In the fast-moving and highly competitive world of life sciences, having the right sales talent on your team isn’t just an advantage, it’s a necessity. But one of the most common pitfalls I see as a recruitment consultant is companies waiting too long to hire. Whether it’s due to budget constraints, internal restructuring, or uncertainty about headcount, delays in hiring can end up costing more than they save.
So, when is the right time to hire a salesperson in the life science sector? And what are the signs that you’re already behind the curve?
The Cost of Waiting
Delaying a sales hire can impact your bottom line more than you think. Every month without a strong salesperson in place is a month of lost opportunities; unclaimed territory, unattended leads and unmet revenue targets.
In life sciences, where product lifecycles are often short and competitive advantages can be fleeting, the cost of inaction is especially steep. Time-to-marker matters. And so does time-to-hire.
Recognize the Triggers
Here are some common signs that it’s time to start building or expanding your sales team:
- Your current team is stretched too thin and morale is slipping.
- Key accounts aren’t getting the attention they deserve.
- You’re preparing to launch a new product and need coverage fast.
- Revenue growth has plateaued despite strong market potential.
- Your competitors are making aggressive moves in your territory.
If any of these sound familiar, it’s probably time to act; not six months from now, but now.
Start Early, Hire Strategically
Hiring in life sciences, especially in sales, isn’t just about filling a seat. It’s about finding someone who understands your products, knows how to navigate the complex healthcare and regulatory environments, and has credibility to win the trust of clinicians, lab managers and procurement teams.
That takes time.
One average, it takes 6-12 weeks to identify and onboard the right candidate. That’s before you factor in notice periods, training and ramp-up time. If you’re waiting until you’re already under pressure, you’re already behind.
Get the Right Support
Working with a recruitment consultant who understands both the science and the sales side of your business can accelerate the process and reduce the risk. I work exclusively with life science companies across Ireland and the UK, helping them find sales talent that fits not just the job description but the culture, the marker and the mission.
Because in this sector, you can’t afford to get it wrong.
Plan Now for Q3 & Q4
As we move through the second half of the year, many companies are gearing up for launches, conferences and strategic pushes to hit annual targets. If you want your new sales hire to make an impact in Q4, you need to start the conversation today.
The best candidates are in high demand, and the best teams plan ahead.
Final Thoughts
Hiring at the right time isn’t just about speed, it’s about foresight. If you’re starting to think about expanding you sales team, don’t wait until it becomes urgent. Start exploring your options now. That way, when the right person comes along, you’ll be ready.
If you’d like to discuss your hiring plans, or just get a better sense of the talent landscape in the life science sales sector, I’d be happy to have a chat. Email me at honey.jones@darwinrecruitment.com
