LOCALiQ partner with Furza to take on second cohort of early-career sales talent. We recently spoke with Lee Taylor-Craddock, Commercial Director, and Richard Saltmarsh, Director of Sales Excellence, at LOCALiQ.
Watch the case study video below.
LOCALiQ are a dynamic, forward thinking and award-winning digital marketing agency, within the Newsquest Media Group. They are owned by Gannett Inc, one of the largest news publishers in the US and listed on the New York Stock Exchange.
They provide customers with the best digital marketing, digital display and print solutions to promote and amplify their brands. Trusted by some of the UK’s leading brands, their solutions are designed to take businesses to the next level though building brand awareness and driving growth in a wide range of industries: entertainment, automotive, retail, education, travel, finance and more.
As one of the largest regional news publishers in the UK, they have a portfolio of 250+ news brands and magazines online and in print and reach more than 45 million consumers digitally every month.
Furza worked closely with LOCALiQ to recruit, train and place two cohorts of junior sales talent.
"Our offices are located in some challenging locations, so trying to attract junior sales talent in these areas has proven difficult for us. Furza have been brilliant with their marketing to overcome that, to ensure we are reaching high quality individuals in these locations."
Richard Saltmarsh, Director of Sales Excellence
Candidates who were successful through the initial recruitment phases then undertook a sales assessment day, bespoke to LOCALiQ. The day allowed a holistic evaluation that goes beyond the constraints of traditional interview methods. Candidates were able to meet the team and showcase skills such as adaptability, resilience and teamwork.
"Comparing them to other assessment centres we’ve done, the quality of talent they’ve got in the room is really impressive to see."
Richard Saltmarsh, Director of Sales Excellence
Selected candidates were then enrolled onto Furza’s 3-month sales academy, spending month one at our dedicated training facility in central Manchester. Academy Director, Ahamed Al-Khalifa, spent time with the senior sales management team at LOCALiQ prior to the training beginning, to ensure everything was contextualised and tailored to their revenue and overall business goals.
"The whole process was fantastic, Ahamed and his training team regularly keep you updated on the progress your new hires are making, where the challenges and skill gaps are and then what actions Furza will take to support these, so that when they arrive at your business after the academy, they’re ready to hit the ground running and you have a clear understanding of the areas you need to continue to work on when they join your business."
Lee Taylor-Craddock, Commercial Director
In months two and three, the candidates returned to LOCALiQ’s offices whilst still on Furza’s headcount, where they were continuously coached through their role with daily 1:1’s, interactive workshops, performance reviews, call reviews and feedback sessions from the Furza team. In these months, all key learning was applied to ensure the candidates had the best start to their careers.
"The first thing you see is the attitude, the work ethic, the hunger, they are willing to go the extra mile. That raises the bar for everybody."
Richard Saltmarsh, Director of Sales Excellence
"Yes, finding the talent is hard, selecting it is difficult, but the hardest bit is the first six months of onboarding and getting people ready for a career in sales. If you get that boost from Furza in the first three months, it makes a real difference."
Richard Saltmarsh, Director of Sales Excellence
The sales function at LOCALiQ has developed into a well-rounded, high-performing team with the product expertise and industry understanding needed to drive results.
Furza graduates made a significant impact in their first year, generating significant new business revenue and continuing to open valuable opportunities through strong prospect and client engagement.
Following the success of the initial placements, LOCALiQ returned to grow their team further - building on the momentum and reinforcing their sales capability.
"We’ve got a higher retention rate now with our Furza hires. When we compare those individuals versus other comparable hires, they have a 24% higher sales cadence. For us, that’s enough to be able to say the route with Furza is one we’ll continue to invest in."
Richard Saltmarsh, Director of Sales Excellence
"Furza are standout leaders in their field."
Lee Taylor-Craddock, Commercial Director
With a deep understanding of LOCALiQ’s culture, goals and requirements, Furza continues to play a key role in placing ambitious, early-career talent who contribute directly to their long-term growth.
If you’d like to find out more about LOCALiQ and their services, please visit their website at localiq.co.uk.