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The MedZilla.com Employment Report for October, 2013: Economy Continues to Grow Despite Government Shut-down
Date:10/24/2013

rested in what kinds of benefits packages are being offered. GlaxoSmithKline caused a stir when it switched it's incentive model to a customer service based approach unlike the sales target based profit share which was standard for the industry. Gerry Melillo, the president of sales services at the contract sales firm PDI, states: "most companies have not followed GSK" referring to the company's method for evaluating sales representatives and the awarding of bonuses. (pharmexec.com, 10/1/2013)

According to a recent survey of doctors by CMI/Compass, in general, they agreed they were less available to sales reps, less than half said they'd actually seen a sales rep in person without restrictions. Many physicians in the poll admitted to yielding the ultimate decision of which drug to prescribe up to the formulary committees supervising the networks of clinics and hospitals, where most physicians now practice. Compliance measures may only increase that practice.

"Right now it is especially important to pay attention to feedback being offered from the physicians and from the reps themselves. The landscape of healthcare has turned a corner. The healthcare bill has effected how doctors are making decisions regarding what medications to prescribe. Doctors are moving away from private companies leaving samples in offices and towards what the government recommendations are. Representatives may find their positions evolving from customer service to lobbying positions as a matter of course," says Del Johnston, Manager of Client Relations at MedZilla.com.

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