![Industry Changes since 1995 ,[object Object],[object Object]](data:image/gif;base64,R0lGODlhAQABAIAAAAAAAP///yH5BAEAAAAALAAAAAABAAEAAAIBRAA7)
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- 3. High prescribing doctor will see 3-5 times as many sales reps as 10 years ago McKinsey Study 2003
- 10. What qualities/traits would you like to see in an industry representative? (N=350; Jan, 2008)
- 20. T raining A nd P erformance Consulting For information on TAP Courses or to book Jim to speak at your next National Sales Meeting Contact Jim Price at 770-596-1498 [email_address] www.tapconsultingcompany.com TAP Consulting Company
Editor's Notes
- Because of the increased number of pharmaceutical representatives, a high prescribing doctor sees 3-5 times the number of sales representatives they did just a few years prior. The increasing demand of pharma representatives for a doctor’s time combined with the time pressures of managed care led physicians to limit or deny access to pharmaceutical representatives. By 2003 35% percent of physicians would not even see pharmaceutical representatives in their office any more. Even the doctors who would allow representative to visit their office limited their time to around 80 seconds. As you can imagine, this posed a large hurdle for the pharmaceutical companies