A new report from the global sales and marketing consulting firm ZS Associates indicates that—despite signs of leveling off—pharmaceutical sales rep access to physicians continues to steadily decline. Data on more than 240,00 prescribers showed that only 51% of physicians/prescribers allow access to sales reps in 2014, down from 55% in 2013, from 65% in 2012, and 78% in 2009.
The trend appears to exist across specialties, including those that have traditionally been pharma-friendly. Access dropped from 84% in 2013 to 67% in 2014 for dermatologists, from 63% to 47% for gastroenterologists, 73% to 68% for OB/GYNs, 60% to 45% for pediatricians, and from 54% to 41% for psychiatrists.
This decline in access is occurring in the face of extreme downsizing of pharma sales forces, specifically a one-third cut since 2008. So, physicians, if you’re not getting your pharmaceutical information from sales reps, where are you getting it?
Access the full report here.
