Quantum Sales, UK business sales and marketing consultants

TALENT SPOTTING

A Different Approach to Recruitment

Graeme Hall

During our activity with a leading business services company it quickly became apparent that there was a glaring need for a proficient sales manager to head up a new business development team in the Leeds area. Finding the right calibre of individual had been a constant headache for our client since they required a particular blend of product and market knowledge together with an in-depth appreciation of the sales process itself.

As a key part of the implementation of a more effective working style, the Quantum team spent several weeks winning the sales teams' 'hearts and minds' in relation to the new approach to ensure effective implementation. Crucially this was achieved by understanding the real needs and wants of the sales people themselves, and then matching their personal goals with the advantages delivered by the new modus operandi. As a result Quantum had real insight into the individuals' key drivers, which, when coupled with an 'experts eye' view of each persons' sales capabilities led us to recommend a previously over-looked internal candidate for the sales management position.

After due consideration of our surprising recommendation (and discussion with the sales person himself who had not previously considered applying for a management position) the candidate was asked to attend a rigorous internal assessment centre, together with 17 other candidates applying for similar positions around the UK. This included both internal and external candidates and was designed to ensure that only the highest calibre individuals graduated to positions where they would influence the future direction of the Company.

Only 4 candidates subsequently came through the rigorous assessment process and top marks were awarded to ……..the talented individual spotted by Quantum.

Two months into his new position the candidate concerned described himself as "loving it", despite the difficult trading conditions and is inspiring his team through a blend of leading by example and selective coaching, as only someone who really understands the sales process can. Our client is delighted to have enhanced the prospects for a valuable employee, solved a particularly thorny problem, and saved the fees associated with external recruitment.