Case Study: Hiring to Launch a New Go-to-Market Strategy
CLIENT: ALERTDRIVING
The Result
How AlertDriving partnered with Sales Talent Agency to hire elite enterprise account executives to help successfully launch a new go-to-market strategy.
The Challenge
AlertDriving is the global leader in driver risk management solutions. Since 1998, its one-of-a-kind platform has helped its customers reduce collisions, injuries, operating costs, and liability exposure in over 125 countries. Its pioneering solutions continue to define the industry standards for innovation and efficacy.
AlertDriving has experienced continuous year-over-year growth and with that, was preparing to launch a new go-to-market strategy in Q4, 2020. This meant that AlertDriving needed to make 5 critical enterprise account executive hires that could sell into the U.S. to help bring this strategy to market successfully.
With Q4 in the near future, AlertDriving needed to make these hires as quickly as possible and recognized the need for support in finding, attracting, and hiring elite sales talent in order to make its new strategy launch a successful one.
The Solution
In September 2020, AlertDriving engaged Sales Talent Agency (STA) to support its urgent hiring needs. To get things started, STA connected with AlertDriving’s hiring team to better understand the scope of the project and the ideal candidate profile they were looking to hire for.
After consulting with AlertDriving’s hiring team, it was clear that their ideal candidate profile was complex. They needed to make hires with a proven track record of success, a proven ability selling technical solutions, experience with enterprise-level deals and sales cycles, and were comfortable with selling enterprise-level deals remotely.
A search of this nature in a normal economic environment would take 90 candidate engagements, on average, to make 5 hires. But, these hires needed to be made during the midst of the global pandemic, and because of that, the ideal candidates being sought by AlertDriving would be more averse to risk, especially if they were gainfully employed. This meant that STA needed to engage with an even larger group of candidates to comfortably fill these roles in a timely manner without compromising on quality.
The solution was Sales Talent Agency’s Rent-A-Recruiter product, where a member of its technical sales recruitment team would partner with AlertDriving for 6 weeks. This gave AlertDriving access to a full-time, dedicated resource, that could allocate more time to its complex search and that could engage and excite a higher volume of candidates for its open roles.
The Result
Sales Talent Agency worked quickly and efficiently with AlertDriving’s hiring team to help set them up for a successful Q4 go-to-market strategy launch. Due to the exclusive nature of the project, in just 45 days, 137 candidates were contacted, 117 were interviewed, and 5 enterprise account executive hires were made.
AlertDriving’s hiring team was so impressed with the results of the Rent-A-Recruiter, that it plans to partner with Sales Talent Agency to make 6 more critical hires in 2021.
“Sales Talent Agency was able to solve our complex hiring strategically, by putting the work in to understand our organization and find superior candidates in a short time. The results delivered were beyond our expectations; it was a seamless project from start to finish which in these unprecedented times speaks volumes to their professionalism.”