Innovex

Need:

Innovex offers sales and marketing support to pharmaceutical, biotechnology, and medical device companies. Since 1996, it has built more than 110 sales forces and hired more than 13,500 sales representatives to help launch more than 160 products for leading pharmaceutical companies in the United States. But the typical hiring process for sales reps was manual and highly labor-intensive. Innovex turned to DDI for help in devising a more efficient and effective method of hiring the best candidates in the least amount of time.

Solution:

Working closely with Innovex, DDI developed a multiphase selection system called FastTrackSelectTM (FTS) to attract, screen, assess, and manage sales candidates that consists of:

  • Online qualification screening.
  • Online applicant experience profiling.
  • Phone-based assessment conducted by professional DDI assessors.
  • Targeted Selection® (TS®) behavior-based interviews conducted by TS-certified Innovex field sales managers.
  • Online candidate data management.

In developing the system, emphasis was placed on hiring speed so that a qualified candidate could receive a job offer within one week of applying.

Results:

More than 1,000 reps have been hired within the system so far. DDI research results show that sales reps hired through FTS were of significantly higher quality and got "up and running" much faster than those not hired through the selection system. Initially developed to hire entry-level sales reps, the program has been expanded to include higher-level positions.