After the initial uproar over the “bucket of money” comments of AstraZeneca’s Mike Zubillaga (which got him fired), an additional issue came to light that opens up a serious sales training question. A Powerpoint deck from this AZ group was anonymously provided to a blogger, and subsequently made available to the world at large, showing a head-to-head comparison between two breast-cancer treatment drugs, when in fact the two drugs were not tested head-to-head. You’ll quickly understand, as pharma sales trainers (and former sales people), why this is a problem.
The defense was made that this was a “for information only” training piece, and the information was not to be used for detailing. Well, maybe. Here’s the question I’d like to have your comments on – where does a company draw the line between giving out information like this to sales reps, even if there is a “not for detailing” disclaimer? Where does this stand with the compliance/ethical practices of your company? How far is too far?
Here’s a link with the back story, which contains, if you’d like, a link to the slides in question:
As a sales training community, we have a unique opportunity to give a valuable perspective on this aspect of the scandal. Your comments welcome!