1. I am being deprioritized
HCP access crashed to almost 20% during COVID. Back to approximatively 52% in Europe. Almost 65% of HCPs see 3 companies or fewer.
Solution: Bring value to the table. Deliver Sharper messages & key visuals that earn the seat
2. I cannot master my digital tools. I still prefer paper.
37% of rep-triggered emails are open by HCP while only 3% of generic newsletters are open. This is proof that doctors prefer customized treatment.
Paper detailing leaves no signal, no data possibility to drive customization and HCP-centricity.
Solution: Training on digital tools & the use of CLM and its benefits is key to drive change.
3. AI is going to replace me
Agentic AI reaches customer-facing roles from 2026. Already, 34% HCPs says that reps convey the message imprecisely
Solution: Master your content. Stay human & adapt to your HCP needs and profiles. Bring Value to earn the seat.