Study: 50% hike in rep-hostile docs

Share this article:
Getting face time with busy physicians is becoming harder for pharma reps every year. The fraction of doctors open to meet reps fell nearly 20% last year—to 58% from 71%—while inaccessible doctors now account for 9% of the total, up from 6% last year—a 50% increase.

The findings come from ZS Associates' AccessMonitor report, which monitors rep-related interactions of more than 500,000 physicians, NPs and other prescribers nationwide and tracks both the planned and completed details of about half the nation's sales reps (more than 41,000).

Even docs who were open to seeing some reps became more selective. That trend made some 8 million planned sales calls nearly impossible to complete. Companies are requiring reps to call on prescribers who either refuse to see any sales people at all or refuse to see reps as often as management wants them to, and it's costing pharma more than $1 billion per year.
Share this article:
close

Next Article in Features

Email Newsletters

More in Features

Antidote: On Cystic Fibrosis treatments

Antidote: On Cystic Fibrosis treatments

Recent treatments in CF, including the inhaled antibiotic Tobramycin, have increased lifespan well into adulthood.

The $3 generic and the $1,000 pill: pharma outsiders just don't get it

The $3 generic and the $1,000 pill: pharma ...

What do you call the people who treat medical breakthroughs as if they were bank heists? Malicious? Uninformed? Not with it?

Leadership Exchange Uncut : The Agency-Client Relationship

Leadership Exchange Uncut : The Agency-Client Relationship

Click the above link to access MM&M's first Leadership Exchange Uncut e-book, "The Agency-Client Relationship"