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Elevating Excellence: Supporting Recruitment and Onboarding of High-Performance Managers

Stoke Consulting - Attraction and Selection of Sales Personnel | Management Consultants

Stoke Consulting were engaged to support the attraction, selection, and induction of a new sales manager for our long-term client who was a regionally-based equipment supplier. The owner/manager wanted to step back from the sales manager role to focus on business development and corporate governance but wanted support in ensuring success from the process. The sales team consisted of a centralised call centre and geographically dispersed sales representatives in each state of Australia.


The business had relatively immature sales processes and recognised the need to build rigour in their approach, particularly in pipeline management and the setting of selling prices. Our scope of work included facilitating the attraction, selection, and induction of the appointee.


We faced a challenge in attracting suitable candidates for the sales manager role due to a combination of factors, including the tight labour market, the regional location of the business, and low brand recognition. Additionally, the applicants who did apply did not possess the desired customer-centric attitude or competencies required for the role.


Upgraded position description developedCreated suite of enhanced job marketing collateral Briefed, short-listed and engaged recruitment agencyFacilitated all candidate interactions, providing independent feedback


We successfully interviewed and hired an outstanding sales manager candidate, setting the expectations and managing the performance of the recruiter. We also developed and facilitated a 90-day induction program for the appointee, which received “above expectations” performance reviews at 6 and 12 months. Business growth at 36 months was well ahead of plan and the owner felt that the successful sales manager recruitment and induction helped to step-change the whole business. The recruitment methodology we used proved successful, and the business was able to use it to complete other recruitment tasks for other roles.


Partner with Stoke Consulting to elevate your leadership team recruitment either in sales or other key management roles. Benefit from our proven experience and expertise in pragmatically building high-performance teams.


Contact us today to discover how Stoke Consulting can empower your team and drive sustained success.


Chris Read
Stoke Consulting

Leveraging his extensive leadership and entrepreneurial background, Chris consistently leads high-performing teams of leaders to outstanding business achievements. He excels in unravelling the intricacies of challenging business scenarios, crafting strategic plans and business cases while fostering deep trust including during executive coaching. This comprehensive and high integrity approach significantly elevates business performance for his clients, helping them to exceed expectations. Chris’ experience includes successfully leading multiple $1B+pa businesses with full P&L responsibility across nine countries and 800 reports to starting, building and selling his own e-commerce business, all the while building high performing teams of leaders.