Case Study: City & Country achieves the right sales hire with Lumina Learning

City & County - Customer Case Study

City & Country, a premier property developer reimagining listed buildings, was struggling to recruit a third sales executive for its Donaldson’s development in Edinburgh. Several candidates had come and gone, creating pressure on the small sales team and threatening sales targets. Lumina Learning was brought in through Athena Professional, and the team was already familiar with Lumina Spark, Emotion and Leader, making Lumina Select a natural fit for the hiring challenge.

Lumina Learning used Lumina Select to define the key competencies for the role, assess shortlisted candidates, and probe beyond their polished interview performance. The process highlighted that Candidate A lacked important qualities for planning, organisation, self-awareness and teamwork, while Candidate B showed broader potential and the ability to manage overextensions. City & Country appointed Candidate B, who integrated extremely well into the team and proved to be a very effective hire, helping stabilize the sales function at a critical time.

City & County

Suzanne Aplin

Sales Director