Build Solid Relationships with Doctors

Pharmaceutical executives must build a strong sales force by building a bridge to a strong and lasting relationship with doctors, advise industry experts.

“U.S. pharma companies’ field forces have swelled to more than 80,000 reps — a 31 percent jump in the last two years alone — yet doctors’ available time is fixed or shrinking,” advises a report from Pharmaceutical Executive magazine.

Responding to a national study, doctors revealed a wish list of information pharmaceutical executives should address in training a viable sales force:

• More balanced information
• More clinical comparisons
• Surveys what others in the medical community think
• Information on new clinical data, formulary updates, new uses for products, etc.
• Access to journal articles, unbiased educational opportunities
• Patient discounts for medications through coupons, discounts cards, or indigent programs
• Continuing medical education