Building an inside sales team in-house is slow, expensive, and risky. Here's why the best medical device and healthcare companies are choosing a different path.
Recruiting, onboarding, benefits, turnover — the list of things standing between you and growth never stops growing. By the time your new hire is productive, your competitors have already moved.
You post the job, screen candidates, negotiate offers, onboard, train, pay benefits and payroll taxes, manage performance — then do it again for every seat you need to fill. Six months in, you might have a rep who can hold a conversation. Or you might be starting over.
And none of that accounts for the ramp time needed to understand the clinical environment, hospital procurement, GPO relationships, or how to actually talk to a physician.
We are already staffed, trained, and operational. Our ISRs know how to speak to clinicians, navigate hospital procurement processes, and manage distributor relationships — on day one, not month six.
Senior leadership oversees every engagement and doubles as a sales strategy consultant, helping you determine exactly how to deploy inside sales resources for maximum commercial impact.
Every advantage compounds. Faster deployment means earlier revenue. Lower overhead means more budget for growth. Better coverage means fewer missed opportunities.
We are staffed, trained, and able to stand up dedicated inside sales teams within a month. No job postings, no onboarding delays — just execution.
No benefits costs, no payroll taxes, no HR management. You get the output of a high-performing inside sales team without any of the employer burden.
Add reps when you need them — product launch, new geography, seasonal push — and scale the team back when priorities shift. No severance, no awkward conversations.
We learn your messaging, your CRM, your process. Your customers experience a seamless, professional extension of your commercial team — not a vendor.
Senior leadership at Synchronized doubles as a sales strategy consultant — helping you determine where ISRs create the most value and how to structure the engagement.
Our ISRs are trained specifically for medical device and healthcare sales — not repurposed B2B reps. They speak the language from day one.
Synchronized isn't the right fit for every company — but for those in one of these situations, there's no faster or more capital-efficient path to inside sales capacity.
Building your commercial team from scratch? We provide an experienced inside sales team while you focus on product, fundraising, and clinical validation. Go to market faster — without the hiring gauntlet.
Geographic territories that aren't worth a full-time rep. Utilization problems in existing accounts. Efficiency gaps in your field team's time. Synchronized fills those gaps without disrupting what's already working.
Need pipeline fast for a new SKU or indication? We prospect, qualify, and schedule — building a pipeline your field team can close while they're still getting up to speed on the product.
Pre-commercial? Our market research capabilities make us a great fit for pre-revenue companies spread too thin as they look to gain clinical approval and get their product to market. A significant amount of this work can be done over the phone to be better positioned for product launch.
Outsourced ISRs are not a cop-out or a workaround. They are a smarter allocation of commercial resources. Every dollar you save on overhead is a dollar you can deploy toward growth — and every week you save on ramp time is a week you're generating revenue instead of waiting for it.
Schedule a Discovery CallCost, timeline, structure, and fit — answered in the same order as the sections above.
Whether to outsource your medical device sales team depends on your company's stage, available capital, and go-to-market timeline. Outsourcing is typically the right decision in the following circumstances:
Synchronized Sales works with medical device companies at each of these inflection points, providing inside sales, lead generation, appointment setting, and market development as a managed service. Clients retain full visibility into activity, pipeline, and results without the fixed cost structure of an internal team.
Outsourcing is generally not the right fit for companies with a high-complexity capital equipment sale requiring deep ongoing clinical relationships managed by a dedicated field rep — though even in those cases, outsourced inside sales can effectively generate and qualify opportunities for field follow-up.
The cost of outsourced medical device sales depends on the scope of engagement, the services included, and the structure of the arrangement. There are three common pricing models:
When comparing outsourced sales cost to hiring internally, companies typically find outsourcing 30–50% less expensive when factoring in base salary, benefits, payroll taxes, on-target earnings, onboarding, training, and management overhead.
Synchronized Sales offers engagement structures tailored to each client's stage, budget, and goals. Companies at the startup stage often start with a focused inside sales or lead generation engagement before scaling to a full commercial model.
Outsourced medical device sales reps are compensated by the contract sales organization (CSO) that employs them — not directly by the client manufacturer. This is one of the practical advantages of outsourcing: the manufacturer pays a service fee to the CSO, and the CSO handles all employment, compensation, benefits, payroll taxes, and HR administration.
