Assisting with the Recruitment of Sales Personnel

To build the skills of sales staff dealing with key clients. The client initiated a recruitment campaign for 8 vacancies and contacted Anderna to improve the methods employed throughout the recruitment process.

For the client - to build on and fine-tune the existing recruitment strategy:

Which entails:

• Organizing the search
• Carrying out tests and the first round of interviews
• Making an initial selection of candidates

Anderna to assume responsibility for:

• Putting pre-selected candidates in a ‘sales scenario'
• Developing a detailed report on how well the operation was perceived in terms of business efficiency

• Each pre-selected candidate to receive a ‘brief' for a prospecting meeting
• The meeting is held with the company's potential client, an Anderna consultant. This consultant has no information on the candidates - neither informal nor academic
• The meeting is played out as would be in real life and is very direct. The consultant behaves exactly as a client would, ex. not counting the number of open questions, or saying ‘no' systematically in order to ‘test the nerves' of the candidate. The meeting will be conducted in a professional manner, just as the candidates would have to behave if they were selected
• Once all candidates have been interviewed, the consultant then sends a report detailing how well each came across in terms of their perceived sales ability and which will be of immense value in reaching a decision

Candidates are impressed by the professional approach to the process - even those not selected went away with a good impression. Everyone benefited from the feedback of the consultant, who always takes the time to share his impressions with them without getting involved in the recruitment decisions taken by the company.

A more streamlined decision-making process:

• The company is able to more easily confirm or rule out its first impressions
• The key skills ‘bought' by the company have actually been put to the test by a professional