PPSS GROUP.
HIRING THE GROUP HEAD OF SALES USING COMPETENCY-BASED SALES RECRUITMENT.
PPSS Group is the global leader in high-performance protective clothing, making frontline workplaces safer across healthcare, public services and the education sectors. Trusted by organisations that need protection without compromise, their products set the standard internationally.
THE CHALLENGE.
Following a comprehensive Sales Audit, it was clear that sales leadership was a critical lever for performance improvement. With a compounding negative trend in sales performance, the PPSS Group needed to appoint a competent Head of Sales fast to stabilise performance, raise standards – and within budget.
PPSS did not have the internal capability to recruit sales leadership and having already experienced a costly miss-hire, the priority was not only to significantly de-risk the next appointment, but to create a step-change in performance quickly and embed a culture of trust, empowerment and accountability.
THE SOLUTION.
We designed and led a competency-based recruitment process, aligned to Atelier Global’s 7 Pillars of Sales Excellence. Rather than hiring for sector familiarity, we hired for capability, behaviours and skills that would deliver significant improvements in: operating discipline, leadership cadence, commercial judgement, team development and customer growth.
Our approach replaced subjective, gut-feel decision-making with a structured, repeatable methodology that combined scorecards, structured interviews, scenario-based questioning and evidence testing to remove bias; enabling PPSS to select the right candidate who could actually deliver in-role, not just interview well, with confidence and speed.
SERVICES DELIVERED.
- Competency-Based Sales Recruitment
THE RESULT.
Within three months, PPSS successfully appointed a credible, competent Group Head of Sales through a process that was structured, unbiased, and evidence-based.
TIME TO HIRE
CLIENT FEEDBACK.
“WHAT STOOD OUT WAS THE EXCEPTIONAL QUALITY OF COMMUNICATION.”
“Milap didn’t just help us hire a Group Head of Sales, he helped us appoint a leader who will change our commercial trajectory. Following the Sales Audit, he translated our pain points into a clear success profile and then ran a rigorous, competency-based process that removed subjectivity and de-risked the decision.
What stood out was the exceptional quality of communication throughout: clear, proactive, and straight-talking. He was also able to quickly separate genuine capability from ‘polished’ responses, challenging “sales talk” with evidence, while staying fair and consistent with every candidate. The result was a confident decision, made at pace, and an appointment we believe will fundamentally shift performance for PPSS Group.”
CEO
