Identifying the best employees for growing SMEs

Cute Sales were approached by a growing medium sized technology and marketing business to support in their search for specialist technology sales people.  The challenge was that the ‘cultural fit’ in terms of the ‘type’ of sales that this business specialise in was not being understood by their other recruitment providers.

The brief was to find a driven, autonomous team of professional and consultative sales people who had experience within selling technology marketing solutions, but who approached the sale in a gentle, consultative and knowledge based way.  Our clients did not want ‘aggressive or overtly assertive’ people.

Our initial search brought a list of candidates that were not quite right in terms of their fit with the colleagues and ethos of the business, which meant we were required to go back to the drawing board – improve our understanding of the business, the key target audiences for the role and also gain a good working knowledge of the personalities in the wider business.

Through networking and conducting on-site meetings we improved our knowledge. We then went on to commence a targeted search of individuals in comparative businesses and we were able to deliver a further list of candidates for client interview which lead to 2 placements of senior strategic hires.

We have been working for this business in a number of capacities since and have in total placed 16 permanent hires including 4 in the Sales team – all of which are still with the business (12 – 3 years duration at the time of publishing this case study)

A recent review with our client placed us at the top of their list of recruitment suppliers which includes 10 other suppliers – in terms of number of successful hires.  We continue to enjoy a great relationship with the business including regular dialogue with a number of the senior management team.  Our client, whilst having a central point of contact for HR and recruitment understand the value of direct line manager relationships which really aids the quality of our permanent recruitment delivery.  We continue to work closely with the business.