In times gone by, previous sales representatives and MSLs probably remember how a doctor could call them or they could visit the practice without an appointment; however, in the fast pace of the modern dynamic, this has changed. The western world is suffering greatly from an ageing population, and the demands on Healthcare professionals (HCPs) time are ever strained; you may need more and more constrained time.

Today, it's normal for primary care providers to be pressed to see as many patients as possible in a day and for patients to bounce between practitioners in a group practice. Therefore, your role is to demonstrate what you're offering to discuss and that your thoughts are of real value to them.