SAN DIEGO, CA

Our San Diego client, a family founded and operated technical firm, had come to the realization that it was time for the CEO to get out of the Sales Management business in order to focus on strategic opportunities and Marketing efforts. They had an internal candidate that was potentially a good fit for the job, but they wanted some reassurance that this would be optimum for both the candidate and the company. We completed a Job Profile, using our proven and tested methods, and both the CEO and the COO found it extremely helpful, as they then had a crystal-clear vision of the type of individual who should be hired for this role. We then set out to recruit, survey, and interview 3 outside candidates to benchmark against the internal candidate. We sat with them during the interview process, analyzed and compared survey interview results between the candidates as well as against our Profile, and eventually determined that the even though there were some experience gaps, the internal candidate would be the best fit to lead their experienced sales team. We then started a new project with this client consisting of mentoring the new Sales Leader to help fill those experience gaps as quickly and efficiently as possible.

Results

– CEO can now focus on strategic opportunities and marketing
– The experienced sales team no longer drifts along without a plan, but thrives under capable leadership
– The sales pipeline is more efficiently managed and accurate
– The company doubled the size of the sales team