TiCo CASE STUDY

Challenge: To create the initial sales force for an emerging women’s health company that offered a new synthetic conjugated estrogen product. This sales force would be responsible for taking on a “gold standard” product that ruled this market segment for 50+ years. The initial force was to consist of experienced pharmaceutical representatives in 122 territories nationwide, who would be responsible for calling on OB/GYN physicians. The timeline called for the hiring of these representatives and 10 district managers over an eight-week period.

Solution: TalenTactics customized a solution to meet the needs of this rapidly growing women’s health firm. Our firm worked closely with the client to develop a strategic plan that required a great deal of screening and logistics coordination to maximize the recruitment/interviewing process. Through its priority research methodology, TalenTactics assessed the marketplace, conducted a thorough salary survey and created an on profile target list that met the needs of the client while still adhering to their budgetary restrictions. The project team of experienced recruiters engaged the prospective candidates and through a comprehensive logistics plan all interviews took place over the course of five weeks in various cities nationwide.

Result: 121 representatives (1 failed background check) attended the training/launch meeting. The backgrounds of the representatives hired exceeded the expectations of the client. The average years of experience was more than 4 years of pharmaceutical sales. The initial sales force achieved a great deal of success. This laid the foundation for an additional build, once the client acquired a secondary product, an extended-cycle birth control pill. Four years later, our firm was once again retained for an expansion project and we utilized similar methods to successfully recruit 100 additional representatives and 10 more managers over the course of two months in growing this to a 220-person force.