Pharmaceutical sales representatives are faced with increasingly limited access to physicians. According to ZS’s latest research on physician access:
- 51% of physicians are considered accessible in 2014, compared to 55% in 2013 and 65% in 2012
- 14% of physicians severely limit access to the number of reps allowed to visit them while access to another 35% is moderately restricted
- Only 2% of primary care physicians and 13% of specialists permit the best reps to call on them more than 24 times a year
- 5-10% of planned calls in the pharmaceutical industry are considered infeasible due to limited access
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 $1.4 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.