We were engaged to attract, select, and induct a new sales manager for 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. 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.
