Are you in life science services and considering outsourcing your inside sales? Smart move! With the complexities in our sector—from navigating regulatory requirements to engaging stakeholders in clinical trials—outsourcing inside sales in the life science industry can streamline your sales function and help you focus on what matters most. Outsourcing can be a game-changer, but only if done right.
Here’s your step-by-step guide to outsourcing inside sales without losing your mind.
1. Understand Your Needs—Down to the Molecule
Outsourcing your inside sales isn’t just about delegating tasks; it’s about finding the right expertise. The life science services is a niche field, so don’t settle for a generic sales team. You need people who understand CROs and FDA regulations and can easily discuss Phase III clinical trials.
Tip: Clearly define your outsourcing needs—whether it’s lead generation, managing RFPs, or setting up meetings with pharma decision-makers. Be specific, just like a clinical protocol submission.
2. Choose the Right Partner—With the Right Prescription
Not all outsourcing providers are built for the pharmaceutical industry. Look for one with a solid track record in life sciences. Ask about their experience selling to pharmaceutical companies, CROs, or biotechs.
Red Flag Alert: If your provider doesn’t understand terms like GCP, regulatory submission, or site feasibility, keep looking. Industry knowledge is crucial, not optional.
3. Measure Success—Like You Measure Trial Data
Just as KPIs (Key Performance Indicators) are critical in clinical trials, they are equally crucial in sales. Set measurable goals like generating a set number of qualified leads or converting leads into meetings. Use metrics to assess performance and make informed decisions.
Bonus Tip: Set up a performance dashboard to track your outsourced team’s progress at a glance. This allows for quick adjustments, similar to modifying a clinical trial protocol.
4. Communicate Like It’s a Regulatory Submission
Effective communication with your outsourced team is critical. Schedule regular check-ins to talk about progress, align strategies, and make sure your brand is represented correctly.
Pro Tip: Treat your outsourced team as an extension of your in-house team. Share insights and challenges to keep everyone aligned with your company’s goals.
5. Maintain Quality Control—As Tight as Your Compliance Standards
Quality is paramount in the pharmaceutical services industry and should apply to your outsourced sales team. Review their performance regularly, similar to how you would conduct lab QA/QC checks.
Pro Insight: Monitor call quality and sales outreach. If their performance doesn’t meet your standards, address it immediately to ensure they represent your brand as expected.
6. Celebrate Wins—Both Big and Small
Just like in drug development, every milestone matters. Whether you’ve landed a major client or secured meetings with key decision-makers, celebrate the victories. This keeps morale high for both your in-house and outsourced teams.
Final Thought: Outsourcing your inside sales in the life science industry isn’t about stepping back—it’s about partnering with a team that understands your sector. By setting clear expectations, maintaining strong communication, and committing to quality, you can grow your business just as your services help accelerate drug development.
Now, get ready to scale your sales—and close more deals!
Ready to streamline your inside sales process in the life science industry? Partner with experts who understand your needs. Contact [email protected] to discover how we can help you scale your sales and accelerate your growth!
