It is no secret that in the selection of candidates especially for vacancies medical representatives or experts of large pharmaceutical companies, with particular emphasis on the part of employers is paid to the motivation of these employees. For a successful interview, is to listen to some advice from our experts.Want to start with the definition of motivation — the Motivation (from lat. movere) — a call to action; a dynamic process of psychophysiological plan, managing human behavior that determines its orientation, organization, activity and stability; the ability of a person to actively meet their needs (Wikipedia).
In the interview process the interviewer it is important to identify the needs of the candidate and to correlate them with the proposed job and the company.
In the interview with Company representative to the motivation given, as a rule, longer than the defining skills of a candidate, or 50/50.
the Motivation you can begin to determine the following matters:
Everyone understands that in today’s market situation most candidates seek stability, as many companies are downsizing. But also medical representatives seek to increase the level of income, simply want to have higher wages. Moreover, every third candidate declares that wages should be increased by 30% in the new company. I’ve often wondered, where does this figure and this stereotype?!
Pharmaceutical companies, as a rule, you can «buy up» rare specialists, and even then not always. Companies hire agencies to continuously monitor salary in their field and most companies by the level of income are «in the market», therefore, about raising the salaries of medical representatives in the transition to speak does not make much sense.
the Unspoken rules of each interview: on wages to speak or not to speak at the first interview (talks lead recruiter), in the end, if the candidate is a matter of principle, we should ask in the last turn.
Candidates are motivated only to increase the salaries of most often the Client is not interested, because if the candidate is in the process receive an offer with a higher salary, as a rule, he will leave, but the company has already spent money on recruiting and training a new employee.
I recommend that, in matters of wages, medical representative, speak with the Client is no longer on salary, and bonus. As specialists in the areas of sales highly focused on results and exceeding sales plans and this of course increases and wages.
the Company is also important that the candidate can accurately articulate and sincerely to answer the question: why choose our company?
a: large and well-known is unlikely to appeal to the Customer. If you flash knowledge about the history of the company (for example, that for all history of existence of the Company in different years worked five Nobel laureates and work in a team interested), that the drugs are effective, or gathered Analytics on the market before an interview and know how presents the company now can offer the improve — it will certainly be a plus.
Returning to the subject of cuts — some candidates, unfortunately, are in a state of panic and interviews report that is ready for any job. I understand that the candidate can really get in the company is not the first value and work efficiently for a long time, BUT then again when you receive more attractive offers to leave the company (if the Company hires the candidate, then, begins to invest in it and develop it, and focus on long-term effective cooperation).
Sometimes candidates evoke sympathy for his position, but a medical representative, as the future representative of famous brands just don’t have the moral right to such a model of behavior. Therefore, you can get a waiver.
Thanks to my experience I can say that 50% of success is just the same motivation to work in the company. There were cases when, at the final interview was a candidate without experience as a medical representative, for example, a doctor or a pharmacist, and a candidate with experience in a pharmaceutical company. And where the physician or pharmacist received a job-offer because his eyes were glowing in an interview, he was willing to self-learn and evolve for success in work and are already actively engaged (at least studied the book of Sergey Paukova along and across) and of course without hesitation could answer the questions:
My advice: prepare for the interview carefully, listen to the recruiter and his recommendations and then I’m sure you successfully pass the interview.
Success!
Julia Schur
Head office Saint-Petersburg
Recruiting company AVICONN