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Good points to think about, especially regarding short-term gains in sales overriding long-term relationship building and customer-focus.
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I think the field is clearly overgrazed. Some eaxamples of companies approaching from a new direction:
Rep ownership model - no more POD. Each rep has a specific list of MDs they "own". Sell to the physician as a "time-saver". No more 3 or more reps per week with the same message about product X. The key is the correct number in the silo. In this case the company chose 65-85 doctors. This is way too low for most geographies. 120-140 assigned docs is enough to keep you moving but not overwhelming.
Rep reduction mondel - Henry Ford medical system asked Pharma companies to reduce reps. Company A reduced from 126 to 124. Company B reduced from 60 to 2. Those 2 were responsible for the entire system. The result, Company B's drugs were preferred in the HF medical system. That's a competitive advantage.
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Rank: Guest
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