Contract Sales Organizations: How to Keep Your Edge in the Changing Pharma Landscape

The evolving landscape of the pharmaceutical and life sciences industries has helped lead the way toward a complete restructuring of their sales models. Many businesses have started outsourcing part, or all, of their sales functions to contract sales organizations (CSO’s) due to constant changes in market access, reimbursement policies, and increasing industry competition.

Contract sales organizations typically provide solutions for companies by offering outsourced services such as recruiting, territory structuring and management, and field sales force deployment. They supply pharma and life science companies with quick market access, expertise in sales and edetailing, and vast experience interacting with prospective key account managers within the life sciences industry, all with built in cost controls. Backed by years of experience and pre-built customized CRM’s purveying the latest technological features like territory mapping and analytics-based customer detailing, CSO’s have become the new preferred choice among a number of high level pharmaceutical companies.

Why Choose a Contract Sales Organization?

CSO’s differ from outsourcing partners, or resellers, by providing full brand integration through dedicated salespeople specifically recruited and trained on the hiring company’s unique selling message. Other resellers work more as a recruiting firm that bolts on to existing teams, rather than an integrated partner that helps grow revenue and tackle complicated market challenges. This is obvious by their antiquated, “feel good” metrics like “number of impressions,” but these firms tend to not operate well within today’s quickly changing life sciences environment.

Vendors or channel partners using legacy performance metrics aren’t agile enough to keep up with the constantly changing buyers’ journeys, and instead often focus on packaged solutions rather than helping the buyer and tying sales performance back to business objectives. The dynamics of the pharma industry, however, call for a lighter, faster, and tech-enabled field ambassador that provides more personalization on the ground level, more visibility into their process, and can uphold the reputation of your brand.

The Sales Partnerships Approach

When Sales Partnerships represents your brand and products, we provide a near turn-key solution to deploying a selling force for you. We will recruit, train, and manage a sales force dedicated to selling your products and services, and we can mobilize these teams in as little as 30 days.

Our representation of your products and services is dedicated and exclusive, and the identity of our sales professionals remains tied to your brand and product line. Our teams are held to quotas and quality standards that are managed and enforced on a daily basis. Sales team loyalties are to your brand and customers, and the customer experience is paramount.

The sales professionals are held accountable to a high standard of activity and performance, and are required to maintain current and accurate understanding of your products, marketplace, and customer needs. Dedicated management staff, administrative support, and strict recruiting processes ensure a consistent quality of sales person is placed on your team and that customer interactions are as uniform and predictable as possible. In many cases our sales professionals interact routinely with our clients’ operations and support staff to attend training and sales meetings, address customer questions, tackle order fulfillment challenges, and ensure the overall quality of the customer experience.

Sales Partnerships is the most decorated sales firms in North America, awarded the top Outsourced Sales Team in America every year since 2011, and our internal management team has been recognized as one of the Top 20 Most Powerful Sales Leaders in America.

If you are interested in contract pharmaceutical sales organizations, click here to learn more about Sales Partnerships.