Hiring the right salespeople

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Many businesses struggle to hire the best salespeople for their company, which can quickly become an expensive mistake. It can take about three months to hire a salesperson, three months to train them and six months to identify and remove them if they are underperforming. This means there will probably be over a year in which your company is not making the sales it should be, making it extremely important to get it right first time.
The reason for this is often that the company is not looking in the right places or for the right kind of person. Hiring salespeople is different from making hires for other positions. There are many factors that are difficult to quantify, with personality and cultural fit often being more important than knowledge or experience. While the latter qualities are of course desirable in candidates, they are generally things that people can be trained in, whereas the former are not.
For this reason, it is important to consider a number of soft skills, such as determination, listening skills, passion, motivation, rapport, confidence and commitment. Many of these factors are difficult to assess in a short face-to-face interview, which is why at Hays Sales, our consultants take the time to get to know our candidates as well as our clients, so that they can always make the best recommendations for both parties.
Hays Sales are experts at identifying talent and work closely with both clients and candidates to understand your individual hiring requirements. To find out more about how our expert consultants can help you, please visit http://www.hays.co.uk/sales. 

Hays Sales Market Overview and Salary Guide 2012

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We have recently released our annual overview and salary guide for the sales market, which covers all our specialist sectors in depth, including FMCG, Energy & Oil, Construction, IT & Telecoms, Media & Communication and Manufacturing. Interestingly, the report shows that despite the ongoing challenges presented by the global economy, companies continue to invest in their sales force as they look to increase their market share.
The technology market is performing particularly well, as companies look to recruit technically astute members of the sales team to expand revenue streams in new products and technical advances. This is leading to high levels of competition for the top talent, with counter-offers often 15-20% higher than a candidate’s current salary. Cloud computing in particular has played a large role in this growth and candidates with knowledge and experience of selling cloud computing solutions are extremely highly sought-after.
The survey also provides detailed information about bonuses and commission received by salespeople, how happy sales people are in their current roles and how companies can recruit and retain the top talent.
To view the report in full, please click here.
To find out how our expert consultants can help you to find your next job or find the perfect candidate, please click here.

Are your sales team brand ambassadors?

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Martin Rollin, Specialist in FMCG, Retail and Textiles & Apparel Sales at Hays, shares his thoughts on the importance of brand ambassadors, particularly in the fashion industry. An expert in all aspects of the FMCG, retail and textile & apparel sales markets, he would be happy to hear from anyone interested in this post by email or on LinkedIn.
In the highly competitive fashion industry, branding is everything. Companies will spend vast amounts of money on developing their brand identity, showing high-profile TV adverts and buying sponsorship from celebrities. Brand ambassadors can also play a vital role in positioning brand images, and increasingly companies are recognising that their sales team needs to be an extension of their branding, speaking the same language and in line with media advertising.
Employees, and in particular the sales team, can be the custodians of a brand.  Enthusiasm is infectious and genuine brand ambassadors can use this to leverage people’s beliefs and passion for a product, influencing their purchasing decisions. This is particularly valuable for luxury boutique brands, who need to require people to aspire to the lifestyle they represent. Their salespeople need to be able to embody the lifestyle they are selling and influence potential customers. For luxury brands, it is particularly important that every aspect of the service they deliver is extraordinary.
The rise of social media has strengthened the requirement for brand ambassadors. While companies with large marketing budgets will ensure that their official channels are consistent with their overall brand identity, people are often more likely to respond to individuals. With social media increasingly recognised as a potential tool for salespeople, it is important for companies to embrace this as an opportunity to utilise their sales force as brand ambassadors.  
Does your company encourage you to be a brand ambassador?

How much commission should a salesperson get?

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There has been a long-running debate over the best way to reward salespeople for the job they do. While the majority of salespeople will be on a base salary plus commission model, there are advocates for both 100% commission salaries and 0% commission strategies within sales. Of course, there are many factors to consider when determining how to pay a sales team, such as industry conventions, talents of the sales team, financial situations, but it is valuable for companies to consider all their options.
There was a time when 100% commission salaries were popular with both employers and salespeople. For a good salesperson, they offered much higher earning potential and greater freedom. For employers, they offered a low risk sales team, as no sales meant no salaries to pay. However, there are also large disadvantages for both employers (potential low sales and high turnover) and salespeople (no guaranteed income). Furthermore, it is not conducive to the kind of consultative sale that is frequently required by companies now, as 100% commission salary salespeople are less likely to be willing to spend the time required developing a relationship; they will generally be more interested in quick wins.
The rise of consultative selling has even prompted some companies to take a 0% commission approach to their sales team. It is hoped that this will produce a sales team who are motivated by the desire to help customers rather than greed and who will be genuinely dedicated to offering solutions to their clients. Salespeople in these roles may still be recognised for their contribution to the company in the same way any other employee may be recognised, but these rewards will not be directly tied to their sales figures. This allows them to focus their attention on delivering value to their clients, rather than worrying about targets or obsessing over how to gain the most commission possible.
Would you consider working in a 100% or 0% commission sales role?

Is jargon harming your sales?

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Adam Horne, Specialist in Managed Services Sales at Hays, shares his thoughts on how jargon can be harmful to sales in the IT industry. An expert in all aspects of the managed services sales markets, he would be happy to hear from anyone interested in this post by email or on LinkedIn.
All industries will have their own terminologies, acronyms and jargon. However, the IT industry has always been a particularly serious offender and as technology becomes more sophisticated, the amount of jargon is increasing. Even worse, there is sometimes a perception that including a lot of jargon in a sales pitch will make the salesperson sound intelligent and impressive to the potential client.
In reality, jargon is unlikely to impress the potential client. It is likely to make them feel excluded, embarrassed or bored. Jargon can create a barrier between the salesperson and the potential client rather than developing a relationship, which should be the salesperson’s aim. Rather than asking questions and seeking to understand the technology, the potential client is likely to simply switch off.
Even if the salesperson is able to make the sale, if they do not include the client in the process and help them to understand what their company can offer them, they will not be able to offer the client the best solution. While the salesperson will have the best understanding of the service, the client will have the best understanding of their business needs. Salespeople should work with the client to ensure they understand the service, and both parties should work together to develop the best solution for the business, which the client will want and value.
How can you ensure that jargon does not become a barrier between you and a potential client?

The importance of a salesperson

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For years, people have speculated over the death of sales, arguing that the role can be replaced by ecommerce and digital marketing. However, good salespeople continue to have a value in companies. Sales professionals currently make up 7% of the UK workforce and we have seen an increase in the number of vacancies for sales people. As markets recover from the recession, businesses need astute and commercial sales professionals to secure their positions and make the most of the uplift.  
A good salesperson will bring to a company a range of values that cannot be replaced by alternative marketing methods. They will be experts in their field, and well-connected within their customer base. They will be naturally likeable and excellent at relationship-building. They will be able to quickly identify leads worth pursuing and know how to communicate with these people. They will be passionate about their product and be able to explain how it will benefit their client. This ability to create an emotional impact is still extremely important in the marketplace. It is ultimately this personal connection that often makes the sale, rather than the product or the company branding.
A good salesperson can easily cover their costs and add to a company’s bottom line within 6 months of being hired; something which is unlikely to be true of any other position within a company. Successful companies are still very aware of this.
Sales professionals who can win new business, grow existing accounts and take business away from a company’s competitors are extremely valuable and highly sought after in the current market place. If you have these qualities, why not visit the Hays Sales website and see how we can help you take the next step in your sales career. 

Could virtual sales training replace traditional courses?

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In order to be the best, salespeople need ongoing training and support in how to be the best. For this reason, sales training has become an extremely important consideration for any large company. However, it can be difficult to persuade salespeople to give up their valuable time to attend training and even harder to encourage them to actually change their selling techniques from what they are familiar with. However, a number of virtual sales training courses have been developed, hoping to resolve these issues.
The most important points of any training course are that they are relevant, applicable, and reinforced. Salespeople need to understand the value of what is being told to them. They need to understand how to apply it to their day to day job. They need ongoing support in order to ensure they continue developing. It has been suggested that virtual sales training courses could be the answer.
Virtual sales training has a high level of customisation, using a range of different technology. Training could take place over Skype or through Google+ hangouts, allowing salespeople to ask questions or practice scenarios. Trainers can record and upload videos, showing how to deal with a wide range of different topics. Salespeople can record their presentation, share them with trainers and watch them multiple times to learn where to improve. Virtual training removes the barrier of distance, meaning salespeople can access the training they need more quickly. It can put the salesperson in charge of their learning, allowing them to focus on their own weaknesses on an ongoing basis. Some research has suggested that this has resulted in more effective training and therefore an increase in sales.
Do you think virtual sales training is more effective than a classroom setting?

Have iPads revolutionised the sales industry?

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An increasing number of companies are providing their sales team with iPads and similar tablets in order to help them carry out their job. They can be pre-loaded with a range of apps, including price information, presentation creation, email, customer records and inventory checks, allowing easy access to a range of information that could be useful to salespeople.
There are a number of benefits to providing a sales team with tablets. The iPad turns on instantly, unlike laptops, