HCP’s to pharma “tell me something I don’t know”

  • HCP’s are increasingly becoming frustrated with pharma sales people because they “detail” information that is readily available online.
  • Most HCP’s go online first thing in the morning and go to HCP sites like Medscape.
  • Millennial physicians use mobile devices more than Boomer physicians.
  • Even with the medical and scientific information online many physicians complain that the data released by pharma companies doesn’t “tell the whole story”.

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How can pharma help patients when they are not helping physicians?

KEY TAKEAWAYManhattan Research study finds that pharma sales tactics haven’t kept pace with the evolving behavior and information needs of today’s physicians. In addition KRC Research found that Most physicians recognize and value contributions made by pharmaceutical and biotech companies, but they do not use this information in isolation.  Continue reading

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