RESEARCH TRIANGLE PARK, NC--(Marketwire - February 28, 2008) - Physician access is not as
problematic for sales reps in Canada as it is in the United States.
Nonetheless, hours of availability have decreased and the trend toward
closed doors continues, according to a report by Cutting Edge Information.
The report, "Canadian Pharmaceutical Sales Management," available for
immediate download at
http://www.CanadianPharmaSales.com finds that
two-thirds of responding companies have no rep mirroring in their primary
care territories. The numbers are even more staggering for specialists and
hospital physicians: for certain prescriber levels, nine out of ten doctors
report a 1-to-1 relationship.
"The source of frustration for these doctors is multiple reps detailing
them on the same drugs week after week while their waiting rooms are full
of patients," says David Richardson, the lead author of the report. "Many
sales managers in both Canada and the US report a positive response from a
1-to-1 relationship between a sales rep and a doctor. Access and physician
trust increases when a rep becomes the primary source of information from a
particular company."
The reduction or elimination of mirroring reduces other problems as well,
according to interviewees. The success or failure of sales within a
territory can be tied to a single individual's work rather than a team,
where praise or blame can be difficult to assign. Because of this, reps
take ownership of their territories when they are solely responsible for
sales.
"Canadian Pharmaceutical Sales Management" makes its case with 200+ metrics
and numerous techniques for managing these three aspects of the current
sales landscape:
-- Investment, Structure and Management -- Provides up-to-date investment
levels, structuring strategies and territory management of major pharma
sales forces in Canada
-- Sales Management Strategies -- Details companies' strategies regarding
recruiting, hiring, training and sales team compensation specific to the
Canadian market
-- In-Field Tactics -- Describes real-world maneuvers designed to
increase access to physicians and make the most of face-to-face time with
Canadian targets
To download a free, online summary of this report, visit
http://www.cuttingedgeinfo.com/canadianpharmasales/PH107_Download.asp#body.
Contact Information: CONTACT:
David Richardson
919-433-0216