pharma salespeople don’t add value to physicians and even MSL’s are becoming addicted to “canned” data and rehearsed presentations.   Unless pharma can talk to HCP’s one on one, as peers, no sales people, time spent with doctors is going to continue to decline. Continue reading

Is the pharma sales force still needed?

imagesKEY TAKEAWAY: The percentage of physicians who do not permit access to medical industry salespeople, who include device-maker reps, has grown to 36.5% in 2016, up from 22.9% in 2010, according to a new survey by the research firm SK&A. And, significantly, among the increasing number of physicians employed by hospitals and health systems, the no-access rate tops 50%. So does pharma really need sales reps? Continue reading

Will eDetailing replace pharma reps?

cropped-World-of-DTC-Market-Header.jpgBased on a comScore longitudinal study of a permission-based panel of 1,000 U.S. physicians HCP Content websites such as Medscape.com, which provide content or services catering specifically to physicians, reached the highest percentage of physicians (81 percent) in comparison to other types of health sites.  While there is a significant increase in eDetailing budgets the biggest challenge for drug companies is do physicians have the time to engage drug companies electronically ? Continue reading

Doctors continue to say “no” to pharma reps

doctors-failing-to-inform-patients-onlineKEY TAKEAWAY: According to AccessMonitor™, the number of “rep-accessible” physicians – that is, the number of physicians who meet with more than 70 percent of sales reps who attempt to meet with them — dropped to 44 percent from 46 percent in 2015. Digital can make up for a lost rep time, but only if you understand what physicians find valuable. Continue reading