Comments on: Send ‘Em Packing: How To Reward Those Sales Reps http://www.pharmalot.com/2008/03/send-em-packing-how-to-reward-those-sales-reps/ News, Comment and Conversation Sun, 21 Mar 2010 07:01:16 +0000 http://wordpress.org/?v=2.6.2 By: Pharma News 3_17 « Impactiviti blog http://www.pharmalot.com/2008/03/send-em-packing-how-to-reward-those-sales-reps/#comment-213436 Pharma News 3_17 « Impactiviti blog Mon, 17 Mar 2008 11:23:15 +0000 http://www.pharmalot.com/2008/03/send-em-packing-how-to-reward-those-sales-reps/#comment-213436 [...] March 17, 2008 by Steve Woodruff Pharma Sales reps - what rewards do they most prefer? [...] [...] March 17, 2008 by Steve Woodruff Pharma Sales reps - what rewards do they most prefer? [...]

]]> By: Lichtstrasse 35 http://www.pharmalot.com/2008/03/send-em-packing-how-to-reward-those-sales-reps/#comment-208063 Lichtstrasse 35 Fri, 14 Mar 2008 01:34:44 +0000 http://www.pharmalot.com/2008/03/send-em-packing-how-to-reward-those-sales-reps/#comment-208063 Thanks for the clarification, Ed. Thanks for the clarification, Ed.

]]> By: Doc http://www.pharmalot.com/2008/03/send-em-packing-how-to-reward-those-sales-reps/#comment-207704 Doc Thu, 13 Mar 2008 21:35:04 +0000 http://www.pharmalot.com/2008/03/send-em-packing-how-to-reward-those-sales-reps/#comment-207704 Chris, I've been deep in the big pharma business for over 25 years. Yes, it is the doctors responsibility to treat patients, but it is also the manufacturers responsibility to assure fair and balanced promotion. That happens too infrequently by big pharma. Are there individual reps and marketing/sales people that have patient well being first? Yes, but there are too many that have their paycheck, bonus and next award trip in first place - in spite of affect on patients. There are also too many reps that have a narrow and shallow medical background, they don't fully understand patient co-morbidities, only what their great product does. And you are correct that detailing and promotion are only a part of the system, but with IMS data, fear of being fired for 'low performance', and the billions of dollars spent on detailing and promotion - they are a significant part of the system and have a significant impact on prescribing behavior regardless of what my MD collegues think. Chris,
I’ve been deep in the big pharma business for over 25 years. Yes, it is the doctors responsibility to treat patients, but it is also the manufacturers responsibility to assure fair and balanced promotion. That happens too infrequently by big pharma. Are there individual reps and marketing/sales people that have patient well being first? Yes, but there are too many that have their paycheck, bonus and next award trip in first place - in spite of affect on patients. There are also too many reps that have a narrow and shallow medical background, they don’t fully understand patient co-morbidities, only what their great product does. And you are correct that detailing and promotion are only a part of the system, but with IMS data, fear of being fired for ‘low performance’, and the billions of dollars spent on detailing and promotion - they are a significant part of the system and have a significant impact on prescribing behavior regardless of what my MD collegues think.

]]> By: Chris http://www.pharmalot.com/2008/03/send-em-packing-how-to-reward-those-sales-reps/#comment-207414 Chris Thu, 13 Mar 2008 18:34:20 +0000 http://www.pharmalot.com/2008/03/send-em-packing-how-to-reward-those-sales-reps/#comment-207414 Doc, Excellent patient care and putting patient well being first is the job of the medical professionals treating the patients, isn't it? The system isn't perfect for certain, but detailing and promotion are only a part of it. Because reps have incentives to perform doesn't mean that medical professionals have to act on the reps' requests and recommendations. Doc,
Excellent patient care and putting patient well being first is the job of the medical professionals treating the patients, isn’t it? The system isn’t perfect for certain, but detailing and promotion are only a part of it. Because reps have incentives to perform doesn’t mean that medical professionals have to act on the reps’ requests and recommendations.

]]> By: Doc http://www.pharmalot.com/2008/03/send-em-packing-how-to-reward-those-sales-reps/#comment-207405 Doc Thu, 13 Mar 2008 18:29:22 +0000 http://www.pharmalot.com/2008/03/send-em-packing-how-to-reward-those-sales-reps/#comment-207405 Most companies award the trips to their top 10-20% of sales reps. Most also use those forced rankings for performance evaluations. Wonder if the average patient knows that their doctor is being 'educated' by primarily non-medically trained people who are incentivized to win cash, trips and prizes. But more importantly, know the ability to keep their high paying job depends on achieving some RX or dollar goal. Does this system lead to excellent patient care and putting patient well being first? Most companies award the trips to their top 10-20% of sales reps. Most also use those forced rankings for performance evaluations. Wonder if the average patient knows that their doctor is being ‘educated’ by primarily non-medically trained people who are incentivized to win cash, trips and prizes. But more importantly, know the ability to keep their high paying job depends on achieving some RX or dollar goal. Does this system lead to excellent patient care and putting patient well being first?

]]> By: Ed Silverman http://www.pharmalot.com/2008/03/send-em-packing-how-to-reward-those-sales-reps/#comment-207399 Ed Silverman Thu, 13 Mar 2008 18:26:49 +0000 http://www.pharmalot.com/2008/03/send-em-packing-how-to-reward-those-sales-reps/#comment-207399 Hi Lichstrasse 35 That's a fair question, although I think the information is interesting by itself. In any event, I updated the post with info from the survey, which did compare pharma with a benchmark group that mixed drugmakers with big names from other industries. I don't know that this answers your question entirely - probably not - but perhaps this helps a little. Regards ed Hi Lichstrasse 35

That’s a fair question, although I think the information is interesting by itself. In any event, I updated the post with info from the survey, which did compare pharma with a benchmark group that mixed drugmakers with big names from other industries. I don’t know that this answers your question entirely - probably not - but perhaps this helps a little.

Regards
ed

]]> By: Lichtstrasse 35 http://www.pharmalot.com/2008/03/send-em-packing-how-to-reward-those-sales-reps/#comment-207347 Lichtstrasse 35 Thu, 13 Mar 2008 17:36:44 +0000 http://www.pharmalot.com/2008/03/send-em-packing-how-to-reward-those-sales-reps/#comment-207347 This seems a bit unfair, unless you have the research that shows that pharma companies use trips as sales incentives at a statistically significant higher rate than other industries that provide incentives to their sales people. This seems a bit unfair, unless you have the research that shows that pharma companies use trips as sales incentives at a statistically significant higher rate than other industries that provide incentives to their sales people.

]]> By: Dan http://www.pharmalot.com/2008/03/send-em-packing-how-to-reward-those-sales-reps/#comment-207201 Dan Thu, 13 Mar 2008 15:09:13 +0000 http://www.pharmalot.com/2008/03/send-em-packing-how-to-reward-those-sales-reps/#comment-207201 Long suffering detail people? Your vocation is a unique combination of acquiring the traits of silence and obedience. Long suffering detail people? Your vocation is a unique combination of acquiring the traits of silence and obedience.

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