Scaling a Facility Services Sales Team

Overview

A national facility services company partnered with ECA Recruiters to support rapid growth across multiple markets.

With strong demand for building maintenance and specialty services, the company needed to scale its sales team—but struggled to hire experienced professionals who could consistently generate new business.

This is a common challenge in facility services sales recruiting, where success depends on industry experience, relationships, and the ability to navigate long sales cycles.

The Challenge

The company faced several key hiring obstacles:

• A limited pool of facility services sales talent
• Need to hire both sales representatives and sales leadership
• Difficulty finding candidates with relationships in commercial real estate
• Long, relationship-driven sales cycles requiring a consultative approach
• Urgent need to scale across multiple regions

Traditional recruiting methods were not producing candidates capable of driving revenue.

Our Approach

ECA Recruiters implemented a targeted, industry-specific strategy focused on building maintenance sales hiring.

Rather than relying on job postings, we:

• Directly sourced candidates within facility services
• Targeted passive, high-performing sales professionals
• Focused on candidates with proven new business development experience
• Built a consistent pipeline across multiple markets

This approach ensured we were presenting candidates already succeeding in similar roles.

Results

Over a 24-month partnership, ECA Recruiters delivered:

• 45+ placements across sales and sales leadership roles
• Successful hires in both:
  • Individual contributor positions
  • Sales management roles
• A scalable pipeline of industry-experienced candidates
• Expansion into multiple new markets
• A significantly stronger sales organization

These hires directly supported the company’s ability to scale and become a leading provider in the facility services and building maintenance space.

Why It Matters

Growth in facility services is not limited by demand—it’s limited by the ability to hire the right sales talent.

This case shows how a focused approach to facility services sales recruiting helps companies build high performing teams and scale revenue.