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Case Studies

Institutional Sales

Overview

Challenge

The primary challenge lay in identifying candidates who not only had a strong background in institutional sales but also embodied the soft skills necessary for effective client engagement in the training and consulting industry. This necessitated a strategic expansion of the search to include candidates from sectors and companies previously not considered by Hero Mindmine.

Result

The recruitment process led to a significant expansion of the target candidate pool, including companies and sectors not previously considered by Hero Mindmine. This broader approach allowed for the discovery of candidates with diverse experiences and skill sets that were highly relevant to the institutional sales role. The successful candidate brought a fresh perspective to the sales team, contributing to innovative sales strategies and enhanced client relationships. This outcome was a direct result of the strategic benchmarking of the sub-sector and broader sector, which provided valuable insights into the skills and attributes needed for success in the role.

Unique Approach

The approach to this recruitment challenge involved a thorough benchmarking process, where the sub-sector of training and consulting was analyzed in detail to understand the key competencies and attributes that distinguished top performers in institutional sales. This analysis was then expanded to include related sectors, broadening the search and bringing in a rich diversity of candidates. By looking beyond the traditional boundaries of the training and consulting sector, Hero Mindmine was able to tap into a pool of talent with the right mix of experience, soft skills, and innovative approaches to sales. This strategic expansion of the candidate pool, underpinned by detailed sector benchmarking, was instrumental in finding the ideal candidate for the Institutional Sales role.

2009 - 2010

Financial Year

Hero Mindmine, a prominent entity in the training and consulting sector

Client

Institutional Sales

Financial Year

2009 - 2010

Sector

Training & Consulting

Client

Hero Mindmine, a prominent entity in the training and consulting sector

Location

Gurgaon, India

Function

Sales & Marketing

Industry

Services

Introduction

Hero Mindmine, part of the esteemed Hero Group, is a leading provider of training and consulting services, offering a wide range of solutions aimed at enhancing organizational and individual performance. The role of Institutional Sales was pivotal in expanding the company’s client base, requiring a nuanced approach to sales and relationship management in the corporate training sector.

Case

This case study focuses on the recruitment of an Institutional Sales professional for Hero Mindmine, a company specializing in training and consulting services. The challenge was not only to find candidates with the right experience in institutional sales but also to ensure they possessed specific soft skills that aligned with the company’s client engagement and sales strategies.

Challenge

The primary challenge lay in identifying candidates who not only had a strong background in institutional sales but also embodied the soft skills necessary for effective client engagement in the training and consulting industry. This necessitated a strategic expansion of the search to include candidates from sectors and companies previously not considered by Hero Mindmine.

Unique Approach

The approach to this recruitment challenge involved a thorough benchmarking process, where the sub-sector of training and consulting was analyzed in detail to understand the key competencies and attributes that distinguished top performers in institutional sales. This analysis was then expanded to include related sectors, broadening the search and bringing in a rich diversity of candidates. By looking beyond the traditional boundaries of the training and consulting sector, Hero Mindmine was able to tap into a pool of talent with the right mix of experience, soft skills, and innovative approaches to sales. This strategic expansion of the candidate pool, underpinned by detailed sector benchmarking, was instrumental in finding the ideal candidate for the Institutional Sales role.

Execution of Strategy

Result

The recruitment process led to a significant expansion of the target candidate pool, including companies and sectors not previously considered by Hero Mindmine. This broader approach allowed for the discovery of candidates with diverse experiences and skill sets that were highly relevant to the institutional sales role. The successful candidate brought a fresh perspective to the sales team, contributing to innovative sales strategies and enhanced client relationships. This outcome was a direct result of the strategic benchmarking of the sub-sector and broader sector, which provided valuable insights into the skills and attributes needed for success in the role.

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