Thursday, May 26, 2011

Reps Stand Their Ground Despite 45,000+ Sales Jobs Lost This Year

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The shift to digital has provided new avenues for companies to reach physicians. It has also led to the downsizing of pharma sales forces around the world. In the past year over 45,263 sales jobs have disappeared according to outplacement company Challenger, Gray and Christmas.

A computer can never entirely replace a pharmaceutical rep, according to David Pineiro, 28, who works for the Japanese pharmaceutical company Daiichi Sankyo Co. Ltd. Salespeople and in-person visits are valuable resources for overextended physicians, Pineiro said.

"I would say at least 50% of physicians don't have the time to go out of their way and do that extra research on drugs or new warnings that have come out," he said. Pineiro worked for Novartis for six years before moving to Daiichi Sankyo.

The human touch that sales reps provide is simply effective, according to Brad Sullivan, marketing director for the National Association of Pharmaceutical Representatives in Washington, D.C. IPhone apps, for example, can enhance a representative's visit or provide online research, but Sullivan expects the industry still needs a salesforce.

"You still want a live presence there. It's a psychological thing to get your product noticed," Sullivan said.

So how can you maximize your dwindling sales force in the coming year and what tools are at their disposal to make the most of their face time with physicians? ePharma Summit West will show you how to modernize your sales force and bring them into the 21st century to make your product stand out from the crowd.

Click here to download the brochure and see what ePharma West has to offer you.

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