Building the right sales team can be difficult. You need the right mix of salespeople who can hook new clients and find potential leads, but you also need salespeople who can transform a new client into a repeat customer.
These hunting and farming sales roles are both needed to grow and maintain sales in a company, but it can be difficult to find the right people for these roles. Hunting roles can be especially challenging to fill because of the skillset required to find and close new opportunities. However, working with a sales recruiting expert can help you hire the exact sales talent you need to fill your open positions.
Below is a case study from one of our valued, repeat clients. This post will describe how Naviga Recruiting & Executive Search helped Dimension Design first find a Business Development Manager and then a Senior Account Manager in two different locations across the US.
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COMPANY BACKGROUND
Dimension Design is a national business that focuses on branded graphics for events and workspaces.
With three national, US locations, they’re able to offer customized work to brand name clients across the nation for their events, exhibits, corporate interiors, retail outlets and more.
Most recently, they acquired a business in Jacksonville, FL to better serve potential clients in Atlanta and throughout the Southeast. While obtaining this new business was a great opportunity to grow the Dimension Design brand and client base, it also came with its own set of challenges.
PLANNING FOR NEW HIRES
Dimension Design quickly discovered specific obstacles that came with acquiring this business, including;
- Expanding the company to new markets and growing outside of the trade show space
- Evaluating the current sales team to see where they were underperforming
- Generating enough revenue to meet company-wide sales goals
After identifying these challenges, Dimension Design’s COO, Jim Winter, knew the solution was to hire a top performing sales rep for their Jacksonville, FL office. He also knew that he wasn’t going to find the right candidate on his own.
FINDING A SALES RECRUITING PARTNER
Once Winter knew that he needed recruiting assistance, he started to search for sales recruiting experts in the Jacksonville, Florida area.
“I didn’t want to go to the internet and use all these pop-up firms that exist nowadays and load you with resumes. I wanted quality candidates that I could hire quickly,” said Winter.
Once he started his search for a recruiting expert, the process was fairly straightforward. He found several sales recruiting firms that seemed compatible with the way he did business and gave them a call.
“I reached out to three different firms and Naviga was the only one to respond to me and the only firm to respond to me promptly. At that point, I’m going to find out if the person who responded to me is going to give me the type of service that I’m looking for and can pass my evaluation process — and that’s exactly what I got with Naviga,” describes Winter.
BENEFITS OF USING NAVIGA
Soon after Winter chose Naviga as Dimension Design’s recruiting partner, the calibration call was set up between the two companies. Right from the start, Winter was impressed with Naviga’s thorough recruitment process and the methodologies that they use when approaching a position to fill.
“Initially, we set up a call with four of Naviga’s project team members and we spent an hour talking about who we are as a company and our industry, in detail,” he said. “They asked a lot of specific questions about the position as well. How do we succeed? Who is it this person that we are trying to hire? And what are the criteria for our perfect candidate?”
That first call set the tone for the recruitment process and helped Naviga find the exact candidates Winter was looking to hire. Once the search was underway, Naviga began to schedule top candidates for phone and face-to-face interviews with Dimension Design.
Throughout this process, Winter described Naviga’s work as fast, thorough, accommodating, and responsive.
“There was more than one time in the process when a candidate had a problem at the last minute or something on our end changed where swift communication was needed. We were able to quickly communicate with Naviga via phone, email and even text. Their prompt and efficient response made them easy to work with and helped with setting up schedules for interviews, even at off hours and across multiple time zones when I was traveling,” describes Winter.
Another benefit of working with Naviga was the sense of ease Winter had during the recruitment process knowing he had sales recruiting experts there to help him with this search.
OUTCOME
At the end of the recruitment process, Naviga found Dimension Design multiple quality candidates and they ultimately hired one for their office in Jacksonville, Florida. Their new Business Development Manager has been successful in the role and has helped build essential relationships for the business.
Shortly after this new placement, Winter reached out to Naviga again to fill another open position, this time at their headquarters in Glenview, Illinois.
Instead of needing to fill another hunter role, Dimension Design needed to fill an account management position. Winter was more than comfortable using Naviga again to fill a farming role in a new location because he trusted Naviga’s experience filling multiple types of sales and marketing positions, their national presence, and their overall performance on the first recruiting project.
Again Naviga was successful in finding Dimension Design the exact candidate they needed for their Senior Account Management role.
Looking into the future, Winter has no hesitation in reaching out to Naviga for future openings at their company. In fact, they’re forecasting a new position opening at their location in Nevada.
“When I’m ready to add what I need to Las Vegas, we plan on working with Naviga,” said Winter. “I’m not going to repeat business with just anyone that is just average at best and that’s not what’s happened so far. I’ve had nothing but quality responsiveness at every level with every person I’ve dealt with at Naviga.”
Whether you need to hire for a Business Development role, an Account Executive role, or both, Naviga is the strategic recruiting partner to help you achieve your goals.
Learn more about our Sales Recruiting Services or call us today at 866-487-4156!
