Physicians are starting to shift pharma sales rep models from push to pull, study finds

Physi­cians are in­creas­ing­ly flip­ping the tra­di­tion­al sales rep mod­el and in­stead of wait­ing for in-of­fice vis­its, are reach­ing out for in­for­ma­tion. Al­most one-third (30%) of health­care pro­fes­sion­als are ini­ti­at­ing con­ver­sa­tions with sales reps on com­pli­ant chan­nels, ac­cord­ing to Vee­va’s lat­est quar­ter­ly re­search.

It’s a shift in long-es­tab­lished habits, brought about in part by the Covid-19 pan­dem­ic, but al­so by on­go­ing de­clines in of­fice vis­its al­lowed, more time con­straints on physi­cians and im­proved fa­mil­iar­i­ty with dig­i­tal tools.

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