Drug Rep Time

How to succeed in Pharmaceutical Sales.

I need to know what YOU guys struggle with.

Marketing in the past: new product-promotion-sales.
Marketing at present: promotion-feedback from consumers-new product-sales.

What I am saying is that I need to learn about you to build this blog successfully.

So, when it comes to your job what do you struggle with?
One, two, three thoughts…
Don’t spend time thinking. Say whatever pops in your head first. Spit it out.
Doctor.

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November 4, 2007 - Posted by | Your best comments | , ,

14 Comments »

  1. Getting their attention.
    They don’t care about my product. No eye contact. Don’t want to hear about any new data, dinnrs, anything. So what do you do,leave my samplesand see ya….

    Comment by Anonymous | November 5, 2007 | Reply

  2. Mental access is problem #1. That glazed look in their eyes while we try and give them 3 good points just sucks away passion that we have for our jobs.

    Not wanting to hear details and then later negating by complaining not enough service we provide. Also, complaining not enough medical ed programs and then 2 people show up

    Comment by Anonymous | November 5, 2007 | Reply

  3. Understanding what really matters to the physician. What can I do that will bring value to the physician’s practice?

    Comment by Anonymous | November 5, 2007 | Reply

  4. Just competing for the relationships in the offices. Sometimes it seems like you are only as good as your last dinner out or lunch out. Getting the pressure from our managers to do programs and dinners out and then physicians do not want to go! Access is more and more limited with only seconds to build ongoing relationships while still trying to talk about your product vs. the competition.

    Comment by Anonymous | November 5, 2007 | Reply

  5. Being treated as a resource not a ups delivery man. Competing against companies that liberally interpret PhARMA guidelines/AMA guidelines. Overcoming used car perception from patients.

    Comment by Anonymous | November 5, 2007 | Reply

  6. Grabbing their attention and stopping them for 1 minute. Figuring out how much they are telling you is truth and how much is a “smoke screen”.

    Comment by Brewzer1 | November 6, 2007 | Reply

  7. I haven’t forgotten about the true reason I got into this business–the Patient. I’m usually just lumped into the same category as the “Barbie or Ken Doll” reps who bring nothing to the table and certainly lack any credibility but instead do their talking with their expense accounts. It tends to create a “what have you done for me lately?” atmospere in offices.

    Comment by Anonymous | November 6, 2007 | Reply

  8. The major thing I struggle with on a daily basis is providing the doctors with value. The drug that I sell has been out for over a decade. I feel that the doctors know everything major benefit about my product, and my marketing team is clueless to my struggles.

    Comment by Anonymous | November 7, 2007 | Reply

  9. Am I just another handsome talking head? Most of the time, I think so. It costs over $200 just to send a rep into an office once a week. I think that money could be spent more effectively. $200 just to talk about the previous weekend’s wild night out. And that’s before I bring the lunch. All I want to know is if we ever bring anything CLINICALLY valuable to a practice.

    Comment by Anonymous | November 8, 2007 | Reply

  10. understand that we are only trying to perform our jobs to the best of our ability. We are not interrested in wasteing your time OR OURS. And believe it or not, yes, our time matters! We are trained to try to disseminate relevant information and provide you with a product that may help your patients. We are human beings trying to earn a living for our selves, and for some of us, our families. We just want to be treated like human beings.

    Comment by Anonymous | November 10, 2007 | Reply

  11. Getting the relationship going with a doc who is in love (and has been for a while) with a competitive product and the rep that promotes it. Do I have any chance at all or should I move on to somebody who may actually prescribe my drug ?

    Comment by Anonymous | November 12, 2007 | Reply

  12. A big struggle I personally deal with as a vaccine specialist is getting the entire staff to pay attention to the importance of vaccine coding and pricing. All too often the staff, who the doctor has left in charge of the vaccine inventory, are making huge mistakes and costing the office thousands of dollars. And I can’t even get them to stop and listen to me for 5 minutes on something that can truly save a ton of time and money in the long run. In short, I guess apathy is an epidemic in family practice.

    Comment by Anonymous | December 9, 2007 | Reply

  13. I’m not going to say…”You’ve probably never heard this one before.” but instead I’ll say “I know you’ve never heard this one before”. LOL. But seriously, I know the bottom line to selling is building relationships. But I am saying with gut level honesty I cannot sell or “fake” an interest in medical professionals that I don’t genuinely like or respect. Can you sense that in a sales agent but still prescribe based on their ability to sell based on the merits of the product and not the relationship? My background and personal approach is fact based selling. And that is how people can make a sale with me….when I go to buy a car I don’t want you to ask me about my summer vacation or how my kids are doing in school. I want to know about the carfax, resale value and how many color choices I have.

