I’ve had enough.

I’m tired of hearing everyone talk about how all drug companies do is hire beautiful women implying that their “powers of seduction” will result in a few more prescriptions. I’m not tired of the claims because they’re completely false, I’m tired of hearing about them because of the hyperbole that accompanies every-single-story. “Why now” you ask? I’m not really sure. All I know is that there was one post that put me over the edge. It wasn’t particularly demeaning or harmful to the industry (the industry tends to do that to itself), but the two posts it referred to were certainly filled with the afformentioned exaggeration that stories like these are overflowing with.

The article that sent me over the edge was titled Sex, drugs and pharmacology and it starts like this…

The eDrugSearch blog has noted

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that Mia Heaston, the current Miss Illinois and one of the 2007 Miss USA hopefuls, is also a pharmaceutical industry representative.

If this link seems a bit too tenuous to be newsworthy, the blog also identifies two of last year’s Miss USA contestants who were drug reps and identified no less than 16 professional cheerleaders who also work as reps for the pharmaceutical industry.

Sixteen. Seriously. Sixteen. Okay, before I make this point, I’ll concede to the fact that they did say…

One caveat to our list: the All-Pharma Cheerleading Squad likely includes only a minority of those pro cheerleaders who also cheer for pharma, as many team Web sites do not include occupational info on their cheerleaders.

Let’s say that half of the 32 teams in the NFL posted the occupations of their cheerleaders. This simple doubling would also result in an additional 16 NFL cheerleaders who are also pharmaceutical sales reps. Thirty-two. Seriously. Thirty-two.

There are about 100,000 pharmaceutical sales representatives in the U.S. Stop the presses! Thirty-two of 100,000 pharma reps are also NFL cheerleaders (0.032%). Big freaking deal. From a different angle, each NFL team has a cheerleading squad of around 40 women (32 x 40 = 1,280).

Is it not reasonable to assume that some of what it takes to be a successful cheerleader is congruent with what it takes to be a successful salesperson? Things like self-confidence, hard work, energy, persistence, and the ability to get someone excited come to mind off hand.

It also annoys me to no end that the articles do nothing to combat the stereotypes that stick to cheerleaders by default. Maybe Allison was hired because the territory needed someone with a strong technical background. After all, she did graduate from N.C. State with degrees in Chemistry and Biology. And guess what else, Tara has two degrees (not just two majors) – one in Biology and another in Nursing. Is she qualified to be a drug rep. You bet. More qualified than you? Probably.

Want another example of exaggeration from the articles cited above? Natalie isn’t even a pharma rep. She just wants to be.

What’s my point? Everyone in the pharma industry is not a supermodel or a cheerleader. I would even go so far as to say that most are normal looking folks who do a damn good job of taking care of themselves and pay close attention to their image – because they understand that image plays a role in sales. It’s my opinion that 99.9% of sales managers don’t make hiring decisions based on beauty and even fewer encourage reps to use their attractiveness to increase sales.

The bottom line is, if you’re using the “I’m not good looking enough” excuse as a reason that you can’t get into pharma sales, you should either…

• Look for a position that requires lower self esteem because if you ever get hired as a pharmaceutical representative with that mindset (unlikely), your fragile ego will not be able to take the beating that will ensue in your first 12 months in the field.
• OR, change your thoughts. If you meet the minimum requirements and you want to be a drug rep, don’t let your poor self-esteem get in the way. Fix it. Even if you decide you don’t want to be a pharma rep in the process, you’ll move into whatever role you choose a better person.

If you want to read a bit more on the subject, take a look at these two articles – and feel free to post related links in the comments.

Gimme an Rx! Cheerleaders Pep Up Drug Sales from the New York Times
The secret life of salesgirls

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Whether you are graduating from college, returning to the work force, or contemplating a career change, career fairs have lots to offer a job seeker. Following a few basic guidelines can help you make the most of the experience and maximize some great networking opportunities.

Dress as you would for a job interview. The interactions you have with prospective employers at a job fair are likely to be brief, and first impressions count. Put your best foot forward with proper attire, a smile, and a confident hand shake. Also remember your own promotional materials, and a professional looking case to hold them as well as the information you collect.

