Two sales hires at an early-stage start-up, and a claim that still landed

An energy efficiency start-up that had just closed a pre-seed round hired two people to sell to industrial and commercial customers. Neither had sold energy efficiency before. Both applications were approved. Both hires then left before the programme ended, and a claim was still made on a pro-rated basis, because the file had been built for it.

Industry context

Energy efficiency sales is consultative. The seller has to understand a client’s energy use, build a return-on-investment case, write the proposal and negotiate the contract. Start-ups in this space often hire career switchers, because experienced sellers are scarce.

What changed and why CCP applied

One hire came from banking operations and recruitment, the other from wealth planning and recruitment. Their new roles were B2B sales manager positions, one for industrial clients and one for commercial clients. Both moved industry and function at once: from finance and recruitment work to selling technical solutions on the strength of a return-on-investment case.

Our strategy

In our consultation process, both roles were scoped around the actual sales cycle, with on-the-job plans to match, and both were submitted before the hires started. The assessor’s questions, including proof of an earlier period of unemployment and corrections to the forms, were answered in turn. The client had been told at the outset that a hire who leaves before attending the programme workshop cannot be claimed for at all, even on a pro-rated basis. When both hires left early, the claim pack was prepared on a pro-rated basis for the time served.

OJT activities included

• Return-on-investment calculation exercises and assessments.
• Drafting proposals for industrial and commercial prospects.
• Scripted prospecting and negotiation role plays.
• Drafting client contracts.

Outcome

Roles

Two B2B sales managers, one industrial and one commercial

Pathway

Different job scope pathway (new hires)

Status

Both approved; claimed on a pro-rated basis after both hires left early

Strategic value

Salary support recovered for the time served, despite both departures

Key takeaway

Hires leave, especially at start-ups. Build the claim file from day one, and make sure the employer knows what has to happen before a departure for any part of the support to be recoverable.