Cutting Edge Information Investigates: Why Pharma Sales Reps Are Losing the Physician Access Battle
Posted on: Thursday, 20 October 2005, 09:00 CDT
RESEARCH TRIANGLE PARK, N.C., Oct. 20 /PRNewswire/ -- Interviews with top pharmaceutical sales executives, regional managers and sales reps all reveal the same thing: physician access is one of the biggest problems facing pharmaceutical sales forces today.
Cutting Edge Information President Jason Richardson attributes part of this problem to the creation of pods. "Pods of sales reps calling on the same physician means that one doctor could meet with as many as 16 reps from the same company over the course of a month many times over. The result is many frustrated physicians," Richardson said.
Extensive sales force expansion and the development of the pod system led to what some experts and doctors refer to as "intrusive selling" and it is starting to backfire on many companies. Some doctors limit the hours in which reps can visit while others have closed their doors altogether. Even those doctors who keep their doors open to reps cannot possibly see everyone without reducing their patient load. The result is less time, if any, in front of the doctor.
In the face of reduced physician access, reps must also work within the industry's self-regulated PhRMA code, which dictates stricter guidelines for using perks to gain access to physicians. On top of this, pharmaceutical companies fear massive fines from government regulators such as OIG.
"Pharmaceutical Sales: Driving Access and Influencing Prescribers," available now at http://www.pharmasalesmanagement.com/, features innovative practices from more than 30 large and small pharmaceutical and biotechnology companies. It reveals the strategies and tactics these companies use to build top sales forces and drive revenues.
"Pharmaceutical Sales: Driving Access and Influencing Prescribers," showcases the following metrics and practices:
- Budgets and headcounts of 19 of the top 30 pharmas - Cost per general and specialty reps for both large and small pharmas - Strategies for building and maintaining top sales forces - Tactics for overcoming reduced physician access and optimizing time earned with physicians
To download a free summary of this 196-page report, please visit http://www.pharmasalesmanagement.com/. For more information on "Pharmaceutical Sales: Driving Access and Influencing Prescribers" or to learn about Cutting Edge Information research, please call Oveda Slade at 919-403-6583 or e-mail info@cuttingedgeinfo.com.
Cutting Edge Information
CONTACT: Oveda Slade of Cutting Edge Information, +1-919-403-6583, orinfo@cuttingedgeinfo.com
Web site: http://www.cuttingedgeinfo.com/http://www.pharmasalesmanagement.com/
Source: PRNewswire
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