Pharmaceutical sales representatives are faced with increasingly limited access to physicians. According to ZS’s latest research on physician access:
- 44% of physicians are considered accessible in 2016, compared to 47% in 2015, 51% in 2014, 55% in 2013 and 65% in 2012
- 18% of physicians severely limit access to the number of reps allowed to visit them, while access to another 38% is moderately restricted
- AccessMonitor™ found that 53% of nurse practitioners and physician assistants are accessible, compared to 44% of physicians
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.