Sterling Talent Solutions - Global Sales Team of the Year

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Company: Sterling Talent Solutions, New York, NY
Company Description: Sterling Talent Solutions provides hiring peace of mind by delivering a simpler, smarter background screening and onboarding experience for employers worldwide. Our comprehensive suite of cloud-based background screening and onboarding solutions deliver accurate, reliable results and tools to maintain compliance throughout the hiring cycle.
Nomination Category: Sales Awards Team Categories
Nomination Sub Category: Global Sales Team of the Year

Nomination Title: Sterling Talent Solutions Global Sales Team

Tell the story about what this nominated team achieved since the beginning of July 2015 (up to 650 words). Focus on specific accomplishments, and relate these accomplishments to past performance or industry norms. Be sure to mention obstacles overcome, innovations or discoveries made, and outcomes: TEXT REDACTED FOR PUBLICATION

As a global company, Sterling Talent SolutionsSM now has 20 offices in 9 countries with 3,900+ employees. We measure our internal performance not only by the profitability of our company, but also by our ability to serve our clients from both a product and geographic perspective. We are proud to be trusted by 50,000+ clients globally (including 25% of the Fortune 100); ultimately screening 12 million candidates annually.

In addition to growing our global presence, there is a strong focus on acquiring new clients while increasing our retention rate. In 2015, we increased the number of sales opportunities from 2015 while also increasing the overall value of opportunities. As of August 2016, our global sales team was 117% to target revenue. Month over month our team continues to drive more annual contract value than ever before for both enterprise and mid-to-small market sales.

The sales team includes 160 sales representatives and 17 sales leaders at offices throughout the globe including offices in New York, California, Colorado, Ohio, Mumbai, Manila, Swansea, London, Seattle, Surrey and Montreal. Currently, many of our sales representatives are at or above sales quota with some team “high performers” continuing to exceed $1 million in new billing in 2016 alone.

When it comes to our financial performance, we continue to achieve our goals though:
• A combination of organic growth and acquisitions
• Exceptional sales, client and applicant experience
• Significant investment in technology, category-leading products, strong brand/marketing, employee development and business systems

Our sales teams go through a strenuous training process and receive training on a continuous basis with a strong focus on verticals. Across the globe, our team is able to capture inbound prospects coming from our website, lead generation efforts and content marketing strategy. In the past it used to take up to 48 hours to respond to a lead, but now we’ve got it down to minutes. Now, the sales process is streamlined allowing our representatives to hit “hot” leads to hit the right person at the right time. In fact, a small sales development team was introduced into the team in 2016 and has already produced millions in leads and revenue. By adding cutting edge sales enablement tools our deals continue to close even faster.

We recently restructured our sales team to provide more of a coach than boss mentality. Our leaders are crucial in mentoring new employees to help them get to the next level. The onboarding process for new sales team members has been updated and is a qualified success. Everyone on the sales team follows the Sandler training approach; this makes it easy for the team to follow standardized procedures. The team takes weekly ongoing training initiatives to ensure they have the latest knowledge and research. The sales team also collaborates with the marketing team for account-based marketing and lead generation processes and strategies.

As the employee background screening industry continues to become more saturated, we are focused on strengthening our core business, while expanding our product, automating manual processes and continually innovating our technology, product, client experience and global offerings. Our global sales team is vital to Sterling Talent Solutions success now and in the future.