Pharma considers alternatives to large sales forces
When Courtney Ness worked as a sales rep for Forest Pharmaceuticals in the early 2000s, she sold the antidepressant Lexapro as part of a 3,000-person sales force.
Her top priority was Lexapro, and she and her teammate called on the same set of doctors.
During a typical month, Ness would talk to a doctor about Lexapro one week, and her teammate would do the same two weeks later. A set of “secondary” sales reps covered the remaining weeks. If all four reps got in, every accessible doctor on the list heard a Lexapro message once a week.
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