One top 10 pharmaceutical company sales rep talks about life on the circuit and the real-world challenges that sales reps face on a regular basis — everything from no-access physician offices to developing that elusive one-on-one relationship.
“Pat,” who will remain anonymous, faces a multitude of daily challenges to get the message out.
An estimated 85,000 sales reps are now in the field, according to a new study by pharmaceutical intelligence firm Cutting Edge Information, and top pharmaceutical companies plan to increase sales headcounts by an average 20% in the next 18 months to 24 months.
The industry average for field force budgets hovers near $875 million, and top-spending organizations dedicate more than $1 billion to their sales efforts. Leading primary-care divisions, according to Cutting Edge, work with more than $100 million apiece, while their specialty counterparts work with about half that amount.
Pharmaceutical sales organizations spend about $150,000 per primary-care rep and $330,000 per specialty drug rep, according to Cutting Edge Information…
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