Hire the rep. Here's the whole job, including the part that's illegal.
Almost every instinct a pharmacy owner has about hiring a sales rep is either expensive or against the rules. Commission-only looks safe and is the exact structure federal enforcement hunts in compounding. Paying per script feels fair and is the fastest route into a False Claims Act case. This kit covers the seat, the legal rails with the statutes cited, the pay structure, where the good reps actually are, and the arithmetic behind the hire.
We never hire for you. You interview, you decide, you set the pay, and we never take a cut of what your rep closes. What we do run, on a new agreement, is your first month of ads: the recruiting, the screening, a short list of people worth your time, and the ramp for whoever you pick. Every call that costs you money stays yours.
This one decides whether the rest is any use to you.
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Hire an account executive, not a closer and not a setter. The most expensive mistake in the category.
What your comp plan is legally allowed to do, cited so you can hand it to your attorney.
Eight things your rep must never put on the table, and why reps get fired for them.
Base, activation, retention, growth. And the five structures to refuse.
The talent pools ranked by yield, and how to recruit from a competitor without a lawsuit.
Five interview steps. The recorded role-play eliminates most of who is left.
Five days before they touch a prescriber, and the one gate nobody skips.
What the seat has to produce to pay for itself, and how long that honestly takes.
The part nobody plans for, and the reason most first hires quietly fail.
The honest scorecard, and exactly where we do and do not fit.
For licensed healthcare professionals only. Business education, for educational purposes only. Not legal, employment, tax, or regulatory advice. We are a marketing agency, not attorneys, and nothing here creates an attorney-client relationship. Anti-kickback, false claims, fee-splitting, state board and employment rules change often, differ by state, and are enforced case by case. You carry total responsibility for how you classify, pay, and supervise anyone you hire. Before making any offer, have a healthcare attorney licensed in every state you ship to review your plan in writing.