Cloud computing currently offers huge potential in the IT industry. A recent study found that more than eight in ten companies currently use some form of cloud solution and more than half plan to increase cloud investments by 10% or more in 2012. Knowing how to sell cloud computing is becoming an increasingly valuable skill, but it can also be challenging as it is easy to get caught up in technical details.
When selling cloud computing, the focus should stay on the business case, discussing how the service can save the client money, with minimal technical discussion. An effective way to do this it to ensure the discussion is solutions-led. Ask your prospect to outline two or three of their current IT issues; these are likely to include common subjects such as cost, reliability, security and outdated technology. Ensure you have prepared answers to these common questions and that you know how your service will overcome these, keeping the focus on the solution rather than the technology.
You should also take a similar approach to any objections that the prospect is likely to raise. Common concerns regarding the cloud will include security, reliability, ownership and technical support. Again, ensure you have prepared answers and have examples to back up your case. Where possible, your company should utilise its own service, meaning that you can confidently talk about your own experiences.
While the focus should be on solutions, you will also need to be able to explain the service to the prospect in a way they will understand. Keep the language simple and try to relate it more familiar concepts. As before, the focus should be on the benefits it brings and should not get bogged down in technical concepts. Rehearse your explanation and, if possible, practice it on people who do not have a technical background to ensure its clarity.
Do you have experience in selling cloud computing? To find out how our expert consultants can help you to find your next job, please visit our website


The qualities that make a person fantastic at selling – such as passion, perseverance and confidence – are often the same qualities that can make them difficult to manage. It can be difficult to find an approach that is suitable for a mix of strong-willed people. However, there are a few general approaches that tend to make the process run more smoothly.

1. Avoid setting rules
Salespeople want the freedom to do the job in the best way they can. If you set rules that they think are holding them back, they will find ways around them, or ignore them entirely. Rather than making them spend time coming up with ways to undermine you, embrace their creativity and allow them the freedom to do what works.
2. Help them find their own solutions
Salespeople are often confident enough in their own abilities that they will not listen to advice. Rather than try to force this upon them, help them to identify the problem and work through the cause and the solution. If you guide them in the right direction in this way, they are more likely to make the necessary change.
3. Ask for their feedback
Your salespeople spend all day speaking to current and future clients. They know the issues that frequently come up and they probably have some thoughts on how these can be addressed. While they might not be able to see the bigger picture, they will definitely have valuable insight – and they will appreciate being asked.
4. Give them positive feedback
Many salespeople are motivated by recognition as much as – or possibly more than – money. Ensure that their successes are recognised and rewarded. A public “well done” will always be well-received and will motivate salespeople to continue achieving great results.
5. Remember they are individuals
While the advice above will work for the majority of people most of the time, it is not set in stone. Salespeople are individuals and there will never be one approach that works perfectly. Take the time to get to know your sales team individually and find out what works best with each of them.

Hays Sales UK are experts in all areas of sales recruitment. To find out more about how our expert consultants can support you, please visit our website



Whether you are looking for a new job or looking for a promotion in your current job, it is important to be able to sell yourself. However, it is surprising how many successful salespeople struggle to sell themselves in the same way as they sell their product or service. If you take the same approach to career management as you do to your sales, you will be more likely to gain the role you want.
As with a sale, you should plan your next career move by creating a plan with clear objectives. Carry out an assessment of the situation, make sure you have a clear idea about what you can bring to a company and what you can expect to achieve. In particular, identify what your unique selling point that sets you apart from the competition and ensure your CV clearly demonstrates this.
You should then prepare for an interview in the same way you would prepare for a sales meeting. Make sure you do your research and clearly understand your prospect’s business and what benefits you can bring to them. Prepare convincing examples that you can use to prove your value to the prospect. As with a sales meeting, the more time you spend preparing and rehearsing, the more successful the meeting is likely to be.
By approaching the process in the same way as you approach your sales, you will be more likely to achieve your ideal job.
Can you sell yourself as well as you sell your product?
Hays Sales UK are experts in all areas of sales recruitment and can provide advice at all stages of the process. To find out more about how our expert consultants can help you find your next role, please visit our website


There is no single commission plan that will be suitable for all situations. However, there are a number of guiding principles that will ensure a scheme is successful and that the salespeople feel it is fair, no matter what industry they are working in. We’ve put together three questions that will help evaluate your company’s commission scheme.

1. Is it simple?
Salespeople should be able to understand the commission and very quickly figure out how much they are earning each month. The less time they have to spend working out their sales commission for the month, the more time they can spend focused on selling and keeping clients happy.


2. Is it enough to motivate people? 
Salespeople keep a business going. Without money coming in, nothing else the business does will make a difference. For this reason, it is important to ensure that the commission is a fair reflection of the contribution salespeople are making to the company. While high commission might not turn a bad salesperson into a good salesperson, it is more likely to keep a good salesperson happy and keep them within the company.


3. Does it reward the top earners? 
A good commission scheme will integrate a tiered scheme, to ensure that those who work hardest are also the most valued. By having a number of tiers, you will ensure that all salespeople are receiving some commission, but there continues to be a higher goal to ensure the top performers do not become complacent and continue to have something to strive towards.

Are you happy with your company’s commission scheme?

Hays Sales UK are experts in all areas of sales recruitment and can provide advice at all stages of the process. To find out more about how our expert consultants can help you find your next role, please visit our website.


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