Bain Article: Medtech and Pharma Sales Go Virtual
Companies need a mix of commercial models to meet new customer preferences and respond to restrictions on access to physicians.
About 60% of surgeons believe that restrictions on in-person sales representative access are likely to persist even after a Covid-19 vaccine is available.
Of the 75% of physicians who preferred in-person visits from medtech representatives prior to Covid-19, 47% now prefer virtual exchanges or less-frequent visits.
Many physicians once skeptical of virtual interactions with sales reps now report these exchanges are high quality.
In this blog we review important trends and insights from global thought leaders including McKinsey, BCG