SALES CASE STUDIESThe companies we've delivered for

ACS

Advanced is a leading provider of software and IT services to the public, private and not for profit sectors which enable organisations to improve efficiency, reduce costs and drive growth. ACS are a major account for Genesis Associates and have been a valued client for more than 3 years. 

Genesis were approached by Advanced as a preferred supplier to work on a confidential assignment. With having multiple vacancies at both a junior and senior level they knew Genesis would be able to deliver on all of their requirements whilst keeping confidentiality high.

As a growing business ACS were looking to streamline their process by developing a new internal sales team within the same office as the technical staff for a specific product set. This had to be completed within a very short time-frame due to the other areas of the business relying on this internal team to develop new business opportunities.

The main difficulty for the client was that Advanced needed a senior manager with the relevant experience as well as a number of internal sales people all at the same time. This was also in an area of the country where there is not an abundance of other technology business so the biggest challenge for them was acquiring multiple people at once but also finding people with the relevant experience. Due to this being a new team it was also essential that the candidates found were right first time as it was key for the client to have this new team hit the ground running as soon as possible.

If Genesis Associates had not delivered on this it would have had a detrimental effect on the business. The Internal Sales Teams work directly effects the Field Sales Teams as they are in charge of generating meetings for them to win new business. Without Genesis delivering on expectation this entire area of ACS would not have been able to operate as they had been previously and a decline in sales would have been the result due to the sales function not being in place.

Advanced Computer Software specifically used Genesis for this due to being their main supplier for Internal Sales Staff placing over 30 people within internal sales functions in the last 2 years.

A variety of methods were used to source the relevant people for the vacancies. Genesis used proactive sourcing methods such as head hunting to make sure the quality of candidates delivered were exactly what was asked for.

The vacancy

X4 Telemarketing Executive / 1X Internal Sales Manager

The core duties: to generate new business opportunities for the field sales team through proactive phone based sales methods.

They client needed a manager who has previous experience of running an internal sales team within a Software / IT environment as well as 4 Telemarketers with previous appointment making / new business experience preferably within an IT environment.

The biggest challenge here was finding  candidates with the right background. This particular office is located in an area of the country where there is a lack of similar Software / IT companies so proactive methods were essential to get the right people on board. 

Solution

Due to being a Major Account Genesis Associates already had a very good understanding of the expectations of ACS. As this requirement was for multiple vacancies we placed a number of consultants exclusively working on this project to make sure we delivered within the expected time-frames and to the expected standards.

Due to working to tight time frames and having multiple vacancies it was agreed with the client to use multiple methods for the hiring process. For the management role it was agreed that individual interview would be used however for the Internal Sales Team members a series of competency based assessments were used as well as then more direct interviews. This allowed ACS to compare candidates within a competitive environment and also allowed them to see more candidates within a shorter time period which was essential due to the time-frames for the project.

Due to the nature of this project it was essential to use all methods available. We found for the senior role headhunting as well as referrals were

How did you screen and what was the interview process your client took the candidate through?

The management role here was recruited via headhunting and referrals so selection was based on experience with the industry, number of years management experience and experience of developing and managing individuals. For the telemarketing positions it was essential to get people with B2B sales experience. We screened people based on experience within B2B sales, achievements to targets, personality and cultural fit as well as motivations / ambitions. For the telemarketers the process was assessment centre then face to face and for the managers it was multiple face to face interviews as well as a presentation.

Genesis agreed to deliver a minimum of 3 CV’s for managers to which we sent 4 and for the telemarketing assessment we agreed to a minimum of 10 and delivered 12.

The recruitment process needed to be completed within a 6 – 8 week period as initially we had set a time frame of getting candidates started 3 / 4 weeks before Christmas. This was achieved within the set time frames.

The biggest challenge was getting enough people in to the process due to location. This was overcome by putting extra resource in to the process to make sure we delivered in the agreed timeframes and with enough people.

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