Alexander Group Study Finds Doctors Prefer Hybrid Engagement Methods With Healthcare Sales People | National company


SCOTTSDALE, Arizona – (BUSINESS WIRE) – October 21, 2021–

The Alexander Group, Inc., a leader in revenue growth consulting for Global 2000 companies, released a new study examining physician preferences for engagement with medical device, pharmaceutical and health technology sales representatives. As in-person access by third-party providers is limited in healthcare facilities, many physicians still prefer to interact with their providers virtually. In fact, 58% of physicians always prefer a virtual interaction – email, video or phone call with a sales representative – rather than a visit in person, when interacting with an existing supplier. Such findings suggest that the agility of the business model will be vital for healthcare organizations as they navigate the changing healthcare environment while emerging from COVID.

“The pandemic has thrown many curve balls on everyone, including health organizations,” said Craig Ackerman, director and chief of health practice, Alexander Group. “With rapidly changing business realities, medical device, pharmaceutical and health technology organizations must continue to employ agile business strategies that can adapt quickly. This means doing everything from using shorter planning cycles, and building more internal sales capacity, to strategically adjusting compensation to inspire talent to perform.

The research is based on a survey of 100 doctors in private practices, outpatient surgery centers and hospitals.

Here are some other key findings from the research:

  • Doctors are waiting in-person visits from sales representatives to increase from about 69% of what they were before COVID in Q4 2021 to about 89% pre-COVID levels by the fourth quarter of 2022
  • On 50% of hospitals now require appointments for in-person visits from third-party vendors
  • 80% of doctorsexpect permanent change in their preferences for interacting with sales reps due to COVID-19
  • For clinical education and training, physicians prefer about 60% of their interactions with providers to be in person, about 40% virtual
  • Half of the doctors surveyed said group purchasing organizations (GPOs) and integrated distribution networks (IDNs) are either “very influential” or have “full control” over physician decisions regarding the use of products and services

Alexander Group research also found that healthcare organizations will need to adapt to challenges beyond changing physician expectations. These challenges include supply chain disruptions that lead to significant backorder problems and cost increase, and bigger than usual staff turnover within health care providers, with increased salary expectations.

“There is no doubt that 2020 has pivoted the healthcare industry in ways we never imagined,” said Doug Beveridge, director and chief of healthcare practice, Alexander Group. “While healthcare providers have made great strides in modifying their business models to meet buyer expectations, many continue to seek out the right mix of tools and technologies to create digital and business-based infrastructure. ‘to analyse. Going forward, a “test and learn” mindset is essential to respond to changing business conditions and deliver solutions that meet the needs of customers and patients. “

Visit the Alexander group Health practice, to learn more.

About the Alexander group

The Alexandre group provides revenue growth consulting services to the world’s leading sales, marketing and service organizations. Founded in 1985, Alexander Group combines deep experience, proven methodologies and data-driven insights to help revenue managers anticipate change, align their customer resources with business goals, and make better decisions. informed with one goal in mind: to increase income. The Alexander Group has offices in Atlanta, Chicago, London, New York, San Francisco, Sao Paulo, Scottsdale and Vero Beach.

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SOURCE: The Alexander Group, Inc.

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PUB: 10/21/2021 9:30 a.m. / DISC: 10/21/2021 9:30 a.m.

Copyright Business Wire 2021.

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