Pity the poor pharmaceutical sales rep . . .
That's not my headline, it is one CNNMoney penned.
But if you read what Pfizer CEO Jeff Kindler has to contribute to how sales reps can be more effective it may be a self-fulfilling prophecy:
"Jeffrey Kindler said it was more effective for a sales rep to spend 30 minutes meeting with a doctor every couple weeks than to make more frequent, but brief, visits to the office to drop off samples. Kindler did not explain how the rep would win this coveted half-hour with the doctor."
We all understand Jeff's wishful thinking, and we'd all love to hear the feed-back he gets on that idea on his first ride-along with a real, breathing sales rep. Because, clearly, he hasn't done one of those.