The Push Approach is no Longer Effective for Pharma Sales Reps

According to recent findings from ZS Associates found in this article in the Wall Street Journal blogs, pharma sales rep are experiencing declining success of reaching doctors in sales visits.

Sales calls and visits are no longer cutting it, and the pharma industry spends roughly $2 billion a year on salaries and expenses for sales reps. The economic pressure has caused doctors to see more and more patients, making it increasingly harder for sales reps to push benefits of their products. This might be a chance for pharma sales teams to really rethink their strategy.

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