How a Chicago Startup Reduced Its Sales Hiring Process by 50%

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Chicago-based company, ShipBob, develops e-commerce fulfillment software to help online companies focus on building their brands. A fulfillment industry innovator, the web-based software company allows users to manage orders, track real-time stock levels across fulfillment centers, and receive notifications when inventory is running low.

Following a successful Series B funding round, ShipBob quickly realized they needed to scale their sales team. When faced with the time-intensive responsibilities of growing their business, ShipBob turned to Victory Lap to help them hire a team of curated and pre-trained BDRs (Business Development Representatives).


  • The Challenge: Hiring the Right People to Respond to ShipBob's Sudden Growth
  • The Solution: Hire from a Curated Selection of Pre-Trained Sales Candidates
  • The Impact: Reduced Sales Hiring Process by 50%

Business Impact

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11 Successful Hires at a 100% Retention Rate

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75% Have Been Promoted to Account Executives

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65% Are Diverse in Race, Ethnicity, and Gender

 
 

CHALLENGE

Hiring the Right People to Respond to ShipBob's Sudden Growth

 
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Shortly after ShipBob’s Series B round, it was critical to not only grow the team in headcount, but to hire the best fits to continue to capitalize on the existing traction. With their early success, ShipBob needed the right hires on board to continue this momentum. When ShipBob first partnered with Victory Lap, ShipBob did not have a HR or talent team, which left all aspects of talent acquisition to the department heads.

ShipBob Co-Founder, Anthony Watson, was responsible for interviewing, hiring, and training all BDR roles. For him, this became a full-time job -- on top of his full-time job. It was a manual, tedious, time-consuming process; but it was also the most important thing he was doing -- hiring the right people.

 
 
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“It was illuminating how difficult it was to find the right people. There are so many great companies in Chicago, and top talent is in high demand. We weren’t willing to compromise on hiring excellent people, and it was clear we needed help finding the right people.”

ANTHONY WATSON, SHIPBOB CO-FOUNDER

 
 

Do these challenges sound familiar? Find out how you can improve your hiring process.

 
 

SOLUTION

Hire from a Curated Selection of Pre-Trained Sales Candidates

 
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ShipBob turned to Victory Lap’s seasoned leadership for guidance on hiring the growing number of open BDR positions. Victory Lap’s brand is built around training high-quality candidates who ramp-up faster and stay at a company longer, which was very enticing to ShipBob.

The Victory Lap program has a <10% acceptance rate, which results in a carefully curated selection of Chicago’s top sales talent. Victory Lap intensively trains candidates for two full weeks (on candidates’ own time), and introduces the graduates to a marketplace of top companies throughout the city and suburbs.

The ShipBob team felt this automatically proved these candidates are dedicated and have the grit needed to help grow ShipBob’s business. The Victory Lap program ensured the candidates were ready to take on a sales role, and most importantly, could confidently answer the interview question, “Why a sales career?”

 
 
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“Getting the right people in the door is crucial for our company’s success. We’re not just hiring for technical skills, but for the character of those hires. Think of how much time you spend recruiting and hiring someone who isn’t the right fit? A bad hire will stand in the way of your growth and success.”

ANTHONY WATSON, SHIPBOB CO-FOUNDER

 
 

A partnership with Victory Lap is a very high-touch experience; the communication between Victory Lap and ShipBob was the best part of the partnership. ShipBob saw Victory Lap as an open book of best practices, resources, and training to grow their sales organization.

A top benefit of the partnership was the transparency of knowing what the candidates were learning during the two-week training program, in addition to knowing these candidates were pre-vetted by the Victory Lap team, prior to interviewing with ShipBob.

 
 
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“Not only did our experience with Victory Lap lessen our personal stress, but it also reduced our hiring process by 50%. I knew every two weeks I would have eight to 15 amazing candidates, whom I could hire quickly. I was confident these candidates could successfully answer the 'why sales?' question, and they had the character, grit, and sales acumen we looked for in candidates.”

ANTHONY WATSON, SHIPBOB CO-FOUNDER

 
 

What Does Victory Lap’s Training Include?

The Victory Lap program trains job candidates to succeed in sales, perform well in interviews, and ultimately transform their sales careers. Victory Lap graduates are well-versed in:

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Science Behind Building Trust in Sales

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Four-Step Objection Handling Process

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Sales Funnel 101 and Optimization Strategies

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Three Types of Discovery Call Questions

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Anatomy of an Effective Sales Conversation

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Proper Prospecting Communication Cadence

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Four Components of an Effective Elevator Pitch

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Live Cold Calling and Appointment Setting

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Writing Effective Prospecting Emails

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Strategies for Reaching the Right Decision Maker

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The Psychology of Buying, Selling, and Influencing Behavior

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Closing the Sale with Urgency

 
 

BUSINESS IMPACT

Reduced Sales Hiring Process by 50%

 
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ShipBob’s partnership with Victory Lap eliminated the front-end recruiting process, resulting in major time savings. Watson estimates he was spending 50 hours per week building his sales team -- all time he was able to reallocate to continuing to grow ShipBob’s business.

 
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11 Successful Hires at a 100% Retention Rate

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75% Have Been Promoted to Account Executives

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65% Are Diverse in Race, Ethnicity, and Gender

 

Over a six-month timeframe, ShipBob made 11 successful hires at a 100% retention rate (over a nine-month period). Of these 11 Victory Lap graduates, 75% have been promoted to Account Executives -- a revenue generating role. The Victory Lap candidates whom ShipBob ultimately hired also brought a range of diversity. 65% of the Victory Lap candidates were diverse in gender, race, and ethnicity.

 
 
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“We view our relationship with Victory Lap as a partnership; we don’t see them as a vendor. The Victory Lap team was always incredibly transparent when presenting candidates, and we never felt forced to interview or hire a candidate who wasn’t the right fit for our team.”

ANTHONY WATSON, SHIPBOB CO-FOUNDER

 
 
 

WHY VICTORY LAP

 
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Why ShipBob Chose to Partner with Victory Lap

Candidate Quality

The selection of candidates Victory Lap presented to ShipBob were highly curated, pre-vetted, and had already successfully progressed past the first screening level. When it was time for ShipBob to interview the candidates, they could focus on screening for the attributes that mattered most to the success of their business -- the character and grit these future team members had to offer.

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Sales Education

Victory Lap teaches students the correct way to sell, all while providing companies with savings for sales education. The two-week program allows companies to outsource sales training, and hire confident candidates who make less on-the-job mistakes and ramp-up faster.

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Time Savings

Hiring a sales team was ShipBob’s most important and time-consuming initiative. Victory Lap served as an extension of ShipBob’s team, and was able to absorb the time investment associated with hiring top talent.

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Transparency

Victory Lap maintained a high-touch partnership with ShipBob, over-communicated throughout the process, and provided mentorship, which resulted in a relationship built on trust.

 

The partnership between ShipBob and Victory Lap provided ShipBob with the resources to hire a group of curated, pre-vetted candidates, who already aligned with ShipBob’s culture and values. Victory Lap’s training program allows companies to hire candidates curated for their specific needs, reducing the amount of time spent on the hiring process and providing complete transparency throughout the process. Partnering with Victory Lap allowed ShipBob to continue focusing on building their business, while reducing the stresses associated with hiring.

 

Are you looking to hire better sales talent, train your existing team, and retain top performers?