Case Study
Commercial Capability Uplifts - Research Advisory Firm
Building the Team to Drive Growth
Sales is all about people and this has never been more important than now. Organisations must refocus on what roles and attributes will contribute to and deliver high performance consistently over time. Over recent years many organisations have experienced high turnover in their sales functions and a corresponding significant decline in core activities including prospecting, lead generation, relationship building and business development capabilities.
The demand for innovation and strong sales leadership has become paramount in transforming sales teams back into high-performing units. Whilst having the right leadership in place is critical, their success rests firmly on having the right talent to support them, to drive revenue growth and address these evolving challenges.
In support of our clients, our Commercial Officers Practice has undertaken a number of “Commercial Sales Team Uplift” projects, aimed at addressing leadership gaps and their supporting teams.
PROJECT
Digital Advisory & Research Firm
Our global client was looking to significantly enhance their Australia sales team’s performance and drive growth across their business. They were also looking to increase market coverage, grow the team and deliver on significant stretch targets.
THE SOLUTION
Commercial Sales Team Uplift
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 7,000 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
Elevating Sales Leadership to Drive Growth and Performance
The project resulted in the successful identification and onboarding of a number of key commercial sales leaders and business development professionals. These executives commenced in their roles, highly engaged and passionate about the business and opportunity it presented for career success.
Pacific Talent Partners’ strategic approach to this “Commercial Sales Team Uplift” project helped our client to bridge their sales team capability gaps, immediately driving growth and improved performance in their Australian market.