    Comment by Anonymous | December 21, 2007 | Reply

  14. A Brief Manifesto Designed For Employed Pharmaceutical Representatives

    The word, ‘Manifesto’ is one of Latin origin, and means ‘to make public’. It’s an open statement of standards related to good behavior based on principles. What will follow in a moment are not the rules or commandments from one individual or organization. Nor am I composing this in an attempt to be perceived as an ideal pharmaceutical representative.
    So, these are suggestions I wish to offer for pharmaceutical representatives regarding the nature of their vocation:
    1. Never park your free car closest to the entrance of a doctor’s office or clinic. Obviously, both places treat sick people- some worse than others. Aim for the back of the parking lot. Exercise is good for you.
    2. Upon entering a medical location, such as a doctor’s office, if you notice more than one pharmaceutical representative sitting in what may be a small waiting room, leave immediately and return at another time. Don’t be so insistent or persistent that you disrupt those in that waiting room who need to see the doctor much more than you do. A similar suggestion is that if you enter a waiting room with no other reps and few patients waiting to be seen, strike up a conversation with one of these patients waiting to see their doctor. This rarely if ever happens- drug reps having a nice conversation with a patient. You know, they are not Lepers.
    3. Make an effort not to become vexed if you are unable to see one of your targeted prescribers. More importantly, if such a person accepts samples from you, this in itself will influence their prescribing habits more than you may realize. So I suggest you visit such offices, regardless if you see the prescriber or not. You still will or may have a positive effect on what you need to do.
    4. If you have an opportunity to be invited into the medical office to ‘check samples’, which means an opportunity to speak with the doctor, read the environment in this patient treatment area.
    Are staff members moving quickly in this area? Are you not receiving any eye contact or dialogue from such staff members? Does the doctor seem overwhelmed? If so, don’t discuss your business at such times. The doctor and his or her staff have more concerning issues than your presence there. Likely, you will visit this same location again and again.

    Furthermore, and as with others, I’ve read statements from pharmaceutical representatives on Cafepharma. I know your concerns as a pharmaceutical representative, as well as the ridiculous activities you are required to do by your employer at times that either appear or in fact are rather pointless.

    With this said, I suggest you not be in a constant state of understandable anger or unhappiness as you work during the day. People are more transparent that you may realize (psychopaths are an exception). Those in the medical community that you interrupt (and you do) would rather not view you as upset or joyless. Attempt to make yourself in a presentable mood before entering a medical location. You might actually make another’s day. Try gently to make medical staff laugh appropriately, for example.

    Also of particular note, and with pharmaceutical corporations, and perhaps all corporations, there seems to be a constant theme with such sales forces- members always strive to make a favorable impression for their employer. This in itself is understandable and not necessarily a bad thing to do.

    Yet do not ever confuse creative acts with criminal acts. It happens, and it is not a good thing for many. So I suggest that others learn about law relevant to your profession as a pharmaceutical representative.

    Many follow instructions from their superiors that may in fact be possibly unethical if not criminal on occasion. This happens for two reasons: First, it’s understandable with a pharmaceutical representative that if their superior directs them to engage in a particular activity related to their vocation, it is reasonable to conclude that such acts are legal. So rarely do pharmaceutical representatives ever question what they are told to implement by their employers and managers. To be clear, this scenario is possible, yet not always.

    For example, do not ever engage in what is called quid pro quo. This is Latin as well, and means, ‘this for that’. For example, just because you buy a medical office lunch, or leave them samples of your promoted products, or placed a fancy TV in their office, these gifts does not mean in any situation that the doctor owes you prescriptions for the medications that you promote to such doctors. If your sales numbers are down, do not blame the medical professionals in your territory in such a way, and it happens at times.

    Finally, there are certain intrinsic human traits that others rarely discuss or examine. Examples are qualities such as character, integrity, or kindness. I’m not suggesting that you do discuss such moral and ethical topics if this is not how you live your life. What I am suggesting is that you discover the meaning of such words and strive to acquire these traits within you, or at least consider the value of such traits.

    Thank you for your time,

    A seasoned pharmaceutical representative.

    Comment by Dan | February 19, 2009 | Reply


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