Case Study: a leading pharmaceutical manufacturer improves sales representative selection with Hogan Assessments

Leading Pharmaceutical Manufacturer - Customer Case Study

Hogan Assessments worked with a leading pharmaceutical manufacturer that wanted to improve how it selected Sales Representatives. The company needed a better way to identify candidates who could communicate effectively with customers, understand product details and pricing, and drive sales success.

Hogan Assessments developed and validated a customized assessment battery using the HPI and HBRI, along with managerial performance ratings for incumbent representatives. The results showed the assessments significantly predicted job performance: high HBRI scores were linked to stronger market and therapeutic knowledge (r = .21) and better customer solutioning (r = .24), while high HPI Ambition, Prudence, and Adjustment were associated with higher overall ratings. Sales representatives meeting the Hogan profile also showed a 20% increase in product knowledge, a 10% improvement in patient experience, and a 20% improvement in identifying territory performance gaps.