Location:
Jacksonville, FL
Industry:
Laboratory Services
Position Title:
Territory Sales Representative
Client Testimonial
“Carlee gets our culture. That matters a lot to us, and it’s probably the main reason we keep coming back.”
Challenge:
A growing laboratory services company had one successful sales representative in Jacksonville and was ready to add a second.
The role was focused on developing new relationships with medical clinics and physician practices throughout the territory. The salesperson needed to be comfortable walking into clinics, introducing the company, finding the right decision-makers, and developing relationships where none previously existed.
The client was open-minded about background. Direct laboratory or healthcare sales experience was valuable, but it was not required. They were equally interested in salespeople from other industries if those candidates could demonstrate a history of building territories and creating customer relationships from scratch.
Solution:
We kept the initial search broad and interviewed a large number of salespeople from both healthcare and other outside sales environments.
Our interviews focused on evidence. We asked candidates to walk us through how they had entered new accounts, developed relationships without an existing introduction, generated their own opportunities, and built a productive territory over time.
We ultimately referred the people we believed had provided the strongest evidence that they could independently build a territory.
Outcome
- ▸ The client interviewed six of the sales representatives we presented and hired one.
