Sales manager to drug reps: “Our goal is 50 or more scripts per week for each territory…If you are not achieving this goal, ask yourself if those doctors that you have such great relationships with are being fair to you. Hold them accountable for all of the time, samples, lunches, dinners, programs, and past preceptorships that you have provided or paid for and get the business!! You can do it!”
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If a drug rep told me that I would say how about zero scripts and we never meet again. Suits me fine seeing you is just a waste of my time and money.
Most of the drug reps don’t push but their MANAGERS sure do. We let some of the reps bring managers in to see how they’re doing. Often the managers will say “So, can we count on your support?” or worse “So can we count on your next three prescriptions?” I usually reply to them that they’re not selling used cars, and that my prescription pad is not for sale.
In our office there are only two (so far) banning offenses for drug reps – lying about your product, and leaving direct-to-consumer literature out without permission. We may add being too pushy to the list.
Vincent Meyer, MD
This is just a normal standard pep talk between employers and employees. A very similar talk goes on every day with any company that is selling any product regardless of what it is. How could you not know this?
Practice Manager to employee physicians: “Our goal is 50 or more patients per day for each doctor…If you are not achieving this goal, ask yourself if those referring doctors that you have such great relationships with are being fair to you. Hold them accountable for all of the letters, phone calls, Friday afternoon “emergency” consults, Christmas gifts, sports programs, and past preceptorships that you have provided or paid for and get the business!! You can do it!”
I started banning drug reps from my office when:
1. They all started pushing to “close the sale” by trying to get me to promise them a Rx or the next Rx or whatever.
2. They stopped giving me reprints of peer reviewed articles and started sticking to the sales pitch (I know this isn’t all their fault)
3. The companies stopped hiring pharmacists and others who could discuss the science well and started hiring empty-headed skirts.
4. They started coming in with their supervisor in tow who was pushing them even harder to close the sale.
5. I started finding sales brochures left by them in MY waiting room selling to MY patients. Completely unforgivable.
6. I began to realize the disdain in which they hold us–on about a level that a con man considers his marks.
7. They began showing up in large enough numbers to interfere with my schedule.
I will now meet with them by appointment and only when they have a new product to detail or a new indication on an old product–and then only once.
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