Strategic Recruitment Consultancy
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A leading bankassurer wanted to take advantage of its position in the UK financial services marketplace by increasing sales though its direct sales force.To achieve this there was a need to revisit the resourcing strategy. |
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The need
Our client had decided to increase the size of its Direct Sales Force and reduce its attrition rate.
We were asked to advise the Sales Director and HR Director on how best to achieve these joint goals.
The organisation needed a clear Recruitment and Retention Strategy.
What we did
We engaged all the key players, for example:
- Sales Management
- Financial Consultants
- Sales Director
- HR Director
- Sales Support Executives
- Marketing Management
and conducted a ‘fact finding’ exercise about the organisation in relation to its two goals.
In addition we undertook market research to understand the marketplace now and in the future, our competitors strategies and the views of Financial Consultants of other companies. |
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What we achieved
As a result we produced a report and a number of recommendations in terms of:
- Performance Management
- Sales Management role
- Remuneration
- Recruitment Strategy
- Retention Strategy
We produced a detailed Recruitment Strategy from profiling through to candidate referencing.
We designed a retention strategy aimed at reducing attrition.
We presented our findings to the entire sales management team at a National Sales Conference. |
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Best Practice
The key learning emanating from this assignment included
- The importance of a clear Resourcing Strategy.
- Retention is the key to recruitment.
- A willingness to listen to the people most affected pays dividends.
- It is important to have a willingness to do something different if you want to achieve a different result.
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