The Pharma Sales Interview Breakthrough Blog
If you haven't noticed, our health care system is going through a lot of change. The Affordable Care Act is forcing healthcare providers to transition from volume based care (as many tests as possible...work in a silo and no communication with other providers...treat without regard to any guidelines...etc) to value based care (incentive to treat holistically, reduce duplicate tests, keep patients out of the hospital, etc.).
In this new age, pharmaceutical/medical companies will need and are needing to evolve there approach to promoting products. The power to treat patients has shifted from the physician to directors, presidents, managers and administrators. Physicians are more and more employees...and not owners. The day of the independent physician practice is dying...if not dead already.
So, how will pharma/medical companies keep up. Can they survive by continuing to simply educate physicians on the nuances of their products? Likely no. Any and all information is a commodity these days. With the power of the internet in our pockets...who needs information from a pharma rep? I can get it instantly and more efficicently from my phone. Besides...as a doctor/employee now...I am being measured on my own performance metrics. I don't have the time to talk. Of course, the cream will rise to the top. Those reps that bring value beyond the prescribing info will always find a way to get access and bring value to the physicians time. Those that don't will find new careers.
In order for pharmaceutical/medical companie's sales divisions to survive...it will require a diversity of thought and experiences that are able to evolve with the market demands. It will require new approaches to new types of customers (those same directors, presidents, managers and administrators I mentioned earlier). And, diversity of thought doesn't come from hiring the same ole' type of sales rep. The diversity of your thought, background, and experiences is what these organizations will need in order to evolve with the demands of the market.
And that is where I wonder about you.
How do you view your own diversity of thought, background and experiences? What value have you placed on your uniqueness? Are you undervaluing what you have to offer...or what you have done in the past?
Have you lacked confidence in an interview because you have already given in the to the idea that your "resume" lacks what you think it takes or what others interviewing might have?
We will discuss this further in a blog post next week. Enjoy the weekend everyone.
The "Breakthrough" Book