|
|
Post by uvula on Oct 9, 2015 17:20:48 GMT -5
I started this topic because I did not want to derail an existing topic.
It seems like sales reps are not as important as they once were. Part of this is due to the internet and the easy access to information. Part of this is due to the new rules designed to prevent bribes, kickbacks, etc. Part of this is due to new rules limiting access to doctors.
I have nothing against sales reps. They work hard and these days probably have to work harder than ever. And if they have bad sales because they have a bad drug to sell or their good drug has poor insurance coverage then the sales reps get hurt financially even though it isn't their fault.
Do doctors really rely on sales reps to get information? I would think medical journals, professional association lunches, and patients asking about new medications would be as effective if not more effective in educating doctors.
A number of people here are very concerned about the number of sales reps selling Afrezza. I would think that mailing information packets to doctors would be just as effective as having a human stop into the office and drop off the same literature. I think sales reps are kind of like travel agents. Yes, there is still a need for them but for many tasks such as buying plane tickets most people can do it by themselves.
I do not mean any disrespect but how much difference does the number of reps selling Afrezza really make? Is it a valid excuse for low script numbers?
|
|
|
|
Post by sweedee79 on Oct 9, 2015 17:37:25 GMT -5
From the doctors that I have talked to they seem to rely heavily on sales reps for information... but also seem to be skeptical about what the sales reps tell them as sales reps are just, "salesmen" ... and I'm sure there are many who come pumping there new and latest wonder drug... It is a market like any other.. That is the attitude I have gotten from docs when I go to appointments with my dad... I don't think that docs pay much attention to literature and a sales rep would have a much larger impact. I would also think that if the sales reps peak the docs interest enough they will begin to research medical journals as well as clinical trials and patient experience etc. Also it seems that docs are very busy and in demand and also have their personal lives... so it is also a matter of their time. JMHO.
|
|
|
|
Post by mssciguy on Oct 9, 2015 17:38:00 GMT -5
I started this topic because I did not want to derail an existing topic. It seems like sales reps are not as important as they once were. Part of this is due to the internet and the easy access to information. Part of this is due to the new rules designed to prevent bribes, kickbacks, etc. Part of this is due to new rules limiting access to doctors. I have nothing against sales reps. They work hard and these days probably have to work harder than ever. And if they have bad sales because they have a bad drug to sell or their good drug has poor insurance coverage then the sales reps get hurt financially even though it isn't their fault. Do doctors really rely on sales reps to get information? I would think medical journals, professional association lunches, and patients asking about new medications would be as effective if not more effective in educating doctors. A number of people here are very concerned about the number of sales reps selling Afrezza. I would think that mailing information packets to doctors would be just as effective as having a human stop into the office and drop off the same literature. I think sales reps are kind of like travel agents. Yes, there is still a need for them but for many tasks such as buying plane tickets most people can do it by themselves. I do not mean any disrespect but how much difference does the number of reps selling Afrezza really make? Is it a valid excuse for low script numbers? It's a good question. These days, they serve a lot of lunches (and it better be on time) and deliver coffee. Several years ago all the freebie toys and pens were banned, but "education" is still allowed and sometimes that happens over dinner, too. From what I gather from my relatively recent pharma days, the old timers lament the demise of hiring degreed pharmacists for the sales rep role. It's mostly cute and young reps now with no pharma experience or education. I really like Pascale, and as someone who follows all the latest emarketing trends, can tell you, she is spot on--- you build up user friendly, honest, straighforward expertise online and that's what draws in followers. Also, by using that approach you get nearly immediate feedback about who is viewing your content (which strongly correlates to sales). About twenty hits on your information, and you have a sale, average (worst case). Also, Matt's comment about user feedback via social media happening lightening fast correlates. I really don't get the impatience of GS/"analyst/journalists" or many retail investors here. The institutional investors are clued in, and Al has sunk so much of his personal fortune into this, he knows from the science/engineering perspective that this IS the artificial pancreas for the time being. |
|
|
|
Post by mnholdem on Oct 9, 2015 17:57:15 GMT -5
The sales rep's initial role of detailing Afrezza is essential for physicians who don't make or have the time to gather information needed to stay current on diabetes treatments. Then there are the sample packs to deliver.
The rep's followup role is simply to provide other information whenever it's requested, such as dosing in combination with basals, for example, and more samples of course.
|
|
|
|
Post by mssciguy on Oct 9, 2015 18:11:33 GMT -5
The sales rep's initial role of detailing Afrezza is essential for physicians who don't make or have the time to gather information needed to stay current on diabetes treatments. Then there are the sample packs to deliver. The rep's followup role is simply to provide other information whenever it's requested, such as dosing in combination with basals, for example, and more samples of course. Yes of course the samples! A little different with Afrezza due to refrigeration requirement (as opposed to, for example, the orals). I'll bet this will change to a Fedex or Amazon delivery system on a demand basis at some point Next time you go in for a checkup, watch for reps... they are in and out very quickly |
|
|
|
Post by afrizzle on Oct 9, 2015 18:22:48 GMT -5
What do sales reps really do ?
