The challenge: This international business had recently invested in growing their enterprise and IoT business unit and, therefore, was in need of strong salespeople to grow their pipeline and help hit ambitious revenue targets. Historically these roles had taken months to hire and were very challenging to find the right culture fit in candidates. There was a need for a variety of roles over an 18-month period from hunter style new business animals, to the farming styled Account Managers, and these roles were across the US, UK and Australia.
Our solution: Due to our experience building sales teams with IoT specific technical expertise, we quickly identified and targeted individuals at competitive businesses first. Once these talent pools had been exhausted, some successfully, we then went about mapping businesses and industries where there would be relevant transferable skillsets. A heavy focus of our qualification was around making sure that the softer traits of these salespeople were appropriate for the roles they were going into; hunters to BD roles, farmers to account management roles.
The outcome: 5 experienced candidates were all placed within the team and, at the time of writing this 12 months after the project was completed, all are still there and doing very well. More importantly, while other areas of the business have struggled, this vertical has achieved the ambitious revenue targets it set.
