follow compass academic on twitter

THE INDEPENDENT OPTION

More and more publishers are concluding that an independent sales force represents the most effective way of selling in to the market.

Of course, there are a number of other options:

Running their own sales force

  • this takes a huge amount of management time
  • it is not easily scaleable as sales & markets develop
  • it can be an inflexible resource for changing business needs
  • it is simply too costly for many publishers

    Joining up with an existing publisher's sales force

    • the other list will usually be "first out of the bag"
    • the calling cycle and account base will be based around their needs
    • the reps' first loyalty will (of course) be to the company which pays them
    • there is always the risk of more corporate reorganization or consolidation

    Taking on their own team of freelancers, but

    • again, this will absorb a great deal of management time
    • the freelancers will almost certainly be variable in quality
    • feedback and reporting is likely to be less than ideal

    Given all these issues, an independent sales force is emerging as an increasingly attractive alternative, offering a more flexible, responsive and cost effective solution to meet the needs of a changing market.

    Compass Academic is the ideal partner for any publisher looking to appoint an independent sales team