AstraZeneca reps in the US aren’t the only ones struggling with overzealous managers. More UK sales reps are reporting inhouse misconduct and violations directly to the Pharmaceutical Medicines Code of Practice Authority, thanks to tougher code implemented last year.

Sales reps are afraid their careers will suffer if caught breaking the new rules, so authorities are seeing a small, but noticeable increase in the number of reps complaining about the call rate targets they’re given - rising from just one complaint in 2005 to four last year. The code says reps shouldn’t make unsolicited sales calls to docs more than three times a year on average.

One recent case involved a Pfizer rep who complained about being asked to call on target docs eight times a year, and said other reps knew the target violated the rules and raised the issue, but that managers hadn’t acted. Pfizer claimed confusion, but was found in breach.

Sales reps “appear to be more willing to call their company to task if they feel they are being asked to breach the code,” says PMCPA director Heather Simmonds. “While I’m sure companies would prefer if these concerns were raised internally (and in some instances they were), the most important thing is that representatives are following the code.”

There have been high-profile violations in the UK in which Abbott and Merck were suspended from membership in the Association of the British Pharmaceutical Industry. Other such as Lilly and Amgen have admitted to regulators recently hoping to show they take the rules seriously.

A former compliance officer at AstraZeneca, Steve Gray, says the tougher code means reps have to be constantly vigilant. “They’re the ones that have got to take a decision on the spot about what they can and can’t do. Some people are worried that if they make a mistake, their company is going to come down on them really heavily and they’ll get fired. I can’t think of a company where that’s true, but that doesn’t stop people worrying.”

Hmmm….Then there’s Mike Zubillaga.

Further reading…
The PMCPA;
Full story in PharmaFocus;
The AstraZeneca scandal.

Hat tip to PharmaGossip.
[tags]AstraZeneca, Pfizer, PMCPA, Sales Reps[/tags]