The pharmaceutical company was struggling to find, hire and retain good salespeople with specific industry knowledge.
Their original strategy was to poach high performing salespeople from competing pharmaceutical companies. However, they found that this strategy was not effective because the requirements of the role and ’employee fit’ were dramatically different from company to company. The candidates that they poached that were high performers at the competing pharmaceutical companies were now underperforming for their own company and sales results were decreasing substantially.
A new approach with Career Spark
We worked with the company to build a “custom success profile” with insights gained from their own current top performers. This helped them understand exactly what kind of person is actually a good fit with their company and why, and within 30 days they were starting down the path to major improvement! The pharmaceutical company used their custom success profile as a benchmark in the hiring process to compare all future candidates against. This allowed them to change their strategy of poaching from other companies – to hiring people from outside of the industry to find the right fit, and then using the dollars saved on lower turnover rates to invest in providing the right training specifics for the industry.