The Problem

A large Energy Management/Design-Build contractor was having tremendous difficulty hiring quality salespeople that could take the company to the next level of growth. To differentiate from their competitors, salespeople were required to take a consultative approach with their customers. Unfortunately, because the company had no formal Human Resources department, they struggled with hiring salespeople who had the right disposition and abilities to succeed at a high performance level. Using recruiters to hire salespeople turned out to be an expensive failure. All in all, the costly implications resulting from poor hiring included high turnover, missed market opportunities, lost deals to the competition, and an overall "revenue rollercoaster" caused by significant sales swings from month-to-month.

The Solution

Realizing it needed a different approach, the company contacted Sogistics Corporation, based in Twinsburg, Ohio. Considered to be experts at finding high-quality, consultative sales talent, the company learned that Sogistics took a different approach to evaluating and hiring. For instance, unlike a recruiter, Sogistics was not paid on a "percentage basis," but rather a compensation system that encouraged the hiring of quality sales personnel. Second, they were much more concerned with behavior than industry experience. Drawing upon proven research, Sogistics was adept at evaluating candidates for high achievement drive - the type who associated who they are with what they accomplish. Last, they provided a comprehensive Human Resource selection process. This included formulating a sourcing strategy, creating an effective ad, reviewing and screening all resumes, conducting behavioral phone screens, administering comprehensive behavioral/ cognitive/aptitudinal testing, conducting behavioral event interviews, and comprehensive reference checking. Because Sogistic's competence was in its ability to sort and evaluate sales talent, management could focus its energy on growing the company. In addition, since they had the time and resources to find quality salespeople, the whole process was completed quickly and efficiently.

The Result

Sogistics helped the company hire three new quality salespeople within a 120-day period. Although none of the three had prior industry experience, within six-months the results were outstanding. One new salesperson sold a three-year contract worth hundreds of thousands of dollars to a new major account. Another new individual not only gained entry into a major sales opportunity (where other salespeople had never been able to gain access), but had also started generating significant revenue dollars from this high-potential account. As a result, the company had an outstanding year of growth, and more importantly, felt it was "back on track" at adding the type of expertise and talent to its sales team that could take the company to the next level.

Learn more about this service:

• Outsourcing Your Sales Hiring, A Great Alternative to Recruiters
• Contact Sogistics now to learn more about outsourcing your sales hiring!