A big factor in performance is hiring the right people for the right roles. A pharmaceutical client wanted to improve and standardize their hiring process for sales representatives. After helping them define what good looks like and turning those insights into a sales rep skills framework, we helped them develop an interviewing and selection toolkit for hiring managers. Interviewers were given a bank of sample questions that were organized around the various skill clusters and skills. The interview evaluation tool itself was also re-designed around the skills frameworks. Implementation led to more consistent hiring and the selection of more high-performing sales reps.
