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» Products & Services » » Sales Leadership » Sales Budget and Staffing

Assessing the Use of CSOs vs. Internal Hires

ID: PSM-336


Features:

4 Info Graphics

17 Data Graphics

58 Metrics

5 Best Practices


Pages: 34


Published: 2016


Delivery Format: Shipped


 

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  • STUDY OVERVIEW
  • BENCHMARK CLASS
  • STUDY SNAPSHOT
  • KEY FINDINGS
  • VIEW TOC AND LIST OF EXHIBITS
When looking for additional support for various stages of a product, many biopharmaceutical companies struggle to determine whether it is more beneficial to hire Contract Sales Organizations (CSOs) or Internal Hires. Best Practices, LLC undertook this benchmarking research to evaluate the effectiveness of using CSOs vs. internal hires in various market conditions.

Industries Profiled:
Biotech; Pharmaceutical; Health Care; Biopharmaceutical; Clinical Research; Laboratories


Companies Profiled:
Allergan; Amgen AstraZeneca Boehringer Ingelheim; Grifols; Merck; Pfizer; Sanofi

Study Snapshot

1. Experiences with CSOs:

    ·Favorable/Unfavorable experiences with CSOs
    ·Best CSO to use for a product launch, vs. growing a product vs. product near L.O.E.
2. Advantages and Disadvantages of Using CSOs:
    ·CSO Competencies vs. Internal Hire Competencies

3.CSO vs. Internal Hire Investment and Team Structure:
    ·Base Salaries and Bonus Structure
    ·Team Structure, managers and field employees

Key Findings

- CSOs are best used as a supplement to an existing team of internal hires, not as a replacement unless a product is mature and nearing L.O.E.
- Benefits of using CSOs are purely volume and cost based, not for product knowledge or building a company’s reputation in a given therapeutic area.

Table of Contents

Research Overview, Objectives and Methodology Pg. 3
Participating Companies Pg. 4
Key Findings and Recommendations Pg. 5
Participant Experience Partnering with CSOs Pg. 6
Advantages and Disadvantages of Using CSOs Pg. 14
CSO vs. Internal Hire Investment and Team Structure Pg. 21
Appendix Pg. 26
About Best Practices, LLC Pg. 33

List of Charts & Exhibits

Past Experience with CSOs
Favorability Ratings for Highest Used Industry CSOs
Effective CSO Field Deployment Models
Advantage of Using CSOs
Additional Valuable Uses of CSOs
Best Time to Use a CSO
Comparing a Direct Hire vs. Contract Reps
CSO Contract Duration Advantages
Annual CSO Rep Turnover Rate
Risk-Sharing and Performance-Based Incentives
CSO Rep Management
Average Internal Rep Salary and Benefit Cost
Average CSO Rep Salary
Bonus Amounts Based on Target Base Salary