Recruitment and Development of a new sales force


by Ann Brophy

Brophy McPaul’s client wanted to develop a new sales force. They were keen to access a new market but did not have the capacity to do so. Nor did they have the investment to develop that capacity themselves. So they wanted us to create a new sales process on their behalf – to identify the skills required, to recruit the right people, to manage and coach them, and to develop appropriate policies and procedures.

We recruited a team of four merchandisers who would lead on retail sales. We established new processes and performance metrics for the team, and gave them training on products, systems and procedures. In addition, over a 15 month period, we gave them field based coaching to further develop their skills and capabilities.

At the end of the project the team was able to seamlessly transition full-time into the client’s business and be fully effective.