Come prepared. Bring copies of your up-to-date resume, and be ready to talk about yourself. What kind of positions are you interested in? How does your previous experience relate? Decide ahead of time what skills you are going to promote, and have the evidence to back them up.

Do your homework. Spend some time browsing company websites ahead of time to get a better feel for their organizations, what they have to offer, and what they are looking for. Having a good basic understanding of a company will enable you to get right to the point when you have the opportunity to ask questions in person. This will allow you to ask more useful questions, as well as make a better impression than a person who has not prepared ahead.

Figure out your target. When you arrive at the job fair, take a moment to figure out where your target employers are located and have a plan for organizing your time. Too much aimless wandering will decrease your energy and make it difficult to stay focused.

Network, network and network. Take advantage of opportunities to network not just with potential employers, but with other job seekers. They may be able to offer valuable information that could save you time, or open you up to possibilities you hadn’t already considered.

Follow up. Once you have met with an employer, get their contact information, and take some notes to remind you of points you want to follow up on, additional questions you may have thought of, and any specific recommended action. Follow up with a thank you note or email to express your appreciation and solidify your good impression.

Remember, even if you do not receive a job offer immediately following your attendance at a job fair, networking is a huge and very valuable aspect of any job hunt. Take business cards to exchange with others in the interest of helping one another and broadening your contact list. A job fair is also good for keeping you in practice, refreshing your interview skills, staying on top of job trends, and more. Make the most of your opportunity to meet others, exchange information, give a positive impression of yourself, and remain open to future possibilities.

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Pharmaceutical companies always look for exceptional sales people to represent them. A college degree, a strong work ethic, and good communication skills, both verbal and written, are some of the pre-requisites for a pharmaceutical sales representative. There are around 85,000 pharmaceutical sales reps in the United States. In this brief article, we’ll discuss how you can achieve a position as a sales representative and tap into this great market

• Word of mouth – The best way to fill an opening is through a word of mouth recommendation. By keeping your eyes and ears open, you might find an opportunity where you least expect it. For instance, one representative learned about an unadvertised position from her physician.
• Hire executive recruiters – You can get a good job by coming through a recruitment agency. Many recruitment agents specialize in pharmaceutical sales and they know about the positions before they’re even advertised.
• Answer newspaper ads – Make sure that you check out your local newspapers. Although a great many positions aren’t advertised, companies will occasionally need to hire someone quickly and will go the newspaper route. If you’re on the lookout for these advertised positions, you won’t miss out on these great opportunities.
• Network with sales reps – Take some time to network with current representatives. Take some time to get to meet some sales people and they will not only provide you with valuable information but might steer you toward advertised and unadvertised career opportunities.
• Go online – There are literally hundreds of job search boards that are available. Some, like Phamboard.com, specialize in matching employers with qualified companies. Make sure that you visit these on a regular basis and be prepared to submit your resume.

In conclusion, you can obtain the pharmaceutical sales position of your choice. By going online, networking with sales reps, answering newspaper ads, hiring executive recruiters, and utilizing word of mouth advertising.

Even if you have perfect credit – or at least think you do – there are a few things you should know before it’s time to interview for your next pharmaceutical sales position. In this article, credit guru Roger Sorenson outlines the basics of the credit score. Put this information to work and you could destroy one more barrier to your dream of a pharmaceutical sales job.

Have you heard what is a credit score is? Do you know if there good or bad sides to credit scoring? How is a score calculated and what is “FICO” or “Beacon”?

At the heart of the question, a credit score is a number representing the liklihood that you will repay a loan. Lenders use this number to decide how much loan you quailify for, and what your interest rate should be. Low credit scores can cause higher rates and even loan denials while a higher score can help you receive a better rate on your mortgage and even auto insurance.

Many credit granting agencies utilize computer software designed by Fair, Isaac to calculate your credit score based on criteria the lender selects. The information about you is collected from your credit application and a multitude of other sources. This collection of information is called your credit history.

Your credit history includes how well you have paid your bills, the number and type of accounts you have, late payments, collection actions, outstanding debt, age of your accounts, and other such information. Creditors using the Fair, Isaac statistical program compare this information to the credit performance of consumers with similar profiles and award points for each factor that helps predict who is most likely to repay a debt. So there is where the term “FICO Score” comes from – a credit score based on the Fair,Isaac Company (FICO) repayment predition calculations.

