Case study: building a sales team

Case Study – Building a Sales Team

The Client:

A global hospitality business with a variety of venues in the UK and Internationally with a focus on music, entertainment and events.

The Goal:

We were approached to support our client in building a super strong sales team to drive huge growth for corporate and private hire events in their London venues, to maximise revenue for them as a business.

It was imperative we built this team of proactive individuals with different client networks, so that as a business they would be able to tap into all areas of the corporate market. 

The Approach:

  • Multiple meetings with the client discussing structure, salaries, commission and benefits to ensure the offering was competitive
  • Gathering all the information on requirements for the role including client types, sales figures they would need to achieve, as well as personality and culture fit
  • We sent across a number of anonymous speculative profiles to get feedback, this really helped to then navigate the search 
  • Reaching out to top candidates we were already working with that matched the brief and setting up initial interviews 
  • Following that feedback externally headhunting candidates that would have the right type of client base to fill the gaps in the team

The Results:

A total of 20 CVs were sent across which led to 14 first stage interviews, 7 second stage interviews, and 4 successful candidates that were offered and accepted the role of Sales Manager to make up their new sales team.

The Extra Win:

Throughout this process we found a superstar candidate that we got in front of them who came on board as Sales Director – a role that hadn’t been discussed in initial briefing but a candidate that they could not lose!


Date Published: 10th June 2024