Drug Rep Time

How to succeed in Pharmaceutical Sales.

Help me understand.

A few days ago I was at a POA meeting of one of the pharma companies. They invited me to get my feedback on their new promotional piece for one of the world’s largest brands. There were approximately fifteen sales reps, their DM, an ARM and two marketers from the brand team. The reps were presenting parts of the new sales aid, monitoring the impact, asking questions and getting my feedback and comments. We had a very intense, dynamic and informative interaction during which we went over at least two dozens points of how to deliver sales messages with the maximal impact on physicians. After a two hour long session the reps and their DM told me: ” You have no idea how huge this was for us”. Some of them took 3-4 pages of notes and comments; so it seemed like a great session. However, interestingly, the two marketers sitting there took no notes. Imagine-none. What was “huge” for the reps was not important for the marketing. I thought: “Wow, you must be self sufficient or plain naive. How can you possibly not being cureous about things that seemed so vital to your sales force?”. That brings two questions: Are your marketing departments even aware of what you folks struggle with?  And do they care? Please share your thoughts. Maybe that was just an isolated observation and your company’s marketing department is different. 

June 10, 2008 Posted by | Marketing and Sales strategies | , , , | 6 Comments

A simple tip.

One of the common reasons why doctors may be irritated and bothered by you is that they do not feel appreciated for their tme and efforts. What is the first word that comes out of your mouth when a doctor answered your question? How about if she asked you a question? Or if he raised an objection? Or simply asked you how you were? How about the very end of your sales call? I will share with you a trivial wisdom, that is not a matter of politeness but rather a profound subconscious bonding tool that you should use as many times as it is natural during your interaction with your docs. Thank them. Whatever little participation you were able to generate even if it was just a head turn-thank them. Sincere acknowledgement coming from you is the first and foremost condition of you connection with your doctors. My observation has been that the only situation when sales reps consistently use “thank you” is after they get an autograph for their samples. That is not enough. Practice your THANKS.  Thank you for reading this.

June 1, 2008 Posted by | Sales Tips | , , | Leave a comment