Client Results: Pharmaceutical Sales Force

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Challenge:

An international manufacturer of vaccines had two primary goals: to reduce sales staff turnover to less than 10% and to increase new hire productivity. The company was using a rigorous, behavioral-event interview system with good results.

Solution

Using the ECI Behavioral Insight® assessment, ECI identified the critical personality traits that differentiated top performers from others in the role. From this, a Model of Top Performance was developed and loaded into the ECI Behavioral Insight® application for use in the existing selection process.

Upon the completion of the modeling study, it was determined that 85% of the bottom quartile of performers would have been identified in the selection process had the ECI Behavioral Insight® been used in conjunction with the existing interview system.

Results

Turnover was reduced from 32% to 9%, while 92.6% of those hired with the program either met or exceeded position requirements within the first 12 months.

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Employer Consultancy, Inc. is an Organizational Development consulting firm whose corporate mission is to help companies to hire, manage and develop top performers. We accomplish this by providing our customers with practical, customizable tools and systems that promote higher levels of performance, productivity and profitability.