Credit information is weighted based upon its type and history, the more current the information, the more weighty the affect – good or bad. As an example a very old 90 day late may be less weighted than a very recent 30 day late. The type of data is also weighted:

1. Past Payment Performance (35% or at least heaviest weight)
2. Credit Utilization (30% or next heaviest)
3. Credit History (15% or third weight)
4. Types of Credit In Use (10% or least weighted)
5. Inquiries (10% or least weighted).

A FICO score is a snapshot of your credit risk picture at a given point in time and is useful to the lender in deciding what kind of credit risk you are.Fair, Isaac says: “Computers don’t make lending decisions, lenders do. Computers analyze credit information to produce a score, but individual lenders decide what scores are acceptable for different loans or credit cards.”

The general US population FICO Scores range as follows:

• Above 780 – 20%
• 740-780 – 20%
• 690 to 740 – 20%
• 620 to 690 – 20%
• Below 620 – 20%

Though you may receive a free credit report from each of the major credit burueas once a year from http://www.annualcreditreport.com you will want to know your credit score as well. Purchasing a complete report from Fair, Issac will provide you with a credit history from each of the credit burueas and your FICO Score from each buruea as well.

While Steve went about his usual activities, the interviewers compared notes and the search to fill the position continued.

“He seems to have the skills we need,” said the hiring manager. “But, I don’t think this applicant is really interested. He never gave any indication he even wants the job.”

Lack of interest or enthusiasm during the interview process is on the top 10 lists of reasons for candidate rejection. Apparently, Steve did not realize it. Nor did he understand just how important it is to follow up after an interview, beginning with a thank you letter to each interviewer.

In addition to competence, employers want someone they would like to work with and who wants to work with them. During the interview always show your excitement and enthusiasm about the position (assuming you are being genuine). Besides stating your interest in the particular position, remember the following points during the final moments of your interview:

• Express your gratitude to the interviewer for the opportunity you have been given-no matter how the interview went.
• Find out if there is anything else you can do (for example, sending samples of your work) that might give the interviewer a better sense of what you can contribute to the organization.
• Tell the interviewer that you are confident in your ability to perform the responsibilities and make a contribution.
• Ask what the next steps are in the selection process and when they expect to make a decision.

Follow up can help you turn an interview into an offer by knocking out your competition, reassuring the hiring manager of your capabilities, or turning a losing situation into a winning one. Consider the following pointers.

First of all, assess each interview. Effective follow up depends on knowing what happened in the interview. Ask yourself several questions.

• How did it go?
• What did they say? What did you say?
• How many people did you see and how much time did you spend with each one?
• What role does each one play and who is important?
• Who is the decision-maker?
• Which one is likely to most influence the decision?
• How quickly do they plan to decide?
• What do you believe you have to offer that your competition doesn’t?
• What problems does the interviewer have and what solutions do you recommend?

Then, follow up with each person with whom you interviewed with a computer-generated letter of thanks-regardless of how the interview went. Your goal is to influence the interviewers. Address the following areas in your thank you letters.

• Apply the same tone reflected in the conversation during the interview (friendly, formal, etc.).
• Reaffirm your interest in the position and thank the interviewer for the time given to you.
• Recap your key qualifications that apply to the position, your understanding of the employer’s immediate needs and what can you do to make his or her job easier.
• Any objections to your candidacy. For example, you may know they typically hire someone with a different background from yours.
• Reiterate the commitment you made at the end of the interview and state the next steps. For example, “I’d like to get together with you to discuss my ideas on…” or “If I don’t hear from George within the next week or so, I’ll follow up with a call.”

Move the process along to the next step at the employer’s pace-not yours. The next steps could include another meeting with the hiring manager or other people, discussion of your ideas for a new project, or a proposal on how you would handle a certain area. The timing of your letter depends on the hiring manager’s sense of urgency and personality. If the situation is urgent, mail or deliver your letter(s) immediately.

