Hiring the right talent to deliver new targeting model
Less than 1 min read
The Context
Inizio Engage Nordics has been a preferred partner for the client in vacancy management, contact center services and strategic advising for several years.
Our client’s customer facing team in Sweden had previously only targeted hospital specialists in the Nordics, but the company identified great potential in also targeting GP’s.
The Challenge
However, the client’s incumbent sales team were not adapting to the new ways of working and as a result were not able to influence GPs and drive market share at the desired level.
Our Solution
- We executed a virtual focus group for the client where they learned more about GP needs and how they currently view the company.
- We recruited a new Sales Manager directly to the client’s headcount to drive the new ways of working and lead change management within the sales team.
- We are also recruiting next generation sales profiles to their team for vacancy management.
The Results
Our client has changed their targeting model and refined their GP engagement strategy based on better understanding of the needs of GPs and specialists.
Our client has established a new and highly motivated sales team.
