Business Challenge: Mid-sized company had grown in sophistication in marketing and sales and outgrown the capacity of the current sales VP. Without new leadership soon, the company would squander a once-in-a-lifetime expansion opportunity.
Solution: Talent management consultants engaged the CEO in a discussion about the skills and competencies needed for this critical hire. A VP of Sales profile was developed and used as the backbone for recruiting and interviewing. The three top candidates participated in psychological assessment. The CEO used the data to select the best candidate and navigate a difficult negotiation to secure a commitment.
Result: The right person – although a difficult negotiator – became a superstar in the organization by tripling sales in the first year. The CEO is using this selection as a model for the future and is currently using psychological assessment and coaching to help develop his senior team to their fullest capacity.