Case Study: Building a Skilled Sales Force Fast

Business Issue

A global pharmaceutical company needed to ramp up its sales force to bring its latest cardiovascular product to the market. The company required a 400-member sales force with specific qualifications and experience to cover locations nationwide. The internal recruiting lacked the capacity to manage this concentrated hiring need. They needed a partner with in-depth knowledge of the industry.

Solution

Talent Solutions created a Recruitment Process Outsourcing (RPO) solution to source, screen and submit candidates for sales representative and district manager roles. The RPO team had deep experience recruiting for the pharmaceutical industry for pharmaceutical sales positions. The virtual structure of the team enabled recruiters to leverage market knowledge and widespread networks.

To identify candidates who could thrive in the client’s high-performance culture and reach sales goals, the RPO team partnered with the client to develop a deep understanding of the product and the qualities candidates would need to sell it most effectively. The team then introduced behavior-based interviewing for insights into candidates’ capabilities, alongside industry-specific sourcing and screening techniques.

Results

The RPO team exceeded expectations for the number of qualified candidates per position, enabling the client to build out a niche, experienced, product-specific sales force. Based on the results, the client contracted with Talent Solutions to consult on and develop additional sourcing strategies its internal team could use in recruiting for science, engineering and quality assurance positions.

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