Overall, HCPs are satisfied with remote details:
Half of HCPs think remote details have been similar to or better than in person interactions though many believe them to be worse.
Quality of remote interaction is driven by experience with scheduling, technology, materials, delivery & personal connection
Remote sales rep interactions are ~20% shorter than in-office interactions, with the US experiencing larger decline than other
However, Veeva is recording longer virtual details
Virtual meetings extended the amount of time HCPs were able to meet with reps from an average of 3 minutes to 19 minutes, when compared to traditional, face-to-face meetings:
Majority of HCPs prefer scheduled remote interactions and there is interest in on-demand access where rep is immediately available:
Physicians prefer to schedule remote rep interactions directly:
In addition to meeting with reps, doctors engage with pharma companies through email or company/brand website:
Email volume and open rates increased during COVID-19:
Patient support services were more important than before COVID-19.
82% of HCPs say they have seen pharma companies change what they communicate about, delivering not just product information, but support that meets their most pressing needs.
Interest in new product information was the foremost reason for remote engagement with sales reps.
Reasons for remotely engaging with some, but not all sales reps that reached out:
Physicians are interested in more opportunities for scientific collaborations and sharing of best practices for practice management:
Let’s start with where we are today: In-person details in February increased to 39% vs. baseline:
Total specialty details in February were 14% below prior year.
Specialty in-person details grew 4% in Feb vs. Jan, while remote details were lower by 6%.
Overall, share of remote details have declined slightly since the onset of
COVID-19, but are expected to be double their pre-COVID levels next year.
Percent of remote conversations with pharma sales reps/week:
HCPs expect more remote interactions, including double the number of video interactions.
How frequently physicians expect to interact with sales reps per month (global):
Another view on how HCPs want to see reps:
Physicians across all specialties expect more remote interactions in the future, especially in oncology, hematology, pulmonology and urology.
How frequently physicians expect to interact with sales reps per month: