David Keane | PharmExec.com
For years,
pharmaceutical sales representatives have been dealing with access challenges
and shrinking availability of prescribers, stemming from a more restrictive
regulatory environment, changing economic conditions and new healthcare
business models. These factors, in turn, have pressured physicians to see more
patients, leaving less time to learn about even potentially life-saving drugs.
Whether it’s with key opinion leaders (KOLs), high prescribers, administrators or
any other decision--makers, yesterday’s sales strategies and tactics are not
only less effective, they’re also highly restricted and regulated.