Business to Business
Our client was a leader in its core business providing equipment to multi-residential apartment owners. Their business was mature. The organization saw an opportunity to sell a new line of product to their client base but they would need to move quickly. A brand new Sales capability was needed, and fast.
We had two strategies- a) find top Sales leaders with experience selling similar services to similar customers and b) find top Sales ability with from outside the space with backgrounds in Tier 1 sales environments such as office products.
We were successful in creating a short list comprised of talent from both pools described above. Ultimately, the winning Director was from outside the space. His classic Xerox training combined with his sales success in challenging markets (telco; internet services) convinced the hiring team that he had transferable skills that would work in their space. They were right. The new business line achieved its aggressive Year 1 goals in market share and volume under trying conditions.
The Account Executive we found was a significant contributor to the units’ success.
Based on the momentum achieved in Year 1, the client added a second Account Executive from our short list of a year prior.
“I’d recommend Frank based on his very thorough approach, high communication level and his ability to meet all deadlines. The candidates he presented to us complimented Frank and his professionalism. Frank also continues to follow up long after the candidates are placed.”
Human Resources Director