The puzzle of why physicians make different prescribing decisions is a complex one. Many companies invest solely in research that assesses sales representative performance from the physician perspective. Such research often examines only the functional aspects of the detail process. PeopleMetrics research finds that the engagement level of the representative and their passion for the company is an overlooked but critical piece to this puzzle. Pharmaceutical companies that measure and improve sales representative engagement thereby position their sales force to build stronger relationships with physicians.Gosh, what a surprise! Click here to read the entire press release.
Tuesday, May 15, 2007
"Engaging" sales reps result in more scripts
From the PRNewswire press release: