Criteria to consider when choosing the right outsourced sales force partner

Why outsource your sales force?

In a rapidly changing pharmaceutical industry, pharmaceutical companies are facing increasing complexity in marketing their products. With rising operational costs and rapidly evolving markets, more and more companies are opting to outsource their sales force. This strategy allows them, among other things, to access specialized resources, reduce fixed costs, and accelerate their commercial presence in the field.

However, choosing the right partner to outsource this key function often proves to be a challenge. This article aims to guide decision‑makers in evaluating potential providers, taking into account essential criteria such as expertise, flexibility, and performance guarantee.

Understanding your specific needs

Before selecting a service provider, it's essential to understand your business needs. Defining your goals is the first step in determining which outsourcing model will be best suited.

• Geographic Expansion: Do you need to expand your product presence into new regions?
• New Product Introduction: Is your internal team able to handle a sudden increase in workload?
• Improving Business Efficiency: Are you facing challenges in the performance of your existing teams?

Consider the example of a pharmaceutical company planning to launch a new drug in mainland France and the overseas territories. While internal teams are already fully stretched, outsourcing the sales force can provide valuable flexibility to accelerate time to market without compromising internal resources.

The importance of the partner's sector expertise

Choosing a partner with solid industry expertise is essential in the pharmaceutical sector. Not only is this industry highly regulated, but it also requires in‑depth knowledge of product specificities, strict compliance rules (such as the Anti‑Gift Law), and the often highly targeted expectations of healthcare professionals. Healthcare professionals are demanding and well‑informed, making the quality of the interaction essential.

In‑depth knowledge of products and pathologies

A specialized pharmaceutical provider will have a detailed understanding of the products to be promoted, whether they are drugs, medical devices, or specific therapeutic solutions. They are also able to understand the dynamics specific to each market, for example, differences in the adoption of new molecules or the challenges related to generic penetration.

Furthermore, since the pharmaceutical sector is divided into several very specific therapeutic segments (oncology, cardiology, neurology, etc.), the expertise of a provider in a specific field will allow for a better understanding of the medical issues and the expectations of prescribers. For example, in the case of oncology, a partner who understands the needs of oncologists will be able to adapt the promotional message so that it is both precise and relevant, thus facilitating a relationship of trust with practitioners.

Mastery of regulatory dynamics

The pharmaceutical industry is subject to strict compliance regulations, both nationally and internationally. The service provider you choose must have a thorough understanding of these regulatory aspects to ensure that all interactions with healthcare professionals comply with applicable laws, such as the various laws surrounding corruption, pharmacovigilance, and good distribution practices.

A good command of compliance rules is not simply a question of respecting standards, but a lever of trust and credibility for your teams in the field. A team that scrupulously respects these rules inevitably creates an environment of transparency and trust with healthcare professionals, thus reinforcing the quality of exchanges and results.

Industry experience and credibility

A partner's proven experience in specific therapeutic segments, such as oncology, cardiology, or rare diseases, is a major asset. A provider familiar with prescriber networks in these areas, as well as the specificities of distribution channels, will be able to adapt its strategy to maximize the efficiency of medical visits. This translates into better communication between medical representatives and healthcare professionals, more efficient appointments, and improved prescriber conversion rates.

Industry expertise goes beyond simple product knowledge: it also includes the ability to anticipate practitioners' needs and adjust marketing efforts based on changing market trends. For example, a provider informed of recent innovations in a therapeutic area can adapt their sales pitch to make it more relevant and attractive.

The importance of interpersonal relationships

A good partner also understands the importance of interpersonal relationships in the success of medical visits. They know that trust between medical representatives and healthcare professionals is crucial to maximizing the impact of interactions. These trusting relationships are built through recognized expertise, but also through a respectful and collaborative approach, based on transparency.

We invite you to read our interview with our NEURIAL network to learn more about the importance of relationships between healthcare professionals and medical representatives.

Engagement Models: How flexible can you be to meet your needs?

Flexibility is a key criterion when choosing a service provider. You will need to evaluate which outsourcing model best suits your needs.

• Full or part‑time outsourcing: Depending on your workload, you can opt for full outsourcing or a partial solution that supports your internal teams.
• Delegated or ad hoc sales force: A long‑term dedicated team or temporary outsourcing to support peaks in activity?
• Scalable models: Some providers offer phased approaches, allowing you to test a partnership on a pilot project before expanding it.

For example, when launching a new product, you might start by outsourcing part of your sales force to evaluate the results before extending this outsourcing to the entire territory.

Performance Guarantees and KPIs: How to Measure Success?

One of the crucial factors in choosing the right outsourced sales force partner is the ability to guarantee tangible results. To achieve this, it's important that your provider be able to define clear and measurable key performance indicators (KPIs) to track sales progress and the effectiveness of the sales team.

• Key indicators to track: Among the KPIs to track are the number of visits made, appointments obtained, the conversion rate of prospects into prescribers, and of course, the turnover generated by the actions of the outsourced sales force.
• Commitment to results: Make sure your partner commits to clear objectives with measurable results. A well‑written service agreement should stipulate specific expectations in terms of sales volume, coverage areas, or market share to be achieved.
• Regular monitoring and ongoing adjustments: A good partner will provide you with regular and detailed reports on their teams' performance. In addition, they should be able to react quickly in the event of underperformance to adjust their strategy. This monitoring is essential to avoid any stagnation or deterioration in the quality of visits.

Quality of training and tools provided

One of the major benefits of outsourcing your sales force is having access to a team that's immediately operational. However, the quality of the training provided by the service provider is essential to ensure the success of the outsourcing.

• Continuous training on your products: Your partner must not only train their teams on your products, but also ensure they are well informed about the latest regulations and compliance best practices (such as the Anti‑Gift Law). A well‑trained sales team is better equipped to meet the needs of healthcare professionals and effectively promote your products.
• Digital tools and CRM: Modern technologies, such as customer relationship management (CRM) systems, are essential for optimizing sales force activities. Ensure your provider uses powerful tools to track interactions with healthcare professionals, manage returns, and optimize visit logistics.
• Logistics tools and amenities for the field team: In addition to digital tools, it's crucial for the service provider to provide its sales teams with practical amenities, such as company cars, tablets or smartphones, as well as travel and expense management solutions. These elements guarantee the mobility and efficiency of field teams, while ensuring better organization of sales tours.

Making the right choice to ensure your business success

Outsourcing your sales force can offer considerable benefits in terms of flexibility, cost reduction, and operational efficiency. Choosing the right partner is crucial to maximizing these benefits. By understanding your specific needs, choosing a provider with solid expertise, ensuring flexible engagement models, and demanding performance guarantees with clear KPIs, you can ensure you're making a strategic choice to support your sales growth.

If you would like to learn more about how Pharmafield can support your sales force outsourcing, please contact us below for a personalized consultation and ensure a call back within 90 minutes.