Question

Topic: Strategy

Hiring A Sales Rep Or Telemarketer?

Posted by Anonymous on 10/27/2009 at 3:05 PM ET 250 Points
Hi! I have a small transcription business and have thought about hiring a telemarketer or sales rep to call doctors' office or medical facilities to offer my services. Where do I find such help? I have thought about pharmaceutical sales rep since they are always in doctors' offices anyway but will that be against the company policy where they work for? I also do not know how to compensate for this kind of service, i.e. per phone call basis (how do I know if they are really making the calls?), per client that they sign up for me, commission or salary?

Any feedback will be appreciated.

Thanks so much!

Beth C
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RESPONSES

  • Posted by CarolBlaha on 10/27/2009 at 3:11 PM Member
    I can speak for reps. There are pharmaceutial reps that are employees-and having them work for two companies would be cause for their dismissal. Think of it this way-- they are being compensated to work full time for their company. They can't work for you while working for them. However if you find an independent rep, they work for many companies and they have no conflict.

    My husband is an independent rep selling sundries, eye drops, equipment. I am in another unrelated field. The best way to find a good independent rep is to go to your customer and ask who is a good rep that calls on them. You'll have accomplished two things-- you have found a rep with a good reputation and work ethic-- and one your target likes working with enough to recommend.

    They are paid performance based.

  • Posted by CarolBlaha on 10/27/2009 at 4:43 PM Member
    Randall's advice about getting involved in the community is correct. But social events aren't selling events. You have a leg up because you are a face -- not an anonymous call. You establish some credibility by the support of the event-- you'll establish a lot more by getting involved in the event-- I recommend chairing a committee or best-- board involvement. I can't speak highly enough of it-- it's worked for me.

    But at the same token-- and I can't remember ever NOT agreeing with Randall-- most independent pharma reps are always looking for a new line. Again, my h-word is one-- and while he evaluates every opportunity (there are lots of lines that just spin his wheels). Again, you'll hit a dead end approaching those employed, but the independents are a good match.
  • Posted by michael on 10/27/2009 at 9:35 PM Accepted
    Beth,
    You can find reps for this on www.replocate.com.

    However, you need to know what your profit margins are and if you can afford to give up 10% or a set amount per SALE...not per CALL.

    I never suggest anyone hire a rep until they've at least gone out and done calls themselves...even if they hate it. An independent rep...a good one...is going to grill you on the best way to close the sale, assuming you've done that. If you haven't they rep really doesn't know his/her chances for success.

    Michael
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