Drug Rep Time

How to succeed in Pharmaceutical Sales.

Male or female?

A few weeks ago I was asked by a rep what one thing makes the biggest difference in your sales.This came after my post www.drugreptime.wordpress.com/2008/02/12/five-reasons-why-you-cant-sell/. To my surprise I couldn’t answer the question without talking about too many things and hence diluting the value of each answer. What is it? Should you be younger or older, experienced or fresh out of training, female or male ,  “barbie doll”, always prepared, always available, always with funds? Should you have clear messages, or personal relationship, should you be in the office weekly or biweekly, should you be aggressive or considerate or simply be yourself? Is that the product or the company, breakfast, lunch or dinner, type of food or type of speaker, primary care or subspecialty, samples..? Do you need to dance if your doctor dance, drum if he drums, hunt if she hunts, golf, travel , be cool or old fashioned? Is it about some “alternative” relationship,  or maybe about knowing how to look, smell, what to say and when to shut up? Having spent over three months observing, thinking and debating I finally got it. It was so simple that I couldn’t believe it. So I decided to test it myself in my own sales. “What sales?”, you might ask. And that, my friends, is something I will also share with you in my next post. However I need some smart ideas and comments before we can continue. What do you think?


May 11, 2008 - Posted by | Inside your doctor's mind | ,


  1. Doctor Max,
    Is the answer listed in your post?

    Comment by Anonymous | May 11, 2008 | Reply

  2. Dr. Max what you are saying here basically explains what makes our job that looks so easy……so difficult! There is no right answer or no one answer. If I were to poll all of the 100+ offices I call on, each and every one would have a different answer. There are still offices that prefer a male rep because of the whole “boys club” mentality and then there are still plenty that prefer the flirty, giggly barbie type. There are offices that “like you” because you bring them lunch or coffee every week and there are offices that truly value the once-a-year lunch that you are allowed and show respect for your time and the value that you can provide in a true product/disease state discussion. Being a pharma rep you have to rely on so many variables that I don’t think there is a true answer. You can be a great relationship builder but have a dog of a product, you can have a great product and great relationships but have terrible managed care status etc….. I think what makes the difference is taking what you are given and being able to tailor yourself and your product features/benefits to who you are speaking to and what is happening at the moment you are engaging the physician. Awareness, Knowledge and Preparation are all key!

    Comment by Sunshine | May 11, 2008 | Reply

  3. I agree with the previous poster. however its most important to be yourself if not, docs who are very intelligent people will see that rightaway and you will lose credibility.Having said that there is no substitute to knowing your products/competition cold. You have to recognize the clinical need in their practice for your products and couple that with the confidence/trust you slowly build by being reliable and being your natural self.
    Sales is about developing relationships, filling a need, and being reliable.

    Comment by Bone crusher-1 | May 12, 2008 | Reply

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