DSV Road and DSV Solutions in the UK have just completed their first recruitment programme aimed at graduates. They were so impressed with the calibre of the candidates that they have selected 12 graduates, increasing the sales team by 40%.
"We were initially offering six positions, but decided to increase that after seeing the high quality of the candidates at the assessment day," explains Chris Malyon, Director Sales and Marketing. Ten of the graduates were taken on by DSV Road with the other two joining DSV Solutions.
Mr Malyon explains that the subject of a candidate's degree was not the most crucial criteria for selection. "We are looking for people who understand how to relate well to clients and potential clients - listening to them and being able to assess their requirements and needs."
Some of the 12 graduates are filling existing vacancies, while new roles are created for the others. "We are focussing on organic growth which is key to our success in this area, and a catalyst for future success. We are sure that these graduates will develop into top sales people," says Mr Malyon.
DSV worked with the recruitment agency Pareto Law, a graduate sales specialist, which selected 45 potential candidates for the assessment day
The graduates, who begin working at DSV in September, will be given 13 days training by Pareto as well as immediate inclusion in the DSV Sales Academy. They will be taught all aspects of sales, such as presentation skills, client-needs analysis and booking meetings.
DSV Road , which is the third largest road freight operator in Europe, has been focussing on people development and sales training over the last few months, establishing a Sales Academy for existing staff and designing new programmes for apprentices.
Mr Malyon says: "We have looked carefully at our client base and seen there is a lot of potential to offer more of our services to many of our existing clients, so we are building better processes to make sure we can identify that potential, as well as winning new clients."