case studies: rpo
High Volume Sales Solutions
NIMBUS provides Enterprise Recruiting Solutions to some of the largest sales organizations in the United States. Our expertise is in identifying, assessing, recruiting, and on-boarding large numbers of experienced sales professionals. Because past success is a viable indicator of future performance, the results of the following case studies validate the strategies and execution typical of NIMBUS. In sales there is no typical solution therefore, Nimbus has developed the ability to deliver fully outsourced recruiting solutions as well as supplement critical aspects of your recruiting chain.
The Challenge
A global organization whose core functions include: selling, installing, and servicing its proprietary solutions, which includes high tech products and services, was experiencing significant pain to maintain its minimal headcount requirements in both its sales and service organizations. To further complicate the mission, our client has multiple sales channels ranging from B-C to B-B to national accounts. Over 75% of the sales force is on straight commission and our client has an extensive presence in all major and secondary markets in 50 states and Canada. By its very nature, a sales organization comprised of several thousand straight commissioned sales people leads to high turnover. The resulting fallout is that managers spend an inordinate amount of time in the selection and recruitment process versus being fully engaged with their existing sales teams and clients.
The Solution
NIMBUS took over the primary recruiting responsibility for our client which included the sourcing strategy, job postings and requisition, selection, screening, and post closing. The preceding included background check, drug screening facilitation and orientation confirmation and preparation. Additionally we tracked and measured all key metrics and reported to the client on a weekly, monthly and quarterly basis. Both our account management and delivery teams focused on Change Management to help our client think differently about selection and recruitment thus achieving tremendous success.
Our solution included:
- Management responsibility of the recruitment process and partnering with senior leadership, hiring managers, and human resources to ensure maximum efficiency.
- Providing an expert level of industry competitor knowledge, in particular how the client's value proposition compared to the other players in these markets.
- Proven identification and recruitment strategies designed to locate and attract high caliber sales consultants in all markets.
- Implemented A.C.E. (NIMBUS's proprietary on-line candidate tracking software) to provide a real-time dashboard of the entire project which supported NIMBUS's metrics and recruiting goals.
- Weekly results review meetings with clear objectives designed to discover issues, analyze root causes and identify solutions.
- Quarterly business review with key stake-holders to ensure results are on target.
The Results
Increased Revenue
NIMBUS was able to help the client create an efficient recruitment and on-boarding process that delivered higher quality candidates which was evidenced by their performance once on-board. As a result of NIMBUS's customized sourcing strategy, over 25% of the candidates placed met our client's diversity requirements. By placing candidates who were more committed to the position, our client's turnover reduced, thus increasing their overall sales results.
Interview-to-Hire Ratio
Due to NIMBUS's knowledge of the competitive landscape, weekly communication with hiring managers and our seasoned team of recruiters, NIMBUS was able to achieve a closing rate of 75%. This reduced the time hiring managers had to spend in the recruitment cycle, and helped them hire a large number of better qualified candidates.