“We’d never hired a salesperson, so your help was vital in building the sales organisation.”
Arnav Sharma, Sales Director, ServiceMaster Glasgow.
Exactly what we were looking for
ServiceMaster Glasgow is one of the fastest growing ServiceMaster franchisees – a huge achievement, especially as it currently operates across just four of their “territories”.
Eshan Sharma, Managing Director, and his brother, Arnav, Sales Director, needed to build the company’s sales team. Eshan initially doubted they’d be able to find someone nearly as interested and capable as Arnav.
Like many companies, especially ones that aren’t “sales-focused”, Eshan knew ServiceMaster Glasgow needed another “salesperson” in order to grow but had no idea what that looked like or where to even start.
The brothers had already used Toggle Switch Consulting for sales training so they reached out to Tim Ogle, its Director, for recruitment support. Tim’s expertise and advice, coupled with the OMG platform’s help in whittling down candidates, led to the perfect hire. The brothers were delighted with the results.
In Arnav’s words:
“To have one hire and that person be exactly what we were looking for, I think that’s very very successful.”
Narrowing down the “what” and the “how”.
Eshan and Arnav had undergone sales training with Toggle Switch’s Tim Ogle and had built a reliable system to book meetings and close deals. However, they had no-one to whom they could delegate sales tasks. They asked for Tim’s help in finding and recruiting a suitable candidate.
Rather than having one sales person covering the gamut of cold-calling through to closing the deal (a “full stack” candidate), Tim recommended splitting the sales role into two and recruiting only for the Sales Development Representative “half” of the role.
Arnav explained:
“One of the biggest benefits, which came from Tim’s recommendation, was splitting the role from a full stack system into an SDR and closer. Tim’s advice really narrowed down what we should be doing and how we should be doing it.”
Always on the end of the phone
Tim discussed how ServiceMaster Glasgow could hire in order to grow their team and introduced them to the Objective Management Group (OMG) sales candidates assessment capability.
In Arnav’s view:
“The most helpful part was that Tim was always on the other end of the phone. So, while we were gearing up for the different key stages like putting the ad live, booking the first interviews, and then the second stage interviews, we had a call before each one, just to say ‘right this is how you do it; this is what you’re looking for; or, try going for this angle, you’ll get better results’. Those calls before were extremely helpful.”
Stripping back to components
As noted above, Toggle Switch uses OMG’s sales candidates assessment capability to help its clients to find the best candidate. ServiceMaster Glasgow had the benefit of this.
Arnev explained:
“That was pretty critical in whittling down the number of applicants to the best ones. There was such a volume of applicants, it was critical to find out what we should be looking for and who was displaying those characteristics. It’s hard to tell from a CV. The OMG completely stripped that back and said, ‘here are the components that would be helpful for your job and these people matched it’.”
For ServiceMaster Glasgow, like most SMEs, ensuring the right person was recruited from the offset was far preferable to wasting time and money hiring multiple candidates for ‘trial periods’ with the expectation of some ‘natural wastage’.
Right Person, Great Result
Eshan and Arnav were delighted. Eshan noted:
“The quality of the hire was very good, and it was very positive to see that. First of all, Tim’s job description attracted the right type of client and right type of people and the OMG assessment identified somebody whom we would probably have ignored based on the CV alone. So, the right person was attracted and they’re now doing very well.”
Arnav added:
“We got someone who is doing two to three times the numbers we wanted them to do, i.e. the target. So it worked out better than I could have expected.”
With Arnav closing those sales, the company has grown even faster than planned and now intends to use Toggle Switch and OMG to help recruit another salesperson in the near future.
Eshan noted:
“Toggle Switch helped us get the first hire spot on, and now we are growing at a very fast rate.”
