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Anchoring sales teams in "hot" markets while planning long-term growth
The Client
Purdue Pharma is a $10 billion specialty pharmaceutical company headquartered in Norwalk, Connecticut. The organization is divided
nationally into two major divisions and boasts 3,500 employees. Purdue Pharma is the leading global distributor of the nation's highest
prescribed pain medication.
The Challenge
Purdue assessed its sales goals and market indicators and determined - due in large part to the overwhelming success of its current
products - that a regional expansion of their specialty sales force was needed.
The Solution
In an effort to piggyback on the overwhelming current success of Purdue's products, PrincetonOne swiftly assembled a line-up of top
candidates. The new hires would immediately open targeted markets while Purdue took the necessary time to plan for long-term
growth. The philosophy was to break into new markets while they were hot.
Because of the urgency to break into these markets, PrincetonOne put candidates through a rigorous screening process. The new hires
needed to be ready for action right away. Ten specialty sales representatives were hired in a short three-month period. The initial
expansion proved successful and Purdue retained Princeton's services for all future searches.
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