Building a 400+ Rep Seasonal Sales Team with Agility

Case Study (US)

In year 1, the client had no previous primary care legacy or field sales footprint for the targeted HCPs (primary and urgent care).
Each season there is a need to hire/re-hire a headcount of 300–500 FTEs. As a result, there is a constant opportunity to understand how to better realign territories and optimize reach and frequency to the right customers without sacrificing quality.
Operate with flexibility between field and virtual teams in order to create an omnichannel experience for the targeted HCPs.

In partnership with the manufacturer, different datasets are reanalyzed to create models and forecast the outlook for each season to determine the most efficient allocation of resources.
Build a custom data warehouse and KPI tracking system to maximize the team’s output during the campaign duration (October-March).
Create one ‘single view’ CRM that allows for seamless information share between field and inside colleagues.
Provide ongoing performance reports to each representative with recommendations on which targets to prioritize to maximize execution on strategy.
Build inside sales team to support low-see/no-see HCPs, white space of value, pharmacy and, where needed, vacancy management during back fill.
Leverage over 60+ talent acquisition managers to build the team, per market and territory, with lead talent acquisition manager to oversee process.

For four consecutive seasons, we have put up a team of 300-500 FTEs, on time, compliant and certified.
Utilizing retention initiatives, the team is staffed with close to 70% of high-performing individuals from previous seasons.
Dependent on the projected seasonal forecast, the team has increased and decreased by more than 33% each season.
Leverage season’s data to realign territory maps and optimize target list.
Custom CRM and analytical tools designed and deployed to allow for seamless information and performance sharing across field sales, inside sales, and leadership to help make informed strategy decisions and, when needed, readily pivot to enhance the customer experience.
Entire team taken down after six months outside of key strategic personnel with immediate debrief for next season.

Experts at recruiting large-scale teams with speed, agility, and quality

Year-over-year increase in reach and frequency without compromising quality

Custom data warehouse and analytics dashboards built to determine next best actions

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