Thursday, August 18, 2011

Danish Freight Group Train Logistics Sales Team of the Future

DSV Set Up UK Commercial Academy
Shipping News Feature

UK – Having already written this week about the efficiency of German freight and logistics providers training suitable staff in overseas markets comes a note from Danish supply chain group DSV who are following their own similar policies. DSV Road and DSV Solutions in the UK have just completed their first recruitment programme aimed at graduates. They were so impressed with the calibre of the candidates that they have selected 12 graduates, increasing the local sales team by 40%. Ten of the graduates were taken on by DSV Road with the other two joining DSV Solutions.

DSV worked with the recruitment agency Pareto Law, a graduate sales specialist, which selected 45 potential candidates for the assessment day. The successful graduates, who begin working at DSV in September, will be given 13 days training by Pareto as well as immediate inclusion in the DSV Sales Academy. They will be taught all aspects of sales, such as presentation skills, client-needs analysis and the correct procedure for booking meetings. DSV were looking for the standard of candidate required rather than being so concerned about a student’s speciality subject.

DSV Road, which is the third largest road freight operator in Europe, has been focussing on people development and sales training over the last few months, establishing the Sales Academy for existing staff and designing new programmes for apprentices. Chris Malyon, Director Sales and Marketing commented:

“We were initially offering six positions, but decided to increase that after seeing the high quality of the candidates at the assessment day. We are focussing on organic growth which is key to our success in this area, and a catalyst for future success. We are sure that these graduates will develop into top sales people.

“We have looked carefully at our client base and seen there is a lot of potential to offer more of our services to many of our existing clients, so we are building better processes to make sure we can identify that potential, as well as winning new clients.”