It is happening already. Doctors are hearing about the Sunshine Act and shutting their doors to reps.
The problem? Pharmaceutical companies are beginning to disclose the names of physicians who have been the recipients of lunches, breakfasts, and speaking appointments. Uneasy about their names are posted on company websites, physicians are discontinuing lunch with reps, often the only remaining way to access the physician.
What can sales leaders do to curb the damage? Be proactive. Specifically, provide reps with the following advice: