{"id":961,"date":"2019-12-10T09:00:52","date_gmt":"2019-12-10T14:00:52","guid":{"rendered":"https:\/\/www.peaksalesrecruiting.comblog\/achieve-perfect-sales-climate\/"},"modified":"2022-10-14T19:38:36","modified_gmt":"2022-10-14T19:38:36","slug":"achieve-perfect-sales-climate","status":"publish","type":"post","link":"https:\/\/www.peaksalesrecruiting.com\/blog\/achieve-perfect-sales-climate\/","title":{"rendered":"How do you achieve the perfect sales climate?"},"content":{"rendered":" \"\"<\/picture>\n

Energy management system innovator Pelican Wireless Systems discusses the formula for success<\/strong><\/em><\/p>\n

Can climate and temperature be life-changing to your work day? If you ask the nationwide customers of Pelican Wireless Systems, yes. And that\u2019s the response you would expect as Pelican sets the highest bar for design, innovation, and service for its energy management systems (EMS) products. Powered by scalable and secure wireless technology,<\/span> Pelican<\/span><\/a> EMS products put customers fully in control of their workplace climate and energy usage.<\/span><\/p>\n

As Mark Willens of the business development team explains, \u201cWe are literally changing lives through climate control, enabling people to be comfortable in their work environment. Customers call us and are amazed at the results as they had never thought about climate and its impact inside offices and facilities. It\u2019s very satisfying to see the results of your work having a real impact on lives.\u201d<\/span><\/p>\n

Mark joined Pelican Wireless Systems nine years ago, and says, \u201cWe are really an engineering company that is taking commercial climate management to another level with technologies that add advanced logic, new capabilities, and better information and control for clients at a fraction of the cost of traditional companies.\u201d<\/span><\/p>\n

Teams with Peak to find unique talent for key territories<\/h2>\n

Two years ago, Mark turned to Peak Sales Recruiting with a goal of growing Pelican\u2019s direct involvement in its Midwest, Southeast, and Southern California territories by adding business development talent.\u00a0<\/span><\/p>\n

As Mark explains, Pelican is focused on managing growth and the bottom line carefully. \u201cAs a private company, we need to be smart about how we spend our money and grow at a rate that keeps us profitable. At the same time, our culture is very empowering here. We have open communication throughout the company and move forward and get things done without office politics getting in the way,\u201d says Mark.<\/span><\/p>\n

Serving every type of commercial market across the U.S., major corporations across America use Pelican EMS products to control their climates every day.\u00a0 Offering the first true wireless zone control solution for these markets, Pelican\u2019s advanced analytics, intuitive scheduling, simple design, and anywhere mobile access are just a few features that put its customers firmly in control of their company\u2019s climate and even the way energy is consumed.\u00a0<\/span><\/p>\n

\u201cWe weren\u2019t looking for traditional sales people roles or customer relationship people. We needed specific skills with the ability to think on both a business and a sales level and be just as involved in the strategy behind how the company moves into territories as how we sell and generate demand,\u201d he says. \u201cIt\u2019s a challenging candidate profile and on top of this, there are technical aspects about the products and our markets that candidates need to come up to speed on.\u201d<\/span><\/p>\n

Three reasons for choosing Peak<\/h2>\n

Mark chose to work with Peak for three key reasons \u2014 proven process, enthusiasm, and commitment to understanding Pelican\u2019s business.<\/span><\/p>\n

\u201cNumber one, when I first spoke to the Peak team, they discussed their hiring recruitment process with me in detail. I was immediately interested. Peak\u2019s services go beyond recruitment, they are not just recruiters, they want you to have a better hiring process,\u201d he shares. \u201cThe Peak team also took a genuine interest in our business. They wanted to thoroughly understand the complexities of our market and were focused on taking the right steps to find the best fit.\u201d\u00a0<\/span><\/p>\n

Known for its structured talent acquisition process, Peak relies on an approach with a<\/span> 4-step sales recruiting methodology<\/span><\/a> that determines corporate objectives, identifies the profile of an ideal candidate, uses targeted headhunting to find the top candidates, and adds scientific assessment.<\/span><\/p>\n

\u201cI have worked with multiple recruiters and can tell you that Peak\u2019s hiring process ensures the fit is right and saves me considerable time, Mark adds.<\/span><\/p>\n

Peak\u2019s enthusiasm was the second factor. \u201cI actually talked to the owner of Peak Sales Recruiting and realized this was coming from the top down and it was similar to the empowerment and motivation we foster at Pelican. Peak\u2019s owner was excited about our unique hiring needs and the challenge. There was no hesitation about the goal, just confidence.\u201d<\/span><\/p>\n

And last on Mark\u2019s list, Peak was committed to do the work required.\u00a0 Mark says, \u201cPeak was willing to dig into what we do and why we do it, and learn about our culture. The team explained exactly how they will tap into this and bring me people that align and fit with our culture.\u00a0 That was a dramatic difference in contrast to the past recruitment firms I have worked with.\u201d\u00a0<\/span><\/p>\n

One hire leads to three<\/h2>\n

Training and shaping a sales hire to adapt to a new selling environment and achieve results quarter after quarter is the ultimate challenge. Yet Pelican and Peak make it look easy \u2014 today, three hires were made by Peak and each team member is contributing at a high level at Pelican.\u00a0<\/span><\/p>\n

Also important for Mark, the hires were very positive about their experience working with Peak.\u00a0 \u201cPeak was able to articulate our vision to these candidates and the uniqueness about our company and the advantages of working here,\u201d he says.\u00a0<\/span><\/p>\n

After hiring Daniel Diaz in early 2017, Mark worked with Peak again in the last quarter of 2017 and Colleen Nolan joined the Pelican team. The third and newest hire, Jamie Gorbenko, joined Pelican in late 2018.\u00a0<\/span><\/p>\n

Pelican\u2019s approach isn\u2019t focused on growth in numbers and setting and meeting quotas. Instead the team looks at factors like how they can generate demand and how this contributes to business growth. \u201cThese team members have enabled us to enter and succeed in our U.S. markets and far outdo what has been done. They all bring unique and compelling skills and that\u2019s what our company looks for \u2014 positive, diverse views and ways of doing things.\u00a0 Every team member has continually exceeded its goals in their territories \u2014 all have been great additions to our company,\u201d Mark adds.<\/span><\/p>\n

\u201cWhen it comes time to recruit new business development team members, there is never a discussion about who we will partner with. We continually turn to Peak and they have always done a great job of finding the candidates we should be talking to,\u201d he explains. \u00a0 \u201cAt Pelican, when we hire new team members, we have very specific criteria and standards and expect a lot from our recruiting partner. That\u2019s why we continue to work with Peak.\u201d<\/span><\/p>\n

Are you ready to take your talent acquisition to the next level?<\/span> Learn more about Peak\u2019s services<\/span><\/a> or<\/span> contact us today to recruit top sales talent<\/span><\/a>.<\/span><\/p>\n

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