Even Though There Are Fewer Sales Reps, More Physicians Deny Rep Access

According to the spring 2014 AccessMonitor™ report from global sales and marketing consulting firm ZS Associates, pharmaceutical access to physicians continues to decline. Only 51% of physicians/prescribers now allow access to sales reps, down from 55% in 2013 (see chart): Source: ZS AssociatesEven among traditionally pharma-friendly prescribers (e.g, dermatologists), access is down dramatically as illustrated in this chart:Source: ZS AssociatesThe decline in access continues despite the downsizing of the pharma sales force by one-third since 2008. But, the downsizing has actually helped pharma deliver better sales calls.How?Read more »
Source: Pharma Marketing Blog - Category: Pharma Commentators Tags: Physician Marketing Sales and Sales Reps Sales Force Effectiveness Source Type: blogs