From the CSO's side, outsourced reps are typically compensated through one of the following structures:
From the client manufacturer's perspective, the billing arrangement with the CSO typically takes one of these forms: a retainer (a fixed monthly fee covering a defined scope of sales activity), performance-based fees tied to measurable outputs such as a cost-per-meeting or revenue-share model, or a hybrid of a base retainer plus performance incentives.
Synchronized Sales handles all compensation and employment matters for the reps deployed on client engagements. Clients receive a straightforward monthly invoice for their contracted service scope and are not responsible for individual rep compensation, payroll, or benefits — removing significant administrative and financial complexity.
An outsourced medical device sales program can typically be launched in 30–60 days from contract execution, depending on the complexity of the product and the readiness of the client's onboarding materials.
The typical launch timeline includes:
The speed advantage over internal hiring is significant. Recruiting, interviewing, making an offer, completing a background check, and onboarding an internal rep typically takes 3–6 months before a single call is made. Even then, the rep requires an additional 3–6 months to fully ramp.
Synchronized Sales compresses this timeline considerably by providing trained, experienced medical device sales professionals who can be deployed quickly with a structured onboarding process built around the client's specific product and market.
Building a medical device sales team without hiring full-time reps is possible through outsourced sales, contract sales organizations (CSOs), and fractional sales leadership arrangements.
This approach is common and practical for several reasons:
The structure of an outsourced medical device sales team typically includes an inside sales or SDR function responsible for prospecting, outreach, and appointment setting; an ISR layer for account management, pipeline tracking, and supporting field activity remotely; and optional field sales or clinical specialist support for high-complexity capital equipment or procedural products.
Synchronized Sales builds and manages these outsourced team structures for medical device companies, providing a fully operational commercial function that integrates with the client's CRM, sales process, and leadership team.
Medical device startups need inside sales support that is specifically trained in healthcare sales — not generic B2B calling. The right provider understands physician gatekeeping, facility purchasing structures, clinical reimbursement dynamics, and the compliance considerations unique to the healthcare industry.
Synchronized Sales provides inside sales support for medical device startups, including:
For startups, inside sales support is often the most capital-efficient commercial investment available. Rather than hiring a VP of Sales and a full field team before a single unit is sold, a startup can deploy outsourced inside sales to validate demand, build a qualified pipeline, and generate early revenue — then use those results to raise capital or justify internal headcount.
Synchronized Sales has worked with early-stage medtech companies preparing for first commercial sale as well as companies scaling revenue after an initial market validation phase.
Getting the first 10 customers is the most critical and often the most difficult commercial challenge a medtech startup faces. The first customers validate the product, establish clinical references, generate case study evidence, and create the social proof needed to accelerate the next 100 sales.
The most effective approach combines targeted outreach with a sales partner who has relevant industry relationships and experience:
Synchronized Sales works with pre-revenue and early-stage medtech startups on exactly this challenge — deploying outsourced inside sales and market development to generate the company's first commercial traction. We bring the outreach infrastructure, sales expertise, and medical device market knowledge that most founding teams cannot build quickly on their own.
Commercializing a new medical device requires a structured go-to-market process that begins before FDA clearance is received and accelerates through the first 12–18 months post-launch.
The core components of a successful medical device commercialization plan include:
Synchronized Sales works with medical device startups and established manufacturers on commercial launch strategy and execution, providing outsourced sales, lead generation, and market development so companies can generate revenue quickly without overbuilding their commercial infrastructure.
Yes — and in many cases, beginning to build your commercial infrastructure before FDA clearance is received is a strategic advantage, not a premature investment.
While you cannot promote or sell a device commercially before 510(k) clearance (or PMA approval for Class III devices), there are meaningful pre-clearance commercial activities an outsourced sales partner can execute:
Synchronized Sales works with medical device companies at the pre-clearance stage on market development and commercial readiness activities. Clients who engage early consistently achieve faster time-to-revenue than those who begin commercial planning after clearance is received.
Expanding a medical device into a new geographic market requires a structured market entry process that minimizes risk while generating early commercial traction. The key steps include:
Synchronized Sales provides outsourced market development and inside sales services for medical device companies expanding into new territories. This approach allows manufacturers to enter new markets quickly without the cost and risk of a full-time hire, then use early revenue results to justify building a permanent commercial presence.
