Drug Rep Time

How to succeed in Pharmaceutical Sales.

Change your patterns.

Most of the reps set certain patterns of behavior in their doctors’ offices, get comfortable with them and are reluctant to change. Some of you would rather circulate through the same offices and avoid tough targets. If your strategies bring you consistent  growth of sales, you are fine. Whether you come in and talk about yourself, your life, dating, cars, movies, real estate, cool stuff, or simply leave samples and ask for signatures, or whether you present yourself as a tired, unsure of the future, struggling with your manager, stuck with a tough to sell product person, so long your doctors listen and consistently deliver, you are good to go. It is much easier to follow the same routine of getting signatures and leaving than to actually do something different every the time. By now we discussed multiple topics and even if you haven’t read all the posts you still should be able to feel that what I am calling for is innovation and creativity. Grow uncomfortable with your routine and yourself and start working on changes. What areas should you change first? Is it how you get your doctors’ attention? Is it how you formulate and deliver your key message? Is it how you brand yourself or your product? Is it how you set up buying criterias? Is it your mastery of reading their minds? Is it improving your sales techniques? Is it your energy level? I don’t know the answer to these questions. All I know is that change is not always easy but ALWAYS POSSIBLE.


January 24, 2008 - Posted by | Marketing and Sales strategies | , ,


  1. This is exactly what I do. I go around, talk about my personal stuff which a lot of my doctors seem to be cool with. Usually at the end I would just say something along the lines of “We need your help with…”. I got to get out of this. It’s pretty borring.But you are right, it’s way easier than to challenge myself every time with doing something new and different.

    Comment by Anonymous | January 31, 2008 | Reply

  2. Change is not always easy but always possible. Good luck.

    Comment by Doctor Max | January 31, 2008 | Reply

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