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Post by mnholdem on Oct 12, 2015 12:38:56 GMT -5
Excerpt from Sanofi job advertisement: Diabetes Specialty Sales Professional - Sioux City, IA/Makato,MN -DWCBB01S
This position will report to the Area Business Leader and will be required to conduct an average minimum of 8 calls per day on physicians to achieve call plan objectives over the course of a quarter. Product portfolio, customer base, and geography may change on a quarterly basis based on market needs. These sales professionals will be focused on utilizing effective selling techniques to deliver customer service which will include, but is not limited to, sampling, providing patient education materials, educating demonstrating sales ability/ persuasiveness to physicians and staff to deliver focused sales messaging to targeted customers.
The Sales Professional typically establishes long-term relationships with key clients for their designated therapeutic area and may build and maintain formulary availability, ensures product availability, organizes resources for symposia, and gets involved in local organizations that are key to the business. Intent of the Sales Professional is to provide exclusive coverage of Specialists in territory (target of >50% of call plan on Specialists).
jobview.monster.com/Diabetes-Specialty-Sales-Professional-Sioux-City-IA-Makato-MN-DWCBB01S-Job-US-Remote-NJ-US-156803055.aspx?mescoid=4100683001001
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Post by comnkd on Oct 12, 2015 13:42:29 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! Falconquest just about nails it with their response. Despite what some may think, pharma sales reps and any sales rep who want to be the very best rely on knowledge, not looks. Pharma reps are required to successfully complete rigorous training that educates them on the physiological effects and pharmacology of the medications they sell. This is no easy task. Sales reps are also engaged in ongoing training to keep them apprised of changes in their industry. Some of this training is prescribed by the employer. The top performers are also deepening their knowledge through informal learning - speaking with subject matter experts, tapping into news sources, crawling the Internet for articles, etc. A great sales rep is a trusted advisor to their customer base. They are an extension of their staff. They bring meaningful insights and best practices based on industry trends. They challenge their customers to rethink how they approach or manage their business. In order to achieve this status, face to face visits must occur. Otherwise, "out of sight, out of mind". Sales cycles take time and building a pipeline can take up to a year before reps begin seeing the fruits of their labor. This may take even longer in a highly competitive marketplace where you are competing for face time to educate on a paradigm shift and combat FUD from standard of care providers. Marketing flyers and web sites aren't going to fill the Afrezza sales pipeline. Time and effort will. |
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Post by rrtzmd on Oct 12, 2015 21:23:47 GMT -5
Interesting article from a year ago: Sales rep restrictions point to need for a pharma rethink
"This years survey showed that 32% of physicians said they cannot talk to reps, compared to 27% last year. Apply this limit to doctors in organized health systems, and the restrictions become even greater: 42% of doctors affiliated with integrated health networks say they are not allowed to see reps—a 17% increase since last year." Interesting telephone survey of primary care(42%) and specialist(58%) docs: KRC survey of physicians"They value information from pharmaceutical and biotech company representatives and pharmaceutical company-sponsored educational programs featuring physicians speakers as one source of information among many—but these sources are not in the top-tier." "Nearly 2 in 3 physicians said they have been asked by an insurer or pharmacy to switch to a different drug than the one they prescribed." "A third usually prescribe a generic, while most others say they usually prescribe half and half or decide on a case by case basis. Few say they usually prescribe a brand drug that doesn’t have a generic equivalent." |
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