An unhealthy influence…

Nice piece in BusinessWeek entitled ‘Just say no to drug reps’ about a programme to help doctors to resist the influence of pharmaceutical salespeople. The article cites some interesting research:

‘A doctor who spends just one minute with a sales rep typically ends up prescribing 16% more of that rep’s product than he or she was prescribing before. And a four-minute encounter is likely to prompt a 52% jump in prescriptions’

It would be very interesting to get similar research about how influential IT sales people are. My own feeling is that the majority of major IT investments are made on the basis of trust/rapport with the salesperson rather than an un-influenced analysis of functional fit. Sadly something many live to regret.

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