Sales reps says PhRMA rules hurt them

Most pharmaceutical sales reps believe PhRMA's Code onInteractions with Healthcare Professionals is negatively impacting their jobs,according to a recent study by market research firm G&S.

An overwhelming 93% of respondents said the guidelines arefurther limiting access and time with physicians and/or staff and makingprogram recruitment more difficult.

The findings are part of G&S's Rep Review 2005, anindependent study designed to capture real-world information about thehealthcare marketplace from sales reps.

“What a sales rep will say to his or her employer and whathe or she will confide to an outside, independent source are very different,”said Melissa Spaulding, G&S Research VP, client management, in a statement.

Other key findings included:

  • Of the 72% of respondent reps who reported that they do not get enough time with physicians, more than two-thirds of reps cited “too many competitor representatives taking up physicians' time” as the most significant reason.
  • Reps want more training in disease states and less on pharmaceutical marketplace issues.
  • Significantly more reps reported in 2005 (90%) that physicians discuss and/or use point-of-care reference tools than they did in 2003 (52%).
  • An increasing number of reps (up 17% from 2003) believe that DTC advertising is influencing their jobs, and most indicated that the effect is positive.
  • When reps were asked what company they have the greatest respect for, GlaxoSmithKline was named most, followed by Johnson & Johnson, which came in a close second. Genentech, the third-most-respected firm, improved most over the past two years.
  • Sales reps believe that public opinion of drug manufacturers declined in the past year, and most identified media exposure as the culprit. 

You must be a registered member of MMM to post a comment.

Did you miss January's Top 40 Healthcare Transformers issue? Read how these inventors, strategists, entrepreneurs and wonks are challenging, disrupting and otherwise transforming the healthcare business. And join us April 30 to honor them at the Transforming Healthcare Dinner. Click here.