They say nobody who enjoys sausage or legislation should watch how it’s being made. And nowhere is that more true than late last week when all hell broke loose because a sales manager’s frank comments to his salespeople got out into the public. It resulted in the sales manager’s termination, and a huge outcry and commentary from the media and blogging pundits, ranging from “He was out of line and deserved to be fired,” to, “He was just telling it like it is.” And I hate to say it, but the latter is the truth.

Every day, a lot of people go to work in industries or in government doing things that would probably make the rest of us a little uneasy. Sausage makers, legislators, and yes, pharmaceutical sales representatives all do things every single day that, well, are not always pretty. But unlike sausage makers and legislators, sales reps (and their managers) don’t have much insight into their direct effects (if any). They can’t say, for instance, “Well, since I met with 10 docs today, prescriptions of Med X has gone up 0.001%.” All they can do is inform and persuade, but ultimately the doctor (hopefully in consultation with his or her patient) makes all prescribing decisions.

Obviously people need not be so crass when trying to motivate their sales team. Doctors’ offices are not banks full of money. And medications are not something to be sold like a used car by used car salespeople. Medications help people with serious issues in their lives, sometimes saving people’s lives, and their unique role in our society should be appreciated and respected for what it is.

Dr. John Grohol is the CEO and founder of Psych Central. He is an author, researcher and expert in mental health online, and has been writing about online behavior, mental health and psychology issues -- as well as the intersection of technology and human behavior -- since 1992. Dr. Grohol sits on the editorial board of the journal Cyberpsychology, Behavior and Social Networking and is a founding board member and treasurer of the Society for Participatory Medicine.

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psychology schools » Drug Sales: Telling it Like it Is? (4/9/2007)

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    Last reviewed: By John M. Grohol, Psy.D. on 9 Apr 2007
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