How to sell: Hitesh Oberoi on hiring, training and retaining a ‘rockstar’ sales team

In an industry challenged with fierce competition and volume-driven top-line, building an effective sales strategy is a do or die situation. It's as simple as: you sell, you scale.

Driving sales has been a challenge for every firm, big or small, trying to make a place in the industry. One such company has a unique success story built solely on their capacity to ‘sell.’ Info Edge’s Naukri.com is India’s largest job portal and acknowledged as one of the most successful sales-driven organisations. Yet, there was a time when this giant struggled to get a strong hold on their sales.

At a time when the internet still had an air of ambiguity and direct mails were redundant, Hitesh Oberoi, Managing Director, and CEO, Info Edge decided to go direct. This meant adopting a model which would include direct contact with the HR managers and recruiters.

“This business of reaching out to HR managers solved two problems. The network effect started to work. As we got jobs, we got sales and as we got sales, we got more traffic. And because we had successful sales we could invest more in our business. Before we knew it, we broke even,” says Oberoi.

Surpassing targets and winning the number game has always depended on hiring, building, growing and retaining a ‘rockstar’ sales team. Naukri’s rapid growth is the ideal example of the power of successful sales.

Hear Hitesh Oberoi reveal the winning sales strategy of India’s indomitable hiring giant and tricks to build a fierce sales team on the latest episode of Building it Up with Bertelsmann.  

Click here to hear the full podcast.