A contract sales organization (CSO) is a company that provides outsourced sales services — deploying trained sales professionals to work on behalf of client companies, typically as an extension of the client's internal commercial team. Large companies use CSOs for several strategic reasons: speed, since a CSO can deploy a production-ready sales team in 30–60 days versus 6–12 months for direct hiring; cost efficiency, since the fully-loaded cost of a CSO engagement is typically 30–50% lower than equivalent internal headcount including salary, benefits, equity, and management overhead; flexibility, since the engagement can be scaled up, down, or redirected without the legal and financial complexity of restructuring an internal team; and specialization, since CSOs bring vertical expertise, established sales methodologies, and management infrastructure that would take years to build internally. Synchronized Sales is a contract sales organization focused on inside sales, SDR, and ISR services for enterprise and growth-stage companies across healthcare, medtech, pharma, SaaS, and B2B services.
ROI on an outsourced inside sales program depends on deal size, sales cycle length, and close rate, but a well-structured program should generate a positive return within 90–180 days of full production. The benchmark metric for a high-performing outsourced inside sales team is 10–30 qualified meetings per rep per month depending on the vertical and buyer complexity. In Synchronized Sales engagements, meetings set by our team have closed at a 20% higher rate than self-sourced meetings, and in one capital equipment engagement our team generated roughly 30% of the client’s total office pipeline in nine months. For enterprise clients with average deal sizes above $50,000, a single closed opportunity from an outsourced ISR program typically covers several months of program cost. The full ROI calculation should include not just closed revenue but pipeline value, relationship development, and market intelligence generated — benefits that compound over the engagement. Synchronized Sales builds ROI models with clients prior to engagement so expectations are defined, measurable, and tied to the client's specific commercial economics.
Enterprise procurement typically runs an outsourced sales provider through the same vendor review as any strategic services engagement: a capabilities assessment, reference checks with comparable clients, a security and data-handling review covering CRM access and customer data, insurance and compliance verification, and a Master Services Agreement with a Statement of Work defining scope, team composition, KPIs, reporting cadence, and termination terms. Pricing is usually a monthly retainer per rep or per team, sometimes with a performance component tied to meetings set or pipeline generated. The provider should be able to supply a W-9, certificates of insurance, a data-handling policy, and references on request, and should expect to be onboarded as a vendor in the client's procurement system. Synchronized Sales engagements typically start at $8,500 per rep per month, fully loaded. Synchronized Sales contracts with enterprise clients under an MSA and SOW structure, provides full CRM visibility rather than self-reported activity, and defines KPIs and a 90-day success milestone before the engagement begins so procurement, finance, and sales leadership are evaluating the program against the same agreed criteria.
Private equity-backed companies use outsourced inside sales to accelerate revenue growth within a defined hold period without the fixed cost and time lag of building a large internal team. The typical use cases are adding pipeline capacity quickly after an acquisition, running cross-sell programs across newly combined portfolio companies, entering new geographies or segments identified in the value creation plan, and covering the long tail of accounts that internal field reps cannot reach economically. Because an outsourced team can be deployed in 30–60 days and scaled up or down as results come in, it fits the speed and capital discipline that PE operating partners require. Synchronized Sales works with PE-backed companies and their operating teams to stand up managed inside sales programs with defined KPIs, weekly reporting, and full CRM integration, so growth targets are supported by measurable pipeline rather than by headcount that becomes a liability at exit.
Geographic market expansion is one of the highest-value use cases for outsourced sales at enterprise scale. Rather than opening a local office, recruiting local sales staff, and managing a distributed team from headquarters — a process that typically takes 12–18 months and carries significant fixed cost — large companies deploy an outsourced inside sales program to build pipeline and validate demand in the new market before committing permanent headcount. The outsourced team handles market assessment, account mapping, targeted outreach into high-priority accounts, pipeline qualification, and early relationship development. Once the market is validated and revenue is generating, the company has the data to justify a permanent local hire — with a warm pipeline already in place on day one. Synchronized Sales executes geographic expansion programs for enterprise clients across multiple verticals, providing the inside sales infrastructure to penetrate new markets quickly and cost-efficiently.