I'm wondering to since it must be something else other than selling <j/k>
|
|
|
|
Post by falconquest on Oct 9, 2015 18:48:36 GMT -5
Ahem! Please allow me to elaborate. As a salesperson who makes their living on pure commission, albeit not in pharmacology, I can tell you that the successful salesperson develops relationships with their customer, understands their challenges and helps their customer achieve their goals. That could be helping Docs treat their patients more effectively, helping them lower patient hypos etc., etc. It is imperative to understand your customers needs even if he/she may not understand those needs at this particular time. Educating, assisting, understanding, helping, those are things that mark a successful sales person. I can't tell you how much I would love to be an Afrezza salesperson. I would rake in the dough!
|
|
|
|
Post by liane on Oct 9, 2015 18:54:55 GMT -5
I would love to see you as an Afrezza rep too!
|
|
|
|
Post by jonnykrush on Oct 10, 2015 12:49:30 GMT -5
One of the most important tasks an effective sales rep does is gather information from their Docs. Are they prescribing? If not, why not? For what types of patients? A1c's dropping? Patient feedback? Titration challenges?
This provides crucial info back to the Pharma co that they can then use to refine their pitch and most importantly OVERCOME OBJECTIONS!
|
|
|
|
Post by uvula on Oct 11, 2015 9:26:13 GMT -5
Jonnykrush, excellent point. I never considered that the information exchange goes in both directions.
|
|
|
|
Post by rrtzmd on Oct 11, 2015 11:26:16 GMT -5
|
|
|
|
Post by booboo on Oct 11, 2015 11:35:20 GMT -5
Bingo Johnny.....totally agree....overcome objections!
As a recently retired physician sales rep of 30+ years, IMO & many others on this board, by far the biggest objection is insurance coverage. 1st question docs ask "Is insurance paying?" Very difficult to keep doc's attention if the answer is not positive. Sounds like SNY is vigorously working on this issue.......& reps are planting & nurturing the seed until Afrezza is widely covered.
Just 2 cents from someone that has lived this long sales cycle with physicians a gazillion times.....it will happen & be well worth the wait!
|
|
|
|
Post by chuck on Oct 11, 2015 13:45:03 GMT -5
Bingo Johnny.....totally agree.... overcome objections! As a recently retired physician sales rep of 30+ years, IMO & many others on this board, by far the biggest objection is insurance coverage. 1st question docs ask "Is insurance paying?" Very difficult to keep doc's attention if the answer is not positive. Sounds like SNY is vigorously working on this issue.......& reps are planting & nurturing the seed until Afrezza is widely covered. Just 2 cents from someone that has lived this long sales cycle with physicians a gazillion times.....it will happen & be well worth the wait! What is the best publically available source to monitor insurance coverage? It would seem that this is the best leading indicator if I understand you correctly. |
|
|
|
Post by booboo on Oct 12, 2015 8:53:25 GMT -5
Bingo Johnny.....totally agree.... overcome objections! As a recently retired physician sales rep of 30+ years, IMO & many others on this board, by far the biggest objection is insurance coverage. 1st question docs ask "Is insurance paying?" Very difficult to keep doc's attention if the answer is not positive. Sounds like SNY is vigorously working on this issue.......& reps are planting & nurturing the seed until Afrezza is widely covered. Just 2 cents from someone that has lived this long sales cycle with physicians a gazillion times.....it will happen & be well worth the wait! What is the best publically available source to monitor insurance coverage? It would seem that this is the best leading indicator if I understand you correctly. Chuck, hopefully you've seen mnholdem's current post on "Impact of weekly scripts" thread.....formularylookup.com. |
|
|
|
Post by rrtzmd on Oct 12, 2015 9:54:52 GMT -5
I started this topic because I did not want to derail an existing topic. It seems like sales reps are not as important as they once were. Part of this is due to the internet and the easy access to information. Part of this is due to the new rules designed to prevent bribes, kickbacks, etc. Part of this is due to new rules limiting access to doctors. I have nothing against sales reps. They work hard and these days probably have to work harder than ever. And if they have bad sales because they have a bad drug to sell or their good drug has poor insurance coverage then the sales reps get hurt financially even though it isn't their fault. Do doctors really rely on sales reps to get information? I would think medical journals, professional association lunches, and patients asking about new medications would be as effective if not more effective in educating doctors. A number of people here are very concerned about the number of sales reps selling Afrezza. I would think that mailing information packets to doctors would be just as effective as having a human stop into the office and drop off the same literature. I think sales reps are kind of like travel agents. Yes, there is still a need for them but for many tasks such as buying plane tickets most people can do it by themselves. I do not mean any disrespect but how much difference does the number of reps selling Afrezza really make? Is it a valid excuse for low script numbers? A pretty good article: Following the Script: How Drug Reps Make Friends and Influence Doctors |
|
