In one of the largest industry restructurings in years, just about every one of the nation's major drug makers is shrinking its sales force. The move is a stark turnaround from years of bulking up their sales ranks and blitzing doctors' offices with samples, literature and free lunches.
Increasingly, doctors have gotten tired of the nonstop sales visits, which have cut into their time to see patients. These days, more than a third of medical schools require sales reps to have an appointment before calling on physicians or residents, according to the American Medical Association. About one in four physicians works in a practice that refuses to admit sales reps. Of those who do see reps, nearly half require an appointment, up about 23 percent from 2008.
"It just got out of hand, with the number of people calling on these doctors every week," said Linda Bannister, a drug analyst for Edward Jones in St. Louis. "It wasn't a good use of resources anymore for the drug companies."
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