Pharma sales reps

Drop in the share of physicians seeing reps in-person

KEY DATA: According to DRG research share of physicians seeing reps in-person dropped from 67% to 54%. Most notably, physician respondents highlighted a time crunch as the primary cause for less in-person time, with increased patient loads, EHR maintenance and time spent on other bureaucratic tasks resulting in less available time to meet with pharma representatives.

Continue reading →

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

KEY TAKEAWAY: Manhattan 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 →

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 →