Role
Medical Sales Representative
The hiring challenge
Promotes products to demanding doctors who instantly spot anyone who doesn't master the content; an interview is no assurance of whether the person combines the ability to learn dense technical information with the relational skill to build sustained professional trust.
What to assess
Commercial orientation, professional communication, learning technical content, and consistency in the relationship.
How we build the mix
A person with higher cognitive ability tends to learn faster, reason better and adapt to new problems. For this role it is a good base for the mix.
Related competencies confirm that this capable person can perform the specific functions of the role well, not just reason in the abstract.
A technical assessment (your own or digitized) verifies they can use the tools of the role. Or, as an alternative, DISC to learn the behavioral profile for the role.
Suggested assessment mix for medical sales representative
9 assessments · variable time. Suggested guide: adjust it to your process.
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Mastering technical-medical content and adapting it to the listener calls for reasoning.
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Helps observe orientation toward commercial results and understanding of the business.
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Helps observe the sales technique and commercial drive of the role.
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Helps observe clarity when communicating and the quality of interaction with others.
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Helps observe how quickly the person adapts to new processes, tools, and contexts in the role.
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Helps observe customer orientation and the quality of service.
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Helps observe signals of probity in a role with access to money or sensitive information.
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A relational commercial role: sales style gives a direct signal.
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Promotes regulated health products; an integrity control is advisable.
ⓘ The exact mix and its fit are tuned by Kokoro with you. This mix is a guide, not a closed recipe.