Improved Sales Recruiting Process

Joe Hines, CEO, Voice Data Networks

Joe’s a pragmatist, and he measures success in numbers. Prior to implementing the new recruiting process, VDN had hired nine sales people over a 27-month period who were all terminated. They produced $675,000 in sales and $129,000 in margin. Using the new process, VDN hired one sales manager and four sales people. The replacement team has produced $1.168 million in revenue and $327,000 in gross margin. In 77% less time, with 55% fewer people, VDN has garnered 57% more revenue.

Hiring process of Director of Sales
“Our market had changed dramatically, and we were spending too much money, time and energy hiring sales people who weren’t working out. So I realized the old ways no longer worked. After all, you don’t go four-wheeling with a Chevette…

“Danita helped us develop a better process. First, we pinned down the attributes we needed for successfully selling in our market. From there, she assessed our sales force, using an objective tool that is the foundation of our screening, interviewing and hiring process. Danita helped the new sales director get on board and helped our sales people minimize their weaknesses and leverage their strengths.

“We’ve reduced the risk of hiring the wrong people and increased our chances of hiring the right people. Now we have sales people who fit in our culture of accountability, and have the interest, passion and attribute that make them successful in our market.”