Pharma Reps under fire – 13% of sales calls deemed a waste 87% of sales calls a success! In a recent report by ZS Associates, the article highlights that 13% of pharma reps won’t gain access to doctors on their sales calls. Although some might describe this as a waste of resources by some, the sales reps role and value has not changed. The sales representative still provides the best resource for doctors to receive the latest promotion and market feedback loop for their companies. If you compare this to alternative marketing efforts (print media, tv, online, etc.), this investment is still the best value for their companies. It is amazing to me how the value of sales representatives is always understated – especially for pharma sales representatives. Keep the faith sales people, you are still the most important marketing effort that your company has.

Regards,

Chris
Author of “Your Sales Career Strategy”
A guidebook for researching a successful career in outside sales