Client Results: Pharmaceutical Sales Force

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Challenge:

A pharmaceutical sales force had been successfully using a behavioral-event interview process to hire new staff. Even so, the company had two objectives: to reduce annual turnover to less than 10% (it was approximately 32%) and to increase new hire productivity. Given that the average cost of turnover was $89,000 per sales representative, the company needed to a more effective way to identify top potential candidates.

Solution

The pharmaceutical company asked ECI to conduct a study of the existing sales force to identify the factors associated with top performance in their specific corporate culture and marketplace.

Using the ECI Behavioral Insight®, ECI was able to scientifically identify the critical personality traits (motivators and behaviors) that differentiate top sales performers from others in the position. A measurable model of success was developed (High Performance Footprint).

Cost Savings to Company After Inclusion of ECI Behavioral Insight

Results

By incorporating the ECI Behavioral Insight® into the existing behavioral-event interview process, turnover was reduced from 32% to 9%, while 92.6% of all new hires met or exceeded position requirements within the first year of use. Estimated savings to the company annually is $8,184,000.

* Based on industry turnover averages reported in Business Wire (11-2004).

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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.