Calls story: Determining the Optimal Number of Calls to an HCP Annually

Calls story: Determining the Optimal Number of Calls to an HCP Annually

Currently, the top decile (high patient volume) healthcare professionals (HCPs) receive 24 calls per year. This equates to 2 calls per month, or 1 call every 2 weeks.

Is it feasible to increase this to 48 calls per year for top decile HCPs?

The answer is no. Even if you are a pharmaceutical representative for a novel drug, HCPs do not appreciate being overwhelmed. Forty-eight calls per year translates to 4 calls per month, or 1 call per week. Most HCPs don't even see their patients this frequently!

In reality, representatives might meet the HCP once a quarter and regularly interact with physician assistants and nurse practitioners associated with the HCP. However, from a theoretical standpoint, assigning 48 calls per year is excessive and would make the HCP feel overwhelmed and it would lead to diminishing marginal returns and waste of rep efforts!

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