Tripling sales hires, with offers made in as little as 48 hours
InXpress is a global shipping and logistics company that operates on a franchise-based reseller model. A major part of its UK growth strategy is helping franchisees build high-performing sales teams.
The Challenge:
InXpress had already launched a sales hiring programme to support its franchisees, working with several recruitment agencies. But the process was often long-winded, taking up a significant amount of the team’s time, while the success rate and quality of candidates didn’t always justify the investment.
The business needed a more efficient way to find people who could thrive in its sales environment. And that didn’tnecessarily mean finding someone with the perfect CV. InXpress needed hungry, coachable salespeople who were resilient, ambitious, comfortable prospecting and motivated to build a career in sales.
“Flourish doesn’t feel like an external recruitment agency to us anymore. They feel like an extension of our team and a genuine partner in our growth strategy. Based on our experience, they would be my first call for any future sales recruitment project.”
– Jack Donovan, Head of APEX UKThe Solution:
Leo Jowett, Business Development Executive at Flourish, reached out to InXpress to explain our approach and invited the team to a Discovery Day in London. From that first experience, there was a clear alignment between what Flourish does and what InXpress was trying to achieve.
Rather than leading with CVs, Flourish focuses on behaviours, attitude and potential. This gave InXpress a way to look beyond previous job titles and experience and identify the characteristics that could make someone successful in its sales environment.
The calibre of candidates at that first Discovery Day made the decision to partner an easy one. Since then, Flourish has worked as an extension of the InXpress team, supporting its commercial team and franchisees with a faster, more reliable route to sales talent.
The approach:
Discovery Days sit at the heart of the partnership. Instead of relying on a CV and a single interview, InXpress can see multiple candidates in action, understand their personalities and behaviours and get a much better picture of the individual before deciding who to progress.
Each Discovery Day is built around the qualities InXpress knows are needed to succeed in its environment: coachability, resilience, ambition and hunger. This allows the strongest candidates to be identified quickly and gives InXpress greater confidence in every hiring decision.
From there, the process is designed to keep momentum. When InXpress finds the right person, they can move quickly rather than allowing recruitment to become a drawn-out process that takes time away from internal teams and franchisees.
The Results:
The biggest impact has been the combination of speed, quality and efficiency.
Since partnering with Flourish, InXpress has tripled the number of sales hires it previously made while dramatically reducing the time involved in making those hires.
InXpress now regularly moves from Discovery Day to identifying, selecting and offering candidates within five days and, in some cases, in as little as 48 hours.
But the impact goes beyond speed. Seeing more of each candidate before progressing them has given InXpressgreater confidence in its hiring decisions, while the efficiency of the process has given valuable time back to both its commercial team and franchisees.
Most importantly, the success of the partnership has given InXpress and its franchisees the confidence to invest further in recruitment and growing their sales teams.
ROI:
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- 3x the number of sales hires previously made
- Discovery Day to offer regularly completed within 5 days
- Offers made in as little as 48 hours
- Significant time given back to internal teams and franchisees
- Greater confidence in hiring decisions
- Increased investment in recruitment and sales growth across the franchise network
- A consistently strong calibre of hungry, coachable candidates
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