Sales Force Build

Customer Situation

• Need for rapid Sales Force expansion in preparation for a major product launch
• Competitorsﾕ Sales Forces were 5 to 8 times larger

Critical Issues

• Company was relatively unknown in Japan, making it difficult to recruit sufficient high-quality staff
• Industry's stringent training requirements strained company's finite in-house training and management resources

The Innovex Solutions

• Quintiles worked with the customer to develop a unique cooperative program to train new MRs to meet Japan's MRTC requirements
• High quality candidates from other markets were screened by us and recruited to Quintiles Academy for training
• Trainees received specific therapy & disease area knowledge through Quintiles' relationships with major local teaching hospitals

Results

• Successful recruitment of high calibre MR trainees at a far higher rate than normal for Japan
• Quintiles hired 80 MR trainees for the customer within a record two months
• Another 80 of the customer's own recruits received specialist Quintiles training
• All students passed the mock MRTC test with an average grade of 84% and with none dropping-out - a testament to Quintiles' superior recruitment, assessment and training processes