Helping recruit a new UK based inside sales team
'Market Recruitment was recommended to me by my international recruitment contacts and I began working with them in early 2013. One of my biggest challenges was to recruit an entire sales team within a short space of time. Market Recruitment initially came in to meet me and they quickly got a feel for our culture. They were able to provide high quality CVs of candidates who had been pre-screened to ascertain ‘fit’ to our business and soon after we recruited a number of excellent candidates through them and other sources. If you’re looking for a responsive and friendly service from experienced recruiters, I’d highly recommend Market Recruitment.'
Neilson Financial Services Limited (NFS) is an international insurance business focused on delivering the successful Hollard Direct distribution model in their chosen territories. Neilson is part of the wider Hollard Group that has been operating for over 30 years..
Having recently launched into the UK and already established with temporary offices and some key senior figures, Neilson FS now needed to recruit an entire inside sales team to market their leading insurance products.
With the culture clearly defined and a view that ‘you pay for what you get’, Neilson FS wanted to recruit the best of the best sales talent to help mirror the phenomenal success they have in Australia.
A key part to the success of this project was our ability to understand the culture of the business, and after visiting their site and talking to the key people we felt we had a good feel for what type of sales professional would fit in. Secondly was the perception the role might have. Neilson FS wanted to attract the best inside sales people out there and had built a good salary package to reflect this – so we had to make sure we were influencing people’s perceptions, but making sure we weren’t distorting or sugar coating the role itself.
· Whole new team; with a whole new team needed we had to drive the volume
· Calibre; the client wanted the best inside sales people and were prepared to pay over & above the competition
· Perception; inside sales role in the FS carry a perception – we needed to influence that but ensure candidates expectations of the role were spot on
Initially we wanted to spend time getting to know the business, culture and key people, so we spent time on site with the business until we felt comfortable we understood what sort of person would fit.
Due to the volume of people needed and the desire for better than average sales people we knew a standard approach wouldn’t work so we had to get a bit creative.
In the end a blend of traditional job board advertising, strategically placed outdoor advertising and a strong referral program helped us get to our target audience. From there we met candidates to assess their ability and to talk through the opportunity in greater detail so they knew exactly what they were interviewing for.