Case Study: PharmaSales improves sales hiring quality with Topgrading

PharmaSales - Customer Case Study

PharmaSales, Inc., a healthcare company specializing in wound closure products, was struggling with too many mis-hires in a highly competitive market for sales representatives. To improve hiring quality, the team turned to Topgrading and applied its hiring methods across the region’s 45-person sales force.

Topgrading helped PharmaSales add more structure and rigor to sales hiring through career history forms, tandem interviews, and reference checks with past and current managers. After implementing Topgrading, the share of A Player sales reps hired rose from 33% to 75%, forced resignations dropped from fourteen to two, and the estimated $1 million cost of a mis-hired rep declined significantly.