Has online shopping changed your approach to sales?

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We all know that online shopping has changed how we buy. It is often quicker, easier and more convenient. It allows customers to find out everything they want about a product before they make a buying decision. It has entirely changed the way that sales happen.
This has had a large impact on B2C sales. Retailers are now starting to realise that they need to understand the needs and desires of their target customers to boost conversions and sales. It is now essential that they quickly identify cause and effect and identify trends as quickly as possible to keep customers happy.
While a lot of this should be second nature to a salesperson, this advice to retailers is a timely reminder of why this is such a critical part of a salesperson’s role. The rise of online shopping has changed not just retail behaviour but the entire sales process for both B2C and B2B. Buyers have more information than ever before, but they may still need someone to help them understand this information.
In response to this, salespeople have been taught that they need to ask lots of questions, but this is just not enough. Some salespeople are still failing to listen to the answers, or ignore those that do not help them reach their final goals. They need to make sure they are taking this final step to ensure they are truly offering a solution rather than just going through the motions.
Strategic questions can be an extremely valuable part of this process. By asking questions such as “tell me about your ordering process” or “explain to me how this works”, you will be able to obtain more information from the customer. This will help to ensure you are obtaining all relevant information about your customer, allowing you to fully understand their needs and support them through the sales process.
How do you make sure you understand your customer’s needs?
Hays Sales UK are experts in all areas of sales recruitment. To find out more about how our highly skilled consultants can support you, please visit our website. 

Is good pay more important than job satisfaction?

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We spend at least a third of our time at work – and dedicated salespeople probably spend even longer – so we should enjoy what we do. But we also want to feel rewarded for the work we do. Good pay is a large part of this, helping us to enjoy the other two thirds of our time. So how should pay and job satisfaction be balanced?
A recent survey by the CIPD found that due to the rising cost of living, jobseekers are increasingly searching for roles which pay better even if they provide lower job satisfaction. The poll of 2,000 workers found that over half of staff say that they would change jobs to boost their salary and benefits, while only 2 in 5 would change to improve their job satisfaction.
This supports the findings of the Hays Sales Market Overview and Salary Guide 2012, carried out earlier this year. This found that half of respondents considered a high salary to be the most attractive feature of a new role. Less than 1 in 5 were most interested in career development opportunities and only 1 in 10 wanted a more challenging role.
The good news for salespeople is that many companies are recognising this and adjusting their salaries to attract the best talent. For salespeople in high demand, particularly those with business development skills and strong solution sales experience, it is not unusual for companies make an offer that is 15-20% higher than the current salary.  Companies are also looking to improve their commission structure, to ensure that high-performing salespeople are being rewarded for their efforts. Over three quarters of companies interviewed had uncapped commission.
Do you prefer good pay or job satisfaction?
Whatever you are looking for in your next role, Hays Sales can help you find it. To find out more about how our highly skilled consultants can support you, please visit our website. 

Why do only half of salespeople use social media to sell?

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Social media is now a well-established part of the marketer’s toolkit. Many companies invest a lot of time and money into cultivating their social media presence. However, while social media is valuable for lead generation, many people question whether it can be useful for an individual salesperson. A recent survey by SmartPulse found that:

  • 45% of respondents do not use social media for sales.
  • 21% use social media as part of the process but then move to other channels.
  • 18% use social media for sales, but not on a 1 to 1 basis.
  • 15% use social media for the whole process.
This suggests a clear division among salespeople. However, there are more and more suggestions that those salespeople who are not using social media may be missing out. A large part of a salesperson’s job is to listen to their customers and to maintain in-depth knowledge of their market. Social media produces many opportunities for both of these activities. Whether it is reaching out to a frustrated consumer on Twitter or noticing that a previous contact has a role at a new business, social media can provide valuable information for salespeople.
Many salespeople also question the value of putting in the time and effort of maintaining a social media presence. It can be difficult to prove return on investment directly from social media and it requires a lot of commitment to be useful. However, it could be argued that social media is the modern equivalent of cold calling, and if it is pursued with the same level of determination it can be just as effective.
Do you have any social media success stories?
Hays Sales UK are experts in all areas of sales recruitment. To find out more about how our highly skilled consultants can support you, please visit our website. 

Top tips for IT solutions sales

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IT is one of the quickest changing industries and IT salespeople need to make sure their approach reflects this. As technology adapts and changes, and more companies promise they have the best solutions, customers are getting increasingly confused. This means it’s vital to engage with clients on a personal level and develop relationships with them.
The key way to do this is to establish yourself as their trusted advisor. Ensure you spend time discussing the client’s IT needs and make them feel that you really understand their situation. Try to offer them extra value, beyond simply pushing your services to them. Help them to make sense of the vast amount of information available to them. Continue to stay in touch and support them once the contract has been signed.
To achieve this, you need to listen to the client. Ask them about their current situation and identify their areas of concern. Once you have found this out, make sure that you reflect this in your communications with them and clearly demonstrate how your solution addresses this. This will help to establish trust between you and the client.
Most sales are more dependent on the person than the product, but this is especially true in IT solutions sales. How do you make sure your clients trust you?
Hays Sales UK are experts in all areas of sales recruitment. To find out more about how our highly skilled consultants can support you, please visit our website. 

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