Promotional Preferences: Are Pharma Sales Reps Listening to Doctors’ Cues?

Posted by Malcolm Sturgis on Thu, Apr 05, 2018

The opportunities to communicate with physicians and other key decision-makers in person has dwindled over the last decade, according to ZS’s AffinityMonitor™ and AccessMonitor™ reports, which study doctors’ true behaviors and their affinities for different promotional channels. Drilling down into particular specialties, we see a similar picture—and even more drastic declines. In oncology, for example, 24% of oncologists are “accessible” today, compared with the more than 90% of oncologists who met with most pharma reps in 2009. As a result, pharma companies have largely increased their reliance on digital promotion, but are pharma companies paying attention to doctors’ cues?


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Conducting the Sales Symphony: How the ‘Orchestrator’ Rep Addresses a Restricted-Access Multichannel World

Posted by Saby Mitra on Tue, Jan 13, 2015

Physician access for pharmaceutical sales reps continues to erode. According to the 2014 edition of ZS’s AccessMonitorTM report, access is in some way restricted for almost half of U.S. physicians, compared with 23% in 2009. More interesting are the changes in rep access by specialty: While oncologists and cardiologists have always imposed severe access restrictions, physicians in formerly “rep-friendly” specialties such as dermatology and gastroenterology are now becoming more difficult to see.


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ZS’s 2014 AccessMonitor™: Four Steps to Make the Most of Declining Access

Posted by Malcolm Sturgis on Tue, Aug 05, 2014

The headlines are all about declining physician access—almost half of physicians are now considered “access restricted” or “severely access restricted,” according to the 2014 edition of ZS’s AccessMonitor™ study. The report examined data for teams comprising approximately 35,000 sales reps, and interactions with approximately 325,000 physicians and prescribers.

It’s not a new trend. Access has been falling steadily since 2009, when it peaked at 78%. In 2012, reps had good access to 65% of all physicians, and only 55% last year. And given industry trends, rep access to physicians is unlikely to get better.


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Tailor-Made Solutions for Improving Oncologist Access

Posted by Jon Roffman on Wed, Sep 25, 2013

If you have been an oncology sales rep (or witnessed one in action), you know the difficulty in reaching many oncologists. According to ZS’s latest AccessMonitor report, 65% of oncologists put “moderate to severe” restrictions on sales rep access (compared to 58% of cardiologists and 47% of primary care doctors).

Considering the industry’s sizable investment in oncology, pharmaceutical companies can’t simply ignore these restrictions and hope things get better on their own.


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