For international companies entering the US market — including European, Asian, and emerging market businesses — establishing a US legal entity, hiring US employees, managing US payroll and benefits, and building a local management structure represents a significant upfront investment before a single dollar of US revenue is generated. Outsourced sales through a US-based contract sales organization eliminates that barrier entirely. The international company engages a US CSO, which employs and manages the sales team, handles all US employment compliance, and deploys reps immediately. The international company gets a US sales presence — with experienced reps who know the US market, US buying behaviors, and US relationship dynamics — without entity establishment, US HR infrastructure, or long-term employment commitments. Synchronized Sales has supported international companies entering the US market, providing inside sales teams that operate as the company's US commercial presence from day one.
Multinational companies entering the United States typically want evidence of demand before establishing a US subsidiary, hiring US employees, and committing to office space and management infrastructure. A US pilot sales program through an outsourced inside sales partner provides that evidence. The outsourced team maps the US account universe, runs outreach into target segments, qualifies interest, books meetings for the company's international sales leadership, and reports on response rates, objections, pipeline, and early revenue, usually over a 90- to 180-day pilot. The company retains ownership of all data and relationships and uses the results to decide whether and how to build a permanent US presence. Synchronized Sales runs US pilot programs for international companies, employing and managing the US team, handling US employment compliance, and operating as the company's US commercial presence from day one without the company needing a US entity.
After a merger or acquisition, enterprise companies face a specific commercial challenge: cross-selling the combined product portfolio into two customer bases while internal sales teams are being integrated, re-territoried, and retrained. An outsourced inside sales team provides immediate, dedicated capacity for the cross-sell program — contacting every account in the acquired customer base, introducing the combined offering, qualifying interest, and booking meetings for the appropriate account owner — without waiting for the integration to settle. It also covers territories and accounts that are temporarily unowned during the transition so pipeline does not stall. Synchronized Sales deploys post-acquisition cross-sell and coverage programs for enterprise clients and PE-backed platform companies, with reps trained on both product lines, operating in the combined CRM, and reporting weekly on accounts contacted, cross-sell opportunities created, and pipeline by segment.
Large insurance carriers and benefits organizations use outsourced inside sales to drive group benefits, commercial lines, and employer-facing programs where the buyer is an HR leader, CFO, or business owner and the sales motion is high-volume and relationship-driven. The outsourced team prospects into employers by size and industry, qualifies on current carrier, renewal date, and plan structure, schedules meetings for the carrier's sales representatives or broker partners, and maintains follow-up through long renewal cycles. It is also used for broker and agency recruitment and activation, applying the same channel management discipline used in distributor networks. Synchronized Sales has supported a Fortune 10 managed healthcare company in placing a Medicare Advantage product into assisted living markets, generating 300+ qualified executive director meetings in under eight months, and provides the same compliance-aware inside sales programs for carriers selling group and commercial lines.
For most venture-backed device startups, yes — outsourcing inside sales before building an internal team is the more capital-efficient path through first commercial traction. Investors expect early revenue and reference accounts, but hiring a VP of Sales and field reps before product-market fit is validated burns runway on fixed cost and a 6–12 month ramp. An outsourced inside sales program from Synchronized Sales can be live in 30–60 days, generating physician and facility meetings, qualifying accounts, and building the pipeline and case-study evidence that supports the next raise. When the data justifies it, the startup hires internally into a warm pipeline instead of a cold market.
Between rounds, investors look for pipeline growth, meeting volume with target buyers, early customer logos, and evidence that the sales motion is repeatable. An outsourced inside sales team produces that evidence quickly and documents it in the company's CRM: accounts contacted, meetings set with physicians, administrators, or procurement, opportunities created, and early closed revenue. Synchronized Sales works with venture-backed medical device, diagnostics, and healthcare services companies to build that traction with defined KPIs and weekly reporting, so founders can show a board or a prospective investor measurable commercial progress rather than a plan.
Yes, when it is structured as a managed program with defined metrics rather than an ad hoc contractor arrangement. Experienced healthcare investors understand that the fully loaded cost of an internal medical device rep exceeds $150,000–$200,000 per year with a long ramp, and that an outsourced inside sales team reduces burn while producing the same early-stage outputs: qualified meetings, reference accounts, and market feedback. Synchronized Sales reports on the metrics boards care about — pipeline created, cost per qualified meeting, and conversion — and operates inside the company's CRM so investors can see the activity directly.