In addition, it is possible to influence the hiring decision by contacting anyone else who can help you. Think of the people (your references or mutual contacts) the hiring manager will most likely call for information. Call them, tell them about the position, and ask for their support by putting in a good word for you.

This may seem like hard work. However, how badly do you want the job? Every step of the interview process is an opportunity to make an impression. Create the best possible impression right from the beginning. It will be well worth your effort.

Remember that every career design should have the following basic tools:

• Résumé
• Career Portfolio (a.k.a. Brag Book

  ), including your proven sales results and any awards, recognition, etc.

• List of pharmaceutical companies that meet your needs for an employer
• A networking program, including your elevator speech

Since 80% of jobs filled today are never advertised, a networking program is essential to success and an elevator speech is a vital part of that program. An elevator speech is a brief speech that describes your experience and what you can bring to a potential employer. It serves as a verbal advertisement that illustrates your value in a concise and memorable manner.

An elevator speech gets its name from the fact that it should be short enough (under 30 seconds) to tell someone on an elevator. It should be easy for you to remember at anytime, whether you are relaxed or nervous, and must include attention-grabbing information. While the exact content is up to you, be sure you include the following:

• Your name
• Area of expertise
• Attention-grabber that speaks to the need of the listener

Here are two actual elevator speeches. Which one do you think gets the best results?

“Hi. I am Caroline Cross, a pharmaceutical rep for Sandoz. I have a Bachelors degree in chemistry and a Masters degree is biology. I am looking to join a company where I can advance my career and eventually work my way into management”

“My name is Chris Stanley and I generated a 30% increase in territory sales over the past 6 months. Additionally, I developed a new product projection matrix that has increased product diversification among our client physicians by 15% over a 2 month time period. My ultimate goal is to use my industry knowledge to increase the profitability of a cutting-edge organization.”

Obviously, the second example generated greater interest. In this elevator speech, Chris whet the appetite of his listener by providing results and highlighted what he could give to an employer, NOT what he wanted from a company.

When you draft your elevator speech it is important that you start by writing down the specific deliverables that you can provide. Next, take these services and translate them into benefits that would appeal to a listener. While these benefits don’t have to synch up exactly to the audience, they should be sound enough to elicit interest.

After this has been drafted, write an opening sentence. The best openers leave your listener interested in learning more. Imagine what Chris’ comment did for his audience – who wouldn’t want to know how he increased sales by 30%? It is also not necessary to include your title or the name of a current employer.

When you have written the basics, practice – a lot! No matter how exciting your elevator speech is, if you cannot deliver it effectively it is useless. Practice in front of a mirror, practice in front of your friends, record it and listen to it several times. When you are satisfied that you sound confident, professional and at-ease, try it out. Attend a local Chamber of Commerce mixer. This is a great way to mingle and practice your networking skills, including your newly minted elevator speech.

While your pitch is designed to be used when networking for the perfect pharmaceutical job, it can be used anytime. Job interviews are a great place to use your elevator speech, especially when you are confronted with the question “Why do you think you are right for this job”?

Remember that career design is not a single-pronged process and it is rarely a short endeavor. With the proper preparation, research and the right amount of effort, you will be assured of building your network, perfecting your presentation and discovering a variety of pharmaceutical opportunities.

Think of the pharmaceutical sales industry as a castle with a large solid steel door. In order to get into the castle you must have a key. There are no short cuts. There is only a front door and a back door to our castle.

In order to get past the main gate, you must have a four-year bachelor degree. Today 99% of pharmaceutical companies REQUIRE a bachelor degree to be considered for pharmaceutical sales positions. There is no specific bachelor degree requirement; therefore, the degree can be in any field.

It is important to note that in some pharmaceutical companies, a Bachelor of Science degree is preferred. Obviously a science background will give you an edge when talking with physicians. A person with a science degree may have a better understanding of how the entire human body regulation system works and will be able to communicate this with a physician.

If you have or are about to get a four-year college degree, congratulations, you just made it through the gate and can see the door.

There are two types of persons who are reading this guide and two very different ways to get into the door of our Castle.

The two groups of people include those who have just graduated or are about to graduate and have some or no sales experience – Type 1, and those who have a bachelor degree and have worked in sales for the last few years – Type 2.

