{"id":6004,"date":"2014-07-22T19:41:00","date_gmt":"2014-07-22T19:41:00","guid":{"rendered":"http:\/\/www.pharma-mkting.com\/even-though-there-are-fewer-sales-reps\/"},"modified":"2019-02-21T01:16:29","modified_gmt":"2019-02-21T01:16:29","slug":"even-though-there-are-fewer-sales-reps","status":"publish","type":"post","link":"http:\/\/ec2-54-175-84-28.compute-1.amazonaws.com\/pharma-mkting.com\/blog\/even-though-there-are-fewer-sales-reps\/","title":{"rendered":"Even Though There Are Fewer Sales Reps, More Physicians Deny Rep Access"},"content":{"rendered":"

According to the spring 2014 AccessMonitor\u2122 report from global sales and marketing consulting firm ZS Associates, pharmaceutical access to physicians continues to decline. Only 51% of physicians\/prescribers now allow access to sales reps, down from 55% in 2013 (see chart):<\/p>\n\n\n\n\n
<\/a><\/td>\n<\/tr>\n
Source: ZS Associates<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n

\nEven among traditionally pharma-friendly prescribers (e.g, dermatologists), access is down dramatically as illustrated in this chart:<\/p>\n

\n<\/div>\n

<\/p>\n\n\n\n\n
<\/a><\/td>\n<\/tr>\n
Source: ZS Associates<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n

\nThe decline in access continues despite the downsizing of the pharma sales force by one-third since 2008. But, the downsizing has actually helped pharma deliver better sales calls.<\/p>\n

How?<\/p>\n

<\/a>By cutting down on all those “infeasible” sales calls. A call is considered infeasible by ZS Associates if a “best-in-class” sales rep can’t deliver it. The number of infeasible sales call has leveled off after dropping precipitous from 2010 to 2008 when the pharma sales force was cut by one-third.<\/p>\n\n\n\n\n
<\/a><\/td>\n<\/tr>\n
Source: ZS Associates<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n

I don’t know how ZS Associates calculates this cost, but by reducing the sales force by 30,000 reps, these data indicate that the industry has saved about $2 billion annually. Which works out to $67,000 per sales rep, whatever that means.<\/p>\n

You can download an executive summary of the report here<\/a>.<\/p>\n","protected":false},"excerpt":{"rendered":"

According to the spring 2014 AccessMonitor\u2122 report from global sales and marketing consulting firm ZS Associates, pharmaceutical access to physicians continues to decline. Only 51% of physicians\/prescribers now allow access to sales reps, down from 55% in 2013 (see chart): Source: ZS Associates Even among traditionally pharma-friendly prescribers (e.g, dermatologists), access is down dramatically as […]<\/p>\n","protected":false},"author":2,"featured_media":11625,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[12],"tags":[101,74,110],"topic":[],"acf":[],"yoast_head":"\nEven Though There Are Fewer Sales Reps, More Physicians Deny Rep Access - Pharma Marketing Network<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"http:\/\/ec2-54-175-84-28.compute-1.amazonaws.com\/pharma-mkting.com\/blog\/even-though-there-are-fewer-sales-reps\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Even Though There Are Fewer Sales Reps, More Physicians Deny Rep Access - Pharma Marketing Network\" \/>\n<meta property=\"og:description\" content=\"According to the spring 2014 AccessMonitor\u2122 report from global sales and marketing consulting firm ZS Associates, pharmaceutical access to physicians continues to decline. 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