I begin to understand

Week three of sales training just ended, and all of us sales-reps-to-be head home for a week of regional field travel, where we'll get to visit actual physicians and practice the theory and techniques that we've been learning in class. I'm excited to finally use the Jedi mind tricks, and especially the cool Vulcan death grip, should a physician prove more stubborn than I expect.

Actually, there's been none of that in training at all. And therein lies the dilemma I am now facing. I'm starting to understand what this is all about. I'm starting to see how little I knew about the business of selling pharma, and how hard it really is. I'm starting to appreciate my fellow sales reps, and am beginning to be humbled in their presence - some of these people are tremendously hard workers, and care deeply about improving patient lives, even if it means facing up to an ignorant doctor. And that's the most surprising transformation of all for me. I'd never have used the word "ignorant" with the word "doctor" before, but a big part of the charisma and mythology surrounding physicians is turning to dust right before my eyes.

I'm starting to realize that there are a lot of doctors out there who stopped learning once they left med-school. That there are simply too many demands on a physician's time to keep up with all the research that can direct them to patients in the best manner possible. That even those doctors who got "C" grades in college and barely cleared their board exams truly believe that they know everything, but that I, a mere sales rep, am better informed about the cardiovascular disease state and the best cholesterol treatment algorithms.

I'm also beginning to see that somewhere along the way things went horribly wrong with the US healthcare system, and with the process of selling medicines. Sales techniques got out of hand, doctors began to abuse favors provided by the reps, and the reps began to bend over backward to provide the most unethical of benefits to physicians that were willing to prescribe their products. There is a reason we are hated and treated like dirt. But as with all systems that swing too far in one direction, there is a reversion to the mean. Abbott has a zero-tolerance policy and FDA oversight means that now there is no leeway for reps to do the things they used to be able to do (i.e., take doctors out on all expense paid cruises).

It'll take a while before our reputations are restored. And maybe one day this system of selling is going to have to be done away with completely. But for now this is how things are. And if I want to change any of it in the future, I must spend time in the ditches, learning the ropes.

This sales rotation is going to be more of an eye-opener than I ever thought that it would be.