For Type 1 persons, congratulations, you are in the same boat that I was in seven years ago! I had no pharmaceutical sales experience, no connections into the field of pharmaceutical sales, and no post-graduation sales experience. I’m living proof that you can get into this field without family members, connections, or friends in the pharmaceutical industry.

However, you must have drive, determination, patience, persistence and dedication.

I must warn you that this is NOT an easy field to get into. Starting off, you must be willing to relocate, attend out of town meetings, work harder than ever, and prove yourself beyond all expectations.

I have always felt that in life there are no easy roads. If the road is easy, it’s most likely not worth traveling.

If you plan on being in sales, SELL something. Make sure you like it and can excel in this field. Sell something while you’re still in college. Let’s be clear on this. Waiters, customer service reps, retail help, and cashiers are not sales people. True that they sell, but they’re not sales people. Get a job with a title of SALES, or better yet OUTSIDE SALES, and keep hard copies of all your successes, as you WILL need these at your pharmaceutical interviews. If at all possible, sell something technical such as computers, cell phones, gadgets or widgets. This type of sales will show a company that you can sell complicated types of items. Pharmaceuticals can be very complicated.

It’s important to remember that, for all practical purposes, the ride along (a.k.a. field preceptorship) is simply an extension of the interview. It serves two purposes. First, it gives the company a chance to see how you interact in the real world. Up to this point they have only heard you on the phone or seen you in the abnormal environment of an interview. The day to day aspect of a pharmaceutical sales job involves your interactions with many different [types] of people. Second, the ride along is also meant to give you a better idea if this job is for you. Like most jobs, it is very different from its outward appearance. The ride along gives you a look at the job from the inside. Be sure to be observant and try to picture yourself in the role. Then, be honest with yourself when it comes time to decide if this is really what you want to do. You (and everyone around you) will be much happier in the long term if you are honest with yourself in the short term.

If you want to know how you should act in a ride along, ask. Ask the rep during the ride along what would be comfortable for him/her. Priority ONE for the representative is to sell – you come second and you don’t want to do anything to change that.

These are a few more points to consider.

1. If this ride-along is NOT part of an interviewing process, then you need to treat it as such and be on your best behavior. No off-the-wall jokes, no swearing, don’t talk about your dating/married life in any intimate details. Sounds like common sense, but you would be surprised about what reps hear on ride longs. DO NOT flirt with the rep if of the opposite sex and do not flirt with the office staff either. After all, it is the rep’s sales call and his/her reputation at stake. STAY PROFESSIONAL at all times.
2. Not to beat a dead horse but remember this little bit of advice: the rep is essentially interviewing you during the ride along, whether the ride is part or not part of an actual interviewing process. He/she will make mental notes on the type of questions you ask, how you handle yourself in social situations, if you would be pleasant to work with, whether or not you would be a good team member and a dependable one, and if you have the drive, passion, and determination to be successful in this very competitive industry. The rep has the power to kill your candidacy with their company or provide a very strong referral to their manager. Never, ever underestimate the power of a ride along, whether or not it is actually a part of the interviewing process.
3. If you are comfortable with the rep, it’s sometimes ok to bring up pay and benefits at some point during the ride along. Do not, however, make this the focal point. Most reps will not want to get into too much detail about this anyway, so keep this line of questions to a general, 50,000 foot level. “What is the typical starting salary for a rep with XYZ Pharmaceutical?” is ok. “So, what kind of bling do you pull?” is not.
4. If you do lunch (and you will if it is an all day ride along), make sure you use your manners. Keep in mind that as a rep you will occasionally sponsor/participate in dinner speaker programs and provide lunches to the doctors and their staff. The rep will be analyzing your manners as well as your social graces. Do not order the most expensive thing on the menu, order items that you can use silverware (no finger food), do not order anything that could mess your clothes, and NO ALCOHOL no matter what!!
5. Finally, be yourself. Be friendly, outgoing, ask pertinent questions relating to the job: how to be successful, doctors prescribing habits, the market research reps are provided, the training program, use of laptops, the management style of the DMs or RMs in the area, etc. Ask the rep what he/she has to do to prepare for their sales calls and what is required before hitting the road and the end of day paperwork. Ask what kind of special projects they have to do above their normal job duties. Find out what the career path options are and the typical timing involved in each. It’s also a good idea to try to learn a bit about the rep him/herself. A large part of the job is about the relationships you can build. Show the rep you are good at this. People buy from their friends. Make a friend on your ride along.

The ride-along is the single most important learning experience you will encounter regarding what the job of a pharmaceutical encompasses. Make sure to really take in everything and take some notes for yourself about what happened when you get home that evening. Note what docs you visited, how the sales call was handled, and what objections were raised during the sales presentations. If this is part of an interviewing process, it would not hurt to send the DM a summation of your day, how much you enjoyed it, and how you are more excited than ever to becoming a part of their team (if true, of course).

Also make sure to then put on your resume that you were involved in a ride-along (you do not need to name the company). It is always a good conversation vehicle in a job interview.

Finally, be prepared (interviewing process or not) to ask the rep who gave you the ride along for his referral to their manager (i.e. closing the business).

Good luck, have fun, and enjoy your day in the field. It is the greatest learning experience prior to the actual job. What you will see and experience in the field no book or website can teach or show you.

Originally posted by OSUFan777 in the PharmBoard.com Message Boards

Breaking into pharmaceutical sales is hard work. Throughout life, you learn “life rules” like “respect your elders” and “wear a shirt at the dinner table”. Likewise, there are pharmaceutical job-hunting rules…secrets. Only nobody has told you them. However, I’m going to tell you a couple of my secrets, but not all of them, because I still want to earn a living in my industry of choice.

1. Speaking with a pharmaceutical sales representative or district manager is probably the best way to break into the industry. You want to build a relationship with existing pharmaceutical sales representatives and district managers for several reasons. The referral usually carries more weight than a resume from any other source. Second, they know the industry and might be able to provide you with a list of contact names (i.e., other sales representatives, hiring managers, or recruiters. Working through recruiters and career jobs boards should also be fully utilized to maximize your job search efforts.
2. Accomplishments are crucial to a great resume because they articulate your professional performance or results. Hiring managers use your past performance as a key indicator to predict your future performance (i.e., if you were a quota buster in your last position, you will most likely be a quota buster in your next position). Accomplishments should be objective, quantitative, and measurable. Hiring managers like to see “dollars, numbers, and percents” on your resume. Also, use bullet points to set off your accomplishments. Do not bury your accomplishments in paragraph form.
3. A pharmaceutical sales interview is like no other type of interview. You must be prepared for the SITUATION, ACTION AND OUTCOME type of interview questions. Situational questions will be asked and your answers must include the actions taken and the outcome of your actions.

For example:

How did you turn around a “hostile” relationship into a sale?

SITUATION: I inherited an account that had our equipment in it ten years ago. The equipment, billing process, and the sales representative were horrible and now the clients will not return my calls. He said he would never buy another piece of ” X ” equipment.

ACTION: First of all, I did not take it personally but listened, and let him know I understood his ill will toward our company. Over the next several months, he opened up to exploring how our company had changed for the better. He allowed me to explore his account’s needs and demonstrate our solutions.

OUTCOME: Ten months after taking over the account, I sold $$ worth of equipment to this client.

1. The pharmaceutical rep visits the physician and gains his/her commitment to prescribe the drug (hopefully).
2. The physician follows through on this commitment (hopefully), writes a prescription, and gives it to the patient.
3. The patient takes the prescription to the pharmacy to have it filled (hopefully).
4. The pharmacy fills the prescription and enters the prescription information into a database.
5. IMS purchases the data from the pharmacy.
6. IMS resells the data to the pharmaceutical companies.
7. The pharmaceutical companies format the data and distribute it to their reps in the field.

I’m certain that you’ve noticed that many of these steps contain a “hopefully”. These help identify snags that may occur in the process. These snags may ultimately prevent you from getting credit for the sales you work so hard to acheive.

