The original collaboration was supposed to be in the form of Head Hunting, but we didn’t find an agreement in the end. As part of the change in our business model, we approached the Director of Sales Jan Kadlec directly. He was interested in the new terms as they were in a position where they needed to support the sales team. The number of enquiries through their call centre was growing so rapidly that in some regions of the country there was no one to handle them.
At the first meeting, at the end of September 2021, I was very impressed by the sophistication of the business process. For example, the fact that the salesman drove straight to the appointment and knew exactly what the client wanted and needed was brilliant. He also got an attractive fixed salary, high commissions and a car for private use. The average earnings were around 3250 €. So how come people don’t report to them? They do, but they’re low quality… You simply can’t get quality people on a job portal.
There was a lack of trust on their part during the negotiations, despite our guarantee to deliver 25 qualified contacts (they had to meet technical experience, knowledge of heat pumps and at least business mindedness). They didn’t believe we could deliver the candidates and didn’t want to be tied down for 3 months. So we offered them a trial month and the collaboration took off.
The campaign was launched on 12.11.2021. On 25.11.2021 the client called us to say they had fulfilled. 3 recruited salespeople + 2 backups they needed. The total number of leads delivered was 230, of which 90 were qualified in terms of the client’s requirements. Quite a difference from the promised 25, don’t you think?
The search for a sales representative went very quickly. In just the first week of the promotion, 142 applicants applied! One lead was only 0,57 €. The following weeks did not lose momentum either. The second week 71 leads, one for 1,18 € third week 34 leads, one for 2,64 €, the fourth week 17 leads, one for 6,76 €. As time went by, the number of leads decreased and the price increased, but we still kept the price among the best. With a huge pool of 237 leads, the client was able to choose thoroughly, allowing them to strengthen their team with the highest quality sales reps. In total, 3 salespeople were recruited.
The client preferred candidates who had active sales experience and who had technical knowledge of heat pumps and renewable heating. The experience of the sales representatives was verified in our questionnaire. For example, one of the questions was. What will I see if I look to my right?
Heat pumps and photovoltaics are very trendy sectors. This was also evident in the number of registered traders. It only took us one month to get 212 applicants. The benefits or the so-called USP (Unique Selling Proposition), namely:
We were able to transform the campaign for the remaining 2 months into a position of a call centre assistant. We were only looking in Prague 5 and other associated districts. Here, call center experience was a prerequisite.
We ran the ad in early December and the very first lead led to a hiring. Specifically, on December 2, a questionnaire was filled out, on December 3, a phone call and an interview was arranged for December 13, a successful invitation to the second round of the selection process, which was mutually agreed upon, and on December 21, the candidate found out that she had a new job and could enjoy a peaceful Christmas holiday.
The path to recruiting other female operators was more difficult but successful. We were struggling with a limited target group, as we were only selecting women in the vicinity of Zličín, Prague. We therefore regularly optimised the campaign and looked for a message that would catch the eye. An interesting finding was that the team photo worked best for this ad. In total, also thanks to the graphics, we got 7 impressions.
At the end of the cooperation, on 12.4.2022, Woltair gained 5 salesmen for heat pumps, 3 for photovoltaics and 6 new call centre assistants. All this in 5 months of cooperation.
Although the collaboration was very successful, Woltair decided to go its own way after hiring a new internal HR manager. Thank you for the valuable experience and we wish only successful reinforcements.
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