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Sales Leadership » Sales Force Structures/ Evolving Sales Model
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As pharma organizations continue to look for ways to cut costs while maintaining market position, the use of Contract Sales Organizations (CSOs) is an option that has been used by some companies. But what are the advantages and disadvantages of using CSOs? What is the financial impact of using a CSO versus an internal sales force? These are key issues for a company to consider as it weighs the impact of using a CSO.
Best Practices, LLC undertook this benchmarking study to investigate the pharma industry's experiences with CSOs, the advantages and disadvantages of using CSOs, CSO competencies vs. internal hire competencies, and CSO vs. internal hire investment and team structure. Sales leaders can use this research to better evaluate whether a CSO would be a good fit for their organization.
This study engaged 9 leaders from 8 biopharmaceutical companies (2 launch teams from AstraZeneca) with experience working with Contract Sales Organizations. Almost 70% of participants are at the level of director or above.
Biotech; Pharmaceutical; Health Care; Biopharmaceutical; Clinical Research; Laboratories
Allergan; Amgen; Merck; AstraZeneca; Sanofi; Boehringer Ingelheim; Pfizer; Grifols