Why this matters:
Your next hire may be diving into new territory — and calling on healthcare providers and administrative staff who differ from previous clientele. How will the candidate build a new book of business? By knocking on doors, making cold calls, working existing networks, utilizing marketing, or maybe all of these tactics? Find out the candidate’s plan.
What to listen for:
- Answers rooted in experience
- Confidence when answering
- Tried-and-true networking methods and a focus on growing relevant contacts
Why this matters:
The ideal sales candidate is goal-driven — and has a few tricks up the sleeve. Candidates will approach quotas differently, which is why learning about past tactics will be illuminating. It can also provide a window into previous successes.
What to listen for:
- Notable evidence of drive and determination
- Diversity of tactics, showing creativity and resourcefulness
- Stories about how quotas were rescued, even in the face of challenges
Why this matters:
Pharmaceutical sales representatives are tasked with selling medications and medical devices to a wide array of people, who have varying degrees of knowledge about products and pharmacology overall. It’s important for candidates to be nimble, adjusting an approach according to the sophistication of the audience.
What to listen for:
- Evidence of several different approaches
- Cues the candidate listens for before determining which tactic to use
- How the candidate creates a pitch, showcases the key points, and practices delivery
Why this matters:
Challenges are everywhere in this field. Maybe the representative has a great relationship with a provider — but the provider is firmly committed to a competitor’s product. Maybe perceived product value isn’t there. A successful candidate can demonstrate how to conquer specific difficulties.
What to listen for:
- Investigative methods for getting to the bottom of an issue
- Creative solutions
- Evidence of tenacity and grit
Why this matters:
For many sales representatives, rejection is a way of life. In the relationship-driven world of pharmaceutical sales, it’s crucial to be both persistent and resilient — and to keep building relationships, even in the face of “No.”
What to listen for:
- Ability to think quickly, pivot on tactics, or know when to step away
- Evidence of persistence and resilience
- Thick skin and the ability to bounce back quickly and not take rejection personally
Why this matters:
Pharmaceutical sales can be a solo endeavor. This question gives candidates an opportunity to highlight their teamwork — and to show their ability to seize the initiative. Leadership qualities are especially important as you consider a candidate’s long-term trajectory at your organization.
What to listen for:
- Answers that are anecdotal and specific
- Signs that the candidate has stepped up to lead others
- Indications that the candidate is interested in progressing to a management role
Why this matters:
Taking pride in one’s work indicates passion — and passion indicates job engagement, satisfaction, and hard results. If you’re looking to hire an employee who will stay with your company for the long term, measuring pride and passion is an important part of the interview. The right candidate will celebrate a previous success and show enthusiasm for the work that led to it.
What to listen for:
- Emphasis on tangible results
- Indications that the candidate places value on work
- Signs that the candidate finds work to be engaging, meaningful, and fulfilling
Why this matters:
Your target customer has a specific set of pharmaceutical needs — and in order for the relationship to be successful, your representatives need to read between the lines so they can make appropriate recommendations. Be sure the candidate knows how to open lines of communication and deliver a personalized experience based on customer insights.
What to listen for:
- Emphasis on using active listening to identify the customer’s key pain points and deliver a strong product recommendation
- Ability to read between the lines and find the nuances
- Ability to ask thoughtful questions
Why this matters:
If your pharmaceutical sales team makes member performance transparent for all to see, the competitive spirit is likely alive and well at your company. But sometimes competition can become personal. This question will tell you how the candidate handles tension with other team members.
What to listen for:
- Viewpoint on internal competition; ability to focus on the candidate’s goals, not the goals of others
- Potential reactions to adversity
- How to set boundaries and call out other people in a respectful way
Contact a sales specialist.