Pharmaceutical sales representatives are faced with increasingly limited access to physicians. According to ZS’s latest research on physician access:
- 47% of physicians are considered accessible in 2015, compared to 51% in 2014, 55% in 2013 and 65% in 2012
- 17% of physicians severely limit access to the number of reps allowed to visit them while access to another 36% is moderately restricted
- Only 36% of graduates from the top 12 U.S. medical schools are considered accessible, compared to 43% from the top 50 and 48% from all other schools
- Of the 25 health system mergers examined, 19 led to greater declines in physician access within 12 months.
To address these issues head-on, ZS has developed AccessMonitor™—the industry’s most comprehensive offering for physician access information. Since its inception in 2008, AccessMonitor™ has enabled pharmaceutical companies to pinpoint inefficiencies and discontinue more than $2 billion of sales activities deemed impossible.
Even today, AccessMonitor™ findings illustrate that about 1 billion of planned sales force efforts are infeasible by best-in-class sales representatives. Heads of sales operations, territory alignment, incentive compensation, call planning, field reporting and promotion need timely data and insights on physician access to minimize waste and invest sales resources effectively.