Recruitment and Resourcing

Recruitment and Resourcing

It is notoriously difficult to recruit good quality salespeople.

Sales departments are often characterised by high turnover, a mixed bag of skills and performance and a few prima donnas with a mystery success factor. Many of our clients ask the same questions:

• How many salespeople do I need?
• What type of salespeople do I need?
• Who are my top performers?
• How can I get more top performers?
• What’s my ideal mix of technical pre-sales/internal/external sales staff?
• Why is my staff turnover so high?

LoganLea’s team has recruited thousands of salespeople, as well as designing and restructuring sales departments. We help clients recruit the ideal number and mix of staff robustly, efficiently and repeatably. Some of the ways we help clients are:

• Competency modelling to allow simple and reliable evaluation of candidates against business needs, using factors such as business strategy, growth plans, product/service mix and customer decision-making unit
• Implementing incentive schemes to attract and keep the right level of candidate
• Running appropriate recruitment processes to ensure candidates are effectively assessed against the required styles and competencies
• Coaching and training your staff in interview and assessment techniques
• Providing additional capacity to interview candidates and run assessment centres

We also have the expertise to diagnose reasons for high staff turnover and to implement the management, organisational and operational changes needed to provide a lasting resolution.