How efm Logistics kickstarted their junior enterprise sales team with Earlywork
Our journey helping efm Logistics find the best rep to start their junior enterprise sales team without job boards.
The Challenge
efm Logistics is the largest 4PL provider in Australia and New Zealand, leveraging their scale, technology and experience to deliver smart, strategic advice and solutions for their customers.
Their product is complex, requires custom consultation and has enterprise length deal cycles.
After finding initial success with BDMs, they struggled to repeatably source talent for the role.
To continue meeting growth targets, Sohail decided they needed to build a junior enterprise sales function and grow BDM talent from within, and started listing on traditional job boards.
However, by mid-2024, the team were having problems sourcing talent that met their high quality bar and were looking for alternative sources.
The Solution
In mid-2024, the efm Logistics team were introduced to Earlywork.
After conversations with Earlywork, the team were happy to go ahead with a trial and meet fellows from our Sales Employment Pathway.
Unlike other hiring solutions, efm Logistics received hiring support beyond a regular recruitment agency in three ways:
1) Early exposure to an always on candidate pool
While we use the Group Interview and Certification to select the highest potential sales talent from our Sales Employment Pathway, candidates receive exposure to companies early.
In the Group Interview, efm Logistics was showcased as a featured employer in all of our 4 weekly sessions.
In the Certification, efm Logistics was used as a featured employer that candidates could choose to complete their sales and career exercises on.
2) Seamless integration with the efm Logistics interview process
We don’t share candidates with a spray and pray approach, where employers can only judge sales talent from a resume.
Instead, each employer receives two services:
- A dedicated Earlywork Account manager who meets regularly with the hiring stakeholders to understand ideal candidates and curate matches
- Candidates are shared with a Rep Profile on the Earlywork platform which contains a; 30-60 second intro video, fun fact, JSD rating and fun fact
3) Continued support post hire
All Earlywork reps receive regular check-ins from the Earlywork team and our Account Manager.
Beyond that, hired reps can receive a discounted rate on Earlywork Sales Accelerator, our 10 week no-nonsense bootcamp teaching Aussie reps the system to increase their commissions.
The Results
efm Logistics were introduced to Nick Leung, a former consultant at Accenture looking to make the switch to an enterprise sales role exclusively through Earlywork.
After a week of interviews, Nick was hired and has been excelling with the company since joining.
8 months into the role and Nick’s flying. His background in data analysis and analytical skills are really helping him succeed.
More Success Stories
Where to from here?
Learn more about how we can help with your sales hiring today below.
