Hiring the right talent to deliver new targeting model

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.