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Report by ZS Associates: Oncologists Are Most Likely To Shun Sales Reps

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ZS associates fail to mention that, in great part,their recommendations for multiple, mirrored sales forces within Oncology (share of voice model) have led to the current state of affairs where Oncologists shun contact with sales representatives!
 




agreed....also, they (ZS and Novartis) have tried to make those square pegs fit into the companys round holes. As one manager told me "These Docs will see it our way."
 




Blah blah blah, no different than primary care or neurology. Whens the last time you tried to visit a top 20 internist or top 10 neurologist without a lunch or appt? You're not getting in without one scheduled.

As I said, blah blah blah. Not news. These bloggers really need to find another line of work.
 








It's all about "Synergy" hahaha We had a manager that didn't understand Onc Sales. And we're ALL GLAD she's gone. The only managers I've ever seen that understood Oncology sales either carried the bag as an Onc Rep for years, or have been in Onc Sales for over 15 years..

Show me a Onc Rep that has to ask favors and "set up" calls for a manager ride along - and I'll show you an idiot manager that will refute that report - as evidence how many MD calls their reps make.

The best, the great, managers - those that really do know the business - don't make their reps do that.
 












Anonymous said:
Blah blah blah, no different than primary care or neurology. Whens the last time you tried to visit a top 20 internist or top 10 neurologist without a lunch or appt? You're not getting in without one scheduled.

As I said, blah blah blah. Not news. These bloggers really need to find another line of work.
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Why don't you move on? Managers work hard to help their Reps - and the Reps (good ones) at least find ways to make their call of value - if not to the physician, at least to his staff. Complainer.
 








Anonymous said:
It's all about "Synergy" hahaha We had a manager that didn't understand Onc Sales. And we're ALL GLAD she's gone. The only managers I've ever seen that understood Oncology sales either carried the bag as an Onc Rep for years, or have been in Onc Sales for over 15 years..

Show me a Onc Rep that has to ask favors and "set up" calls for a manager ride along - and I'll show you an idiot manager that will refute that report - as evidence how many MD calls their reps make.

The best, the great, managers - those that really do know the business - don't make their reps do that.
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This sure sounds like Tray-See
 




QTQ should have gone away when Eric left! Oncology as a separate entity was paying the bills for most of Novartis. David should have know better than this. Now, it's hell for everyone.
 








The Onc Rep's job as we know it today is going to be way different in the near future as much as it has changed since the last few. There will be fewer Reps out there seeing fewer MDs - which might mean way larger territories to see fewer MDs ... or ... fewer Reps with jobs that have less focus, way less responsibility for seeing MDs.

I've always felt it would be far more cost effective to send an iPad to an MD and pay him to take tests on it regarding our material. Can't do that anymore, right? Well then - it could be a payment to some Charity or Patient based group. Why pay Reps the kind of money we make?

So many fake calls - it's unreal. Our Managers are every bit to blame to, because they are as aware as anybody about what is being done - and if they aren't? then they should be the first to go.
 




Anonymous said:
The Onc Rep's job as we know it today is going to be way different in the near future as much as it has changed since the last few. There will be fewer Reps out there seeing fewer MDs - which might mean way larger territories to see fewer MDs ... or ... fewer Reps with jobs that have less focus, way less responsibility for seeing MDs.

I've always felt it would be far more cost effective to send an iPad to an MD and pay him to take tests on it regarding our material. Can't do that anymore, right? Well then - it could be a payment to some Charity or Patient based group. Why pay Reps the kind of money we make?

So many fake calls - it's unreal. Our Managers are every bit to blame to, because they are as aware as anybody about what is being done - and if they aren't? then they should be the first to go.
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You have to think that much of the decline in the role of the Oncology representative has been a direct result of the platoons of people sent into the Oncologists office by Novartis. At one time, between sales, scientific and managed market groups, we had 12 people calling on each office (7 reps, 3 managers, BRM, MSLs). All this in an era of severe time pressure demands on our physician customers!
 








Anonymous said:
The Onc force quit winning for the patients long ago
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Don't waste your time on helping patients that get free drugs....you get no recoginition for it and you waste your time and lose money....goals are met by getting paying customers. Also, we have dropped any finincial help for CML patients who need Gleevec, unless it's free drug.
 




Anonymous said:
Funny how ZS ASSociates led the race to encourage pharma to add headcount and now are reporting on the negative "side effects" of it...
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You wonder how they "sold" NVS on their bull shit - I guess most of it must have worked - although I don't see how - but then I don't have the "big picture" - just a regular territory where most of the MDs don't see any Rep they haven't known for 10-20 years.
 








I don't know why NVS pays big consultant dollars for insight and direction. If Managers and Representatives could be trusted to tell the truth - or given immunity for telling the truth, NVS would have their answers quickly.

What Manager doesn't know their Reps are goofing off anywhere from 1/2 to 2/3rds of the time? What Rep doesn't know their Manager isn't worth the time they spend riding around in cars? Who doesn't know spending money feeding the cows at clinics isn't worth the money they all lie about?
 




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