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Specialty Sales
Building Momentum in the Face of Divestiture with a Specialty Sales Team
Our customer needed temporary support for a new biological product, to keep bidders interested in purchasing the unit.
The company faced a dilemma: How to launch a new immunoglobulin product when the entire division was likely to be divested within a year. Keeping the sales force at full strength was essential in order to keep bidders interested. But the company did not want to hire additional in-house staff because of the difficulty of finding and motivating highly qualified candidates when the company could make no long-term commitment.
Flexibility in the Face of Uncertainty.
The customer determined that the head count needed to be held at 47 sales representatives, to ensure adequate coverage of a diverse group of prescribers that included hematologists, oncologists, infectious disease specialists, immunologists, pulmonologists, allergists and institutional pharmacists.
20 in-house sales representatives chose to stay with the unit. The customer gave Innovex the challenge of recruiting the remaining 27. Our screening took on a couple of added dimensions.
First, we had to understand what each of five different regional managers wanted in a sales representative. In addition to qualifications, we had to match the personalities of the representatives to those of the managers.
Second, we were absolutely up front about the potentially short-term nature of the assignment. At the same time, we were able to add the additional motivation that the buyer was likely to retain the best sales representatives from the existing team. The Innovex representatives had a great deal to gain, and quickly demonstrated their abilities.
Bottom Line: Better Reps, Better Results.
The Innovex representatives averaged 120% of quota, compared to 109% of quota for the in-house representatives. In fact, the customer sold as much of the product as it could produce.
Six of the top 10 sales representatives were from Innovex.
By the time the divestiture was complete, 25 Innovex representatives remained on the project; the new owner of the unit was so satisfied with their quality that it quickly put 24 of them on staff.
So Innovex made two customers happy with a single, exceptional sales force. What can we do for you?
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