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<p>[QUOTE=&quot;anonymous, post: 6410513&quot;]I&#039;m a sales person in a very niche business unit of a midsize company.&nbsp; I have connections to layers right below the C suite.</p><p><br /></p><p>The C suite, Marketing and Sales VPs are currently experimenting with marketing taking over some role of sales.&nbsp; They are conducting a large amount of virtual programs with known KOLs with very tepid results.&nbsp; We had a live video presentation in a disease state that has about 7000 specialists last week and only 180 attended.&nbsp; </p><p><br /></p><p>A few weeks before that we had another virtual program, and marketing sent out 13 emails to providers to build attendance over a 3 week period.&nbsp; Attendance was reasonable, but not spectacular and the amount of spam sent to providers did quite a bit of damage.</p><p><br /></p><p>So in my business, which is hospital based, we are conducting as many zooms as we can but almost no reps anywhere in the country are doing live in hospital meetings.</p><p><br /></p><p>The thing is I could manage 2 territories virtually or by zoom because window and airport time is zero, but my business is super niche (15 reps in the US) and connections make a huge difference.&nbsp; The VPs fired a rep a few months back before Covid and the rep they replaced this person with is dead last.....dead last...and 14% to goal for Q2.....has no connections.</p><p><br /></p><p>In a niche role like mine, relationships matter, so they are basically paying for my connections from the pre-covid world.</p><p><br /></p><p>I started in primary care 20 years ago.&nbsp; I imagine there will be massive changes in those roles, especially in the &#039;me too&#039; categories.&nbsp; Contracting will take over.&nbsp; I have a bunch of friends in the business who have been going into non-hospital based clinics lately and not a single one has seen a provider.&nbsp; All closed.</p><p><br /></p><p>I think this will change the business.&nbsp; The C suite will experiment and cut some territories and compare the sales performance of the non covered territories with the covered territories.&nbsp; If the covered territory more than pays for itself then sales will still be key, if not changes will occur.</p><p><br /></p><p>Basically...it&#039;s TBD by drug, territory, company, stage of the drug in it&#039;s life cycle ect.....but yes, for sure substantial changes are coming.......[/QUOTE]</p><p><br /></p>

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