>Since there are many more medical GP’s than there are specialists, your plan of allocating the brightest reps to serving GP’s would seem to be mathematically untenable.<
Agree given the current composition of sales forces. But more time and resources devoted to training representatives will naturally raise the mean. As would more frequent testing (think "No Rep Left Behind") and ruthless culling of reps that aren't performing up to standard.
Cutting back on sales forces, as Pfizer has done, may rectify the problem. Unfortunately, I suspect they'll cut their training budget proportionally.
In short, I guess what I was saying is that the specialty reps could very well be limited to a "drop off the samples" call because, let's face it, a rep isn't going to change a specialist's mind about a drug. Instead, marketing to specialists could be limited to web and mail delivery of substantive new data.
On the other hand, a rep that can bring reprints and new data to the attention of a primary care provider would provide significant added value to that physician's practice.
Market Data 
Markets 
AI