1. The pharmaceutical rep visits the physcian and gains his/her commitment to prescribe the drug.
   Luckily, in this step the hope is completely reliant on the rep. After the detail to a customer (physician, nurse practitioner, physician’s assistant), if there is an agreement on a specific patient, the rep should always close by asking for the business. 90% of the time, “business” comes in the form of writing a prescription to a particular patient. If the rep doesn’t ask for the business, there is a good chance that the doctor will not give it to him/her. If you, as the rep, don’t ask for the business you won’t get it. If you don’t get it then you’re not going to receive any credit for it, which makes the following steps irrelevant.
2. The physician follows through on this commitment, writes a prescription, and gives it to the patient.

   This is the first in a long line of steps that you really have little to do with, and, at the risk of sounding ubernegative, it only gets worse from here. No matter how good your relationship is with your customer. No matter how many times a week you’ve seen him or how many lunch meetings you’ve had discussing the patient for which you want him to use your drug, when you leave the office, it is up to him to follow through with his commitment. If he doesn’t follow through on his commitment, there will be nothing for you to get credit for.

3. The patient takes the prescription to the pharmacy to have it filled.
   The good news is, you made the sale and the doctor followed up on his commitment to write your product. The bad news is, the patient may never take it to the pharmacy. There are any number of reasons that this could happen. For medicines that treat symptomatic conditions, the most common reason a prescription doesn’t get filled is due to a lack of money. If someone can get a drug that is going to make her feel better, she will – unless she can’t afford it. For preventative or asymptomatic conditions there is a wider variety of reasons that prescriptions don’t get filled. These reasons include a lack of money, lack of agreement with the physician, apathy, losing the prescription, etc. If the pharmacy doesn’t actually give the drug to the patient, then, even though you made it, the sale wasn’t completed. Sorry, there’s no credit to be had here.
4. The pharmacy fills the prescription and enters the prescription information into a database.
   The pharmacist will always fill the prescription and will always enter it into a database (electronic or otherwise). Congratulations! No hang ups here. Even if the steps after this fail, your company’s bottom line will see a small increase.
5. IMS Health purchases the data from the pharmacy.
   Pharmaceutical intelligence giant IMS Health will gladly purchase the data from most any large pharmacy association or chain that will sell it to them. Unfortunately, not all pharmacies will sell their data to IMS. In the South, for instance, many reps complain about the fact that over 50% of their prescriptions are filled at Wal-Mart Pharmacies. If the patient has the prescription filled at a pharmacy that doesn’t sell to IMS, your company will not know who wrote the prescription and you won’t get credit for the sale.
6. IMS resells the data to pharmaceutical companies.
   There aren’t a great deal of snags in this process. Your company gives IMS a fist full of money and IMS sends them the data. The issue here is timing. Because many different pharmacies use many different databases to track their data, the information that IMS gets is often very messy. In addition, IMS collects data from thousands of pharmacies across the country. Getting all of this information takes time, and turning all of these multiple types of databases into one format takes time too. In many cases, it is three months from the time the prescription is filled to the time it shows up on your computer. The good news is, it showed up and you’re getting credit for it.
7. The pharmaceutical companies format the data and distribute it to their reps in the field.
   Your company may get the data up to three weeks before you receive it. This is a sore spot for many reps. Your company has to sift through the data, decide where it needs to go, and import it all into the company database before sending it out to managers and, ultimately, to reps. As a rep, it seems like you’re the last one to know how good or bad you did because you are the last one in line to see your data. It is absolutely imperative though that the data be in the correct format before it goes out to the reps. Making changes to sales data after the reps have already seen it is one of the worst possible things to do for company morale.

The bright side of things . . .
The light at the end of this tunnel of negativity lies in the fact that it is consistent across the board. Nearly every major company buys data from IMS so they face the same issues that your company faces. This fact seriously levels the playing field. Everyone has trouble with closing from time to time. Everyone tries to think of ways to have their customers follow through on commitments more often. Everyone tries to implement programs to take patient error or apathy out of the equation. Everyone gets the same data and everyone gets grumpy when their company doesn’t send out the data when they expected.

Hopefully, this information has cleared up any confusion you may have had about getting credit for the sales you’ve worked so hard to get. If you want to dig a bit deeper talk to an existing pharmaceutical representative or district manager about his/her point of view on this topic. Talk to a pharmacist for a different perspective. Check out the IMS Health website.