Skeptical Client Converts to the SGS Sales Talent Screening Process
Bruce Hanson, CEO, Andrew Tool/Superior Tool
Challenge:
Recognizing that the previous recruiting efforts for a new business development sales people had not been successful, Bruce wanted to recruit salepeople who could, and would, succcessfully sell in their environment. In addition, they wanted help developing a compensation plan that was not aligned with the business growth plan, but would also attractive top producers and retain successful salespeople.
What prompted you to contact Sales Growth Specialists?
“Our growth objectives, plain and simple. We wanted salespeople that could open doors for us. Once we get in front of a prospect, we’re generally quite successful in closing business. But we’re not good at that first essential step.”
Why did you ultimately choose to work with SGS?
“First, you need to know that I don’t like consultants, and I don’t trust salespeople. So I approached SGS very skeptically. However, I was intrigued with the assessment tool and their process.
“Instead of rushing into recruiting mode, we started by assessing our three current salespeople to see if any of them might be a match. Although the results indicated none of them would likely be successful, the power of the tool became evident.”
Would you recommend SGS’ process?
“I would. The assessment is a remarkable tool that anchors their process. It’s the first of its kind that exposes weaknesses. Most just pat you on the back. Plus, it’s directly related to the candidate’s ability to sell as opposed to personality indexes.
“In addition, you need the right folks to help relate assessment results to job requirements. You have to trust those people as much as you trust the tool. I have become a firm believer in both. SGS has won my respect by demonstrating they can tailor their process to the selling environment.”
How would you compare SGS’ process to a typical recruiter?
“There are several differences. SGS’ assessment tool is more statistically valid than a recruiter’s subjective approach of reviewing a resume and telephone screening. They did a nice job of looking over our job description and translating it into an effective recruiting ad that attracted the right kind of candidates. Plus, their insights helped us structure a compensation plan that would not only attract good candidates, but also retain a successful new business development professionals. For us, it was more cost-effective than working with a recruiter.”
Is your new salesperson meeting expectations?
“Early indications are quite positive. We’ve seen a lot of activity, and I would say we’re off to a good start.”
Andrew Tool & Machining is known for:
- Extreme tight tolerance machining complemented by effective process development design/build custom engineering
- On-time delivery and uncompromised precision
- Latest manufacturing technology and highly skilled and creative manufacturing engineers and machinists
