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November 28, 2024
If you're a pharmaceutical company looking to grow your business, your sales team is one of your greatest assets. Consequently, you need to hire sales superstars - rather than second-rate sales reps.
Of course, hiring the right sales representatives, particularly in an industry as dynamic as pharmaceuticals, is easier said than done. Here's how you can discern the best talent (tip: it's not all about experience).
A sales representative doesn't have to be a scientific genius to know what they're selling back to front. If they're selling pharmaceuticals, they should know (as basics):
The truly outstanding sales reps will have strategies to help them memorize key information quickly. They will be able to recall information quickly and coherently.
A superb pharmaceutical sales rep will understand not only their local market, but they’ll also be able to respond proactively to changes in the pharmaceutical industry (such as regulatory changes, new drug approvals, etc.). They will leverage pharmaceutical market changes to their advantage, tailoring their sales approach to meet the evolving needs of healthcare providers and patients.
Awkward small talk doesn't sell products. The best pharmaceutical sales reps will establish common ground with physicians, and that common ground will translate into sales. The previous two demarcations of outstanding sales reps - robust product knowledge and industry insight - assume some previous experience, but arguably, the most important trait doesn't require any experience. Charisma and a silver tongue are innate gifts that experience can hone.
Rather than trawling LinkedIn, try these strategies for better hiring.
A CV screening, a phone interview and an in-person interview may require extensive effort, but being thorough pays dividends.
Issue shortlisted candidates a pharmaceutical product (plus some background knowledge) and ask them to prepare a presentation. You can then assess their fluency, communication and ability to make scientific concepts digestible. You can also ask them 'audience questions' to see how they respond to unexpected inquiries.
Roleplay is a classic in sales recruitment for good reason. Roleplay assesses a candidate's capacity to persuade effectively, address objections, and arrive at mutually beneficial solutions. An effective roleplay scenario will thoroughly evaluate their negotiation skills, adaptability, and ability to think critically and independently.
If you're looking for a better way to hire pharmaceutical sales talent, then it's time to try HyperHired. HyperHired's ultra-competitive model gives our clients a better way to hire in bulk without breaking the bank. We charge a flat-fee, and our approach narrows down candidates to the top 80 - 90% and ensures that they're prepared for their interviews with you. You may find, in fact, that you have to pause our services - because you'll want to hire everyone we send you.
Find out more by booking your complimentary introductory consultation.
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