Sales Rep Interactions: A Balancing Act
By Daniel Turner, VP Client Services
February 24, 2025
In-person and remote interactions from pharma representatives are key methods for pharmaceutical companies to reach out to physicians and promote their medications. The pandemic years have significantly shaken up how pharmaceutical companies and physicians interact today, and with the virus now under control, some of the pandemic-driven changes have stayed and others have not.
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The most important change is that physicians have come to appreciate having different options when it comes to interacting with the pharmaceutical industry. This has reinforced the importance for pharma companies to offer multiple interaction options to physicians and given them the flexibility to choose what they prefer.
While it was unclear during the pandemic whether the shift from in-person interactions to a blend of in-person and remote ones was evanescent or permanent, MD Analytics’ most recent independent study has shown that this shift is here to stay.
More specifically, physicians also say that they like to have the freedom to choose between in-person and remote interactions regardless of the topics that sales reps want to discuss. The main advantage of that shift is that reps no longer need to spend as much valuable time when travelling for their in-person visits with physicians. They can take this lost time and turn it into more and/or deeper conversations with physicians.
Infographics may contain select findings from our Independent Studies. Contact us to find out if your organization qualifies for a complimentary presentation with access to the full report.
Past Studies
