Will Websites Replace Pharma Reps?
I just found an article covering trends in big pharma that says that eventually, pharmaceutical companies will replace sales reps with websites. Big pharma companies like Merck and Pfizer are under pressure to reduce costs and deliver profits, and up-and-coming physicians are much more comfortable getting their information from the web rather than a live person. In fact, according to the article, Astra-Zeneca and Johnson and Johnson have already instituted some version of web-based education for physicians. The latest figures show a big slide in sales force numbers, with more cuts coming.
What does it all mean for pharma reps?
It means that if you still want to be in pharmaceuticals, you need to work harder to beat out the competition. That includes a better science background as well as more intense job hunting skills–think about using very effective 30/60/90-day sales plans, and seriously consider hiring a career coach to help you market yourself. You’re going to need to find a way to separate yourself from the candidates who pushed their way into pharma sales jobs with no experience.
If you’re ready to move on, you’ll have to work even harder. Pharma reps are seen as the lower end of the sales by the rest of the medical sales community–both because science backgrounds are often lacking and because the sales process lacks the “closing” requirements of other areas. It’s hard, but it’s not impossible. Check out this story of a pharma rep who transitioned to surgical sales with the help of a career coach.
Written by Peggy McKee - the medical sales recruiter
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