Case Study
Commercial Capability Uplifts - Commercial Property Sector
Sourcing Leadership to Drive Revenue Aspirations
Sales is fundamentally about people, this means understanding client needs and most crucial challenges, before presenting the various solutions. Organisations now more than ever are tasked with prioritising sourcing employees that have the attributes to consistently drive high performance over time. In recent years, many businesses with once high performing sales teams, have experienced high turnover in their, coupled with a consistent influx of underperformance. Clients are facing a dual challenge—struggling to find both available and talented leaders, instead of having to choose between one or the other.
There is currently increasing demand for creative , talented sales leadership in order to transform sales teams into high-performing units. Organisations are eager to enter their new quarters and calendar years with teams who can accelerate revenue, and tackle the ever-changing challenges of the commercial landscape with agility and innovation.
To support our clients, our Commercial Officers Practice has spearheaded several “Commercial Sales Team Uplift” initiatives. These projects are specifically designed to bridge leadership gaps, strengthen sales teams, and ensure that businesses are equipped with the talent and leadership needed to thrive in an increasingly competitive market.
PROJECT
Commercial Real Estate Organisation
Our global client sought to supercharge their Australian sales team’s performance, aiming to increase ability to unlock new growth opportunities and fuel expansion across their entire business. The business had also been through a period of great change as a result of COVID-19 resulting in a need to work on identifying and showcasing the strong potential growth that the organisation and client had ahead.
THE SOLUTION
Enhancing Sales Teams Through Comprehensive Role Design
Pacific Talent Partners led the commercial sales team uplift project including:
- Role Design & Remuneration support;
- Competency and Attribute Identification;
- Go to Market Strategy & Role Positioning;
- Digital & In Person Assessment Process; and
- Onboarding and Induction support.
Once the design phase and approach had been agreed with our client, Pacific Talent Partners then undertook a comprehensive market mapping exercise identifying in excess of 4,000 potential executives who might meet our clients requirements.
The team engaged directly with the target audience introducing the client and market positioning and role presentation, highlighting the unique and exciting opportunities on offer. Working closely in conjunction with our client, the project team were able to present each opportunity as a compelling one, not to be missed.
A significant number of executives identified on the market map, were then progressed to a comprehensive assessment process which included digital, phone and in person assessments.
OUTCOME & IMPACT
Successfully Onboarding High-Caliber Sales Leaders for Immediate Growth
The project led to the successful identification and onboarding of several high-caliber commercial sales leaders and business development professionals. These executives entered their roles deeply engaged and excited about the business and the promising career opportunities it offered.
Pacific Talent Partners’ strategic execution of this "Commercial Sales Team Uplift" initiative enabled our client to close critical capability gaps within their sales team, sparking immediate growth and boosting performance across the Australian market.