Background

Our client, the Australian operation of a global pharmaceutical company, was having difficulty recruiting the right calibre of sales staff to meet its objectives. In the year prior to engaging Cynergy Recruitment it used over 45 different recruitment agencies nationally at a cost of over $1.2M or $15,000 per head. In addition poor service levels had resulted in a vacancy rate of 20% across the sales force nationally.

The HR Director initiated a Sales Force Excellence project to review selection processes and retained Cynergy Recruitment to design and deliver a resourcing model.

Objectives

Our objective was to design and deliver a process which:

• Provided a stream of high calibre candidates
• Reduced total recruitment costs
• Achieved acceptable vacancy rates
• Minimised management input
• Projected an image of our client as the employer of choice in the pharmaceutical industry

Solution

Working in partnership with our clients HR and Sales teams we developed a process to deliver the quality of candidates they were looking for and established the resources required to deliver an outsourced solution. Key components of the solution included:

• An internet recruitment system specially designed to manage the process
• Behavioural interview and psyche supported selection
• Imbedded Recruitment Business Partners giving national coverage
• Panel of specialist agencies providing additional candidates as required

Key Results

Cynergy Recruitment achieved the following results:

• Quality Candidates – interviews per placement reduced by 40%
• Recruitment costs - reduced by 30%
• Vacancy rates - reduced by 75%

Commentary

This project revolutionised the way our client thought about recruitment, saved them many thousands of dollar and dramatically improved the quality of their sales force.

 

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