While many companies focus on attracting and hiring salespeople who understand the industry, performance-based compensation plans, and sales skills as their primary sales recruiting strategy, ThermoFisher Scientific Research and Safety Division NA chose to focus on a strategy that recruits bright young talent with little to no sales experience who possess the diversity, intelligence, enthusiasm, and positivity the health/medical services company believes creates a thriving culture of employment.
Its resulting Sales Development Program (SDP) offers innovative opportunities for inclusion and involvement of tenured employees to mentor new reps, or previous program graduates to serve as ambassadors or regional leaders sponsoring field blitzes.
Program Details
The 90-day Sales Development Program targets high-potential college graduates who do not meet the usual requirements of three to five years of sales experience but do have a STEM (science, technology, engineering, mathematics) education or relevant background. SDP is an immersive training experience that includes assignment of tactical mentors to provide systems, tools, and resources support, and field mentors who show what good looks like when walking the halls of customer locations. The Program Ambassadors—who have been through the SDP program and have been in the learners’ shoes—provide empathy and understanding as new participants transition from school to workforce.
All leaders host Lunch & Learns during the program to share experiences and provide networking opportunities. SDP Office Hours are held three days per week for anyone in-program or from previous programs to attend and ask questions, share best practices, and collaborate on projects and initiatives happening across the business.
In 2023, the SDP alumni network was established, so graduates can continue to meet and collaborate. This group also shares best practices and ideas back to the business for all to benefit from.
Results
SDP was the first training program to win an Innovation Award at the company’s Annual Sales Meeting.
Results since the first graduating class in 2018 include:
- 70 percent diverse participants, including 35 percent People of Color
- 135 total graduates
- 85-plus percent retention rate
- 11 percent promoted to a different role within one to three years
- Graduates of the program outperform the field in their first year of sales reporting.
