Sales has undeniably changed in the last 20 years. There are question marks over the effectiveness of cold-calling, while everybody is talking about sales 2.0 and the rise of social media. But is social media the future of sales? Do salespeople need it to succeed?

Social media is definitely a powerful tool for salespeople. It provides an endless list of people to contact. It allows salespeople to find out all sorts of useful information about potential customers. It can even give access to contact details for these potential customers. In theory, it gives salespeople all they could need to be successful.
However, without an understanding of how to make the most of these new opportunities, social media is no more effective than approaching people in the street and forcing your product under their nose. Salespeople cannot just create a Twitter account, posts constant messages about their product and expect to get a response. As with any other tool, it is important to understand how to engage with people in a way that they will respond positively to. Social media can be extremely effective as long as salespeople understand how to make the most of it.
There are also sales skills that are important whether you choose to sell over the phone, in person or through social media. Whichever channel you use, you need to be able to develop a relationship with the customer and  convince them of the benefits of your product.
Have you used social media effectively to increase sales? How have you achieved this?


Sales managers are notoriously hard to recruit for. The qualities that make a great salesperson are very different from those that make a great manager. This means that very good salespeople get promoted to reward them for their hard work, but end up becoming average or worse sales managers, which damages the whole team.
There are some areas where there is definite overlap between salespeople and their managers. Both need to have passion, integrity, commitment, confidence and motivation in order to succeed. Sometimes coming from a sales background will be helpful, as it means you can coach and lead by example. You will understand the mindset of your sales team.
However, being a sales manager also requires some skills that are frequently incompatible with those of a successful salesperson. They need to be able to delegate effectively, entrusting sales to somebody else, which can be difficult for a successful sales person who may feel they can do it better themselves. They also need to take a back seat in some situations, recognising the successes of others in their team rather than striving to stand out themselves. While not impossible, it can be very difficult for a salesperson to adjust their attitude in this way.
Do you think that it is better to look for different kinds of people when recruiting sales managers, or ensure that sales managers receive training and support to ease the transition? Have you successfully progressed from salesperson to sales manager? What skills were most important for you?


At Hays Sales, we see a large number of CVs every day. We know the mistakes candidates make and how to avoid them. We know that the average recruiter only spends 30 seconds looking at a CV and they need to make an impact as quickly as possible. We’ve put together a few tips to make sure your CV gets read.
1. Clearly show key achievements
Immediately below the introduction section of your CV, have a section with around 6 bullet points outlining your key achievements. This should include big deals you have achieved, big clients you have worked with and tangible figures showing growth and incremental revenue.
2. Drive the point home
For each role, have two sections – one for key responsibilities, one for key achievements. This should reflect and elaborate on the key achievements from the first section, with more information about how you have achieved this success.
3. Include testimonials with your CV
Everyone knows there is a lot of staff turnover at the moment. A lot of people are leaving jobs for reasons that are not their fault. Show that you have nothing to hide. Include testimonials from your recent employers to put a positive spin on what might otherwise be perceived as a negative situation.
4. Show you can add value
As competition for positions increases, employers are looking for value for money. Talk about additional responsibilities you have taken on and any work you have done with other parts of the business. Demonstrate your transferable skills and add value wherever you can.
5. Keep it short and relevant
No matter how experienced you are, 3 pages are enough to show your value to an employer. Bullet points are key. Everything on the CV must add value. Do not include a photo. Do make your CV clear and concise and ensure you include specific dates.
From our experience, these are the most important things you can do to ensure your CV stands out. Is there anything else that you think is important?


In this difficult economic climate, companies have become a lot more careful about whom they hire. Sales directors have become a lot more sceptical about candidates and are not willing to take a risk on candidates who have not proved they can sell. Redundancies and a shortage of jobs have made CVs look unstructured, giving the impression that candidates cannot sell. There are three main things that candidates can do to overcome these obstacles.
1. Make it clear what has happened and why
Despite the difficult circumstances, sales directors will often assume that if someone has changed jobs a lot recently, it is because they cannot sell. You need to make it clear that this is not the case. Testimonials from recent employers can be a good way to show that you left the company on good terms and are capable of selling. P60s can also be a good way to demonstrate the commission you have received to prove your ability.
2. Show motivation
Companies need to show that you are passionate and enthusiastic and want to sell. Whether you are motivated by money, competition, or pure enjoyment of the job, make this clear to potential employers. Show that you want to be there and that you want to succeed.
3. Prove your worth
There are a number of ways to do this – maybe the revenue you have delivered, your experience managing important accounts, your recent and relevant relationships that you can bring to the job. Make sure potential employers are aware of the value you can bring to the company.
As the jobs market gets tougher, it becomes more important to stand out. However, there are still plenty of opportunities for those with the experience and the desire to sell. Do you have any other tips on how to impress potential employers? What have you found most effective?


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