November 15, 2008
Docs want more info, less rep chat
The results of a recent study revealed that doctors want more clinical information from drug reps but want to spend less time interacting with them.
An analysis by management consulting firm, Oliver Wyman, indicated that physicians are skeptical of sales reps, and are unwilling to meet with them for more than a minute. The study, A Prescription for Change: The Future Go-To-Market Model for the Pharmaceutical Industry, concluded that only 56% of physicians are willing to meet with sales reps and only 24% of docs want to spend more than two minutes with a rep. Also, 86% of docs believe that the info sales reps share is, at best, biased and not completely factual.