In our post Top 3 qualitiesof successful salespeople we said that there is no “one size fits all” for salespeople. The same is true of sales managers. Once again, sales managers in different industries will face different challenges. Even within the same industry, it is likely that they will face different challenges. However, as with salespeople, there are a few qualities that will generally be valuable for all sales managers.
Enthusiasm
Enthusiasm was the top quality needed for salespeople, and it is just as important for sales managers. However, the enthusiasm may manifest itself in a different way. While salespeople need enthusiasm for the product they are selling and to enjoy their individual success, sales managers need to lead and inspire the whole sales team with their passion. This will also mean celebrating the successes of others over their own and inspiring others to achieve this success.
 Organisation
While organisation is an important skill for salespeople, it is much more important for sales managers. As they are responsible for the success of the whole team, they need to make sure that everything is on track and every member of their team is performing. To achieve this, it is important to be able to delegate. This may not come naturally to people who have previously been salespeople and have been very much in control of their own workload. However, it is essential that the sales manager is able to organise the team and get the best out of them.
Coaching
Once sales managers have effectively delegated work to their team, they should then focus on continuous improvement. They should be constantly learning themselves and then passing this knowledge on to their sales team, to ensure the whole team is able to perform at its best. It has been suggested that sales managers should spend three quarters of their time coaching their team, either individually or in groups.
Do you agree or do you think there are more important qualities for sales managers?
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



A few years ago, everyone was talking about organic. This year, sales are down once again. Stephanie Castanha, Specialist FMCG Sales Consultant at Hays, shares her thoughts on what caused this shift in the market. An expert in all aspects of FMCG sales, she would be happy to hear from anyone interested in this post by email (Stephanie.Castanha@hays.com) or on LinkedIn: uk.linkedin.com/pub/stephanie-castanha/56/663/b74.
It’s vitally important that a wholesale professional has an in-depth knowledge of industry trends, so that they can give the best advice to their clients. One trend that is particularly clear at the moment is the decrease in demand for organic food. Sales were down 5.9% in 2010 and then a further 3.7% in 2011 and this looks likely to continue.  So what happened to the organic label?
Cost was clearly one factor. Organic sales fell significantly in late 2008, when the recession first hit. However, this does not fully answer the question, as we have seen ups as well as downs in the economy in the last few years, while organic sales have consistently fallen.
Scientific research has not helped organic sales. Over half of consumers who bought organic produce said they did so because they believed it was healthier for them and their families. But multiple reports have since shown that there are no noticeable health benefits to eating organic food, which is likely to have led to the decline of organic produce.
But while customers have fallen out of love with organic food, there is still a desire to buy ethically. The new trend is for sustainable, ethical food. This can be seen across a number of farmers’ markets, farm shops, restaurants and cafes. Companies that are still trying to sell on an organic platform should think about re-aligning to this new mentality.
Do you know what your customers want?
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



We often talk about the impact that social media has had on sales, and whether it is a useful area for salespeople to focus their attention on. This week, we have put together an infographic to show some key statistics around social media. Some of the most interesting findings are:

  • 30% of the world’s entire population are now online.
  •  94% of companies use social media in some capacity.
  • 22% of companies have no social media strategy in place.
There is no question that your customers are on social media channels. While companies are increasingly there too, a surprisingly high number do not have a strategy for any aspect of their presence, let alone to increase sales.
Should salespeople be taking advantage of this opportunity or is it up to their marketing department?




Christmas is fast approaching, and it’s likely that your sales team are starting to wind down a bit. It’s impossible to book a sales appointment this side of Christmas and nobody is ready to think about next year yet. So how are you rewarding your sales team for the hard work they have put in this year?
Christmas Bonus
Our last Market Update and Salary Guide found that almost half of salespeople did not receive a bonus in 2011. One quarter received a quarterly bonus and another quarter received an annual bonus. Now that the economy is looking more positive, more companies may consider rewarding their top performers through a bonus.
Paid Holiday
Particularly at this time of year, salespeople are likely to appreciate some time off, to do some last minute shopping or to spend more time with friends and family. It might be worth running a competition internally, where people who hit certain targets are rewarded with some time off.
Group Rewards
If your whole sales team has performed well this year, you might want to reward them all. This may help to encourage some teamwork and unity in what will usually be a very competitive area. You could maybe take the whole team out for lunch or even a day out.
How will you be celebrating this Christmas?
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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