Sales Force Companies

When the outsourcing model first emerged in the mid-1950’s, only specialist functions such as administrative and legal services were outsourced by large organizations who remained primarily self sufficient and vertically integrated. The early 90’s saw an expansion of outsourced functions into logistics, IT and customer support and sales. The role of sales force companies became increasingly prominent in the life science sector, with significant growth in the pharmaceutical industry. Driven by increased competitiveness and the need for flexibility in a dynamic market, companies increased their use of these contract sales organizations (CSO’s); these various sales force companies continue to be a viable and attractive option for companies, especially those in the pharmaceutical and life science arenas.

The primary driver in the popularity of sales force company services is cost savings. It has been estimated that the average direct sales representative costs 2.5 times his or her pay, and this does not even take into consideration the legal risks associated with direct employment. Contract sales organizations, besides being solely focused on selling for the client, absorb a great deal of financial and legal risk. But while cost savings may be an initial driver, without careful management, an outsourced resource will create difficulty and hidden costs. A sales force company should have industry-specific expertise and proven ability to drive sales while minimizing costs – both fixed (salaries, car allowance, etc.) and non-fixed (promotional expenses, etc.). The contracted company should also have experience in managing the inherent potential conflicts between the existing sales force / management team and the contracted force. Call and reporting responsibilities, organizational charts and SOP’s must be clearly defined in order to avoid conflict or morale issues which can hinder the ultimate success of the project.

Sales Force Companies outsourcing options have grown from functions that mirror in-house capabilities to include a vast array of innovative value-added options. More than just a standard, “off-the-shelf” contract sales service, SalesForce4Hire® delivers custom, turn-key sales and marketing services. These services include recruitment, hiring, training, and deployment of the field sales organization and sales support team, creation of Standard Operating Procedures to execute the complete purchase cycle and development of a product specific and customer focused sales kit. If the project warrants, a website, 800- numbers and CRM software may also be developed and implemented.

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