Thank you for reading Success Guide: How to Turn your Pharma Reps into Masters of the Message

INTRODUCTION

“People buy from people” and “people buy from people they know, like, and trust” are two well-known facts in the world of business. When it gets down to it, a sale is a human interaction.

Accordingly, it is no surprise that field sales reps are the most important and expensive part of an omnichannel approach to healthcare provider (HCP) engagement in the Life Sciences industry.

Face-to-face sales rep visits remain the number one communication choice among HCPs,² and in-person meetings still dominate the HCP engagement model, representing 78% of the channel mix in 2023.³ Digital marketing matters, but reps still rule the roost.

Additionally, there is a myriad of evidence to support the fact that HCPs are disproportionately rewarding meaningful rep interactions with more meetings, more time, and increased access through different channels.

So, what defines a “meaningful interaction” and how do you equip your sales reps to have such interactions?Read on for answers to these important questions.

Despite accelerating digital adoption, the sales force still represents 80% of the non-direct-to-consumer promotional spend across pharma organizations.¹