Key Findings

We have profiled over 1700 sales representatives and managers; equivalent to 1 in 5 of the total UK pharmaceutical sales force population, and have at our disposal an ever increasing dataset available to analyse and to help understand more clearly the makeup of the industry’s sales force.

Top line results of our research:

• Over 70% suffer from Sales Call Reluctance… and will be regularly missing sales opportunities for you. All the Skills and Knowledge they possess are frequently rendered useless on territory because they actually find using them too uncomfortable. Research shows us that this 70% will be defaulting sales opportunities to their competitors around 15 times a month because of this emotional discomfort
• Over 80% do not like the sales role … This 80% suffer from Role Rejection Sales Call Reluctance. This condition is an unresolved feeling of dissatisfaction, discomfort or guilt about their career choice. Many may feel that Pharmaceutical sales is just about ‘acceptable’ as it is ‘ethical’ but would not want other people to see them as a ‘normal salesperson’; others may not like sales but enjoy the remuneration package and the ease of ‘hiding’ from sales accountability! Either way, there are certain behaviours they are unlikely to enjoy demonstrating…. sales behaviours!!
• Over 80% prefer not to ask for commitment or close … This 80+% suffer from Yielding Sales Call Reluctance. They tend to be extremely concerned with maintaining a ‘good relationship’ rather than appearing overly assertive. This often results in a preference to back off rather than pursue a sales matter until a satisfactory outcome is achieved. This reluctance to behave in an assertive manner can also prove difficult when dealing with Receptionists, PA’s etc when seeking to gain appointments.