Danka

Sales recruitment and training
Office equipment

When Danka, a leading supplier of a leading independent provider of print and document solutions, needed to re-evaluate its sales model, the company turned to meta-morphose.

The client

Danka is a leading independent provider of best-of-breed multi-functional copiers, printers, fax machines and integrated software. Danka differentiates itself from competitors by providing unsurpassed customer value through world-class service and support. The company focuses on providing customers with bespoke Danka solutions designed to reduce costs and improve productivity. Danka has a strong global presence with direct operations in 14 countries and a customer base of over 40,000.

The challenge

Danka's focus was re-positioned around two elements: the customer; providing solutions, rather than simply products.

This prompted Danka to evaluate their existing sales model. To achieve the objective of ensuring their sales force became more customer facing, a new sales structure was required. Danka decided to run a pilot for an internal sales team.

Having decided to run a pilot Danka set about evaluating the marketplace for a recruitment partner that could support them in sourcing four internal sales executives for the pilot. Danka researched the marketplace and short listed meta-morphose.

Danka was impressed by not only the professionalism and high quality of graduates that meta-morphose recruited, but was also attracted by the 'packaged deal'. A year of sales support and training proves invaluable in helping the graduates develop professionally and personally. Monthly contact with a meta-mentor on an individual basis creates opportunities for additional training and development if required. This continuous service benefits both the graduate and employer.

David Acheson, Head of Sales Operations at Danka believes "meta-morphose is a great company for recruiting enthusiastic Sales Professionals. meta-morphose continuous support for the initial period has added greatly to achieving an over-performing team."

The solution

Danka set the pilot team a range of targets for generating win-backs and net new business within industry verticals using the existing customer base. Targets were also set against leads generated, appointments made and deals that were consequently achieved.

Over-achievement has been the result. Within three months, the team of four was exceeding expectations and beating targets by 125%. All graduates placed by meta-morphose are still with Danka, and recently one of the first four placed has been promoted to the team leader. Danka has already begun to realise the benefits of this way of working as the team continues to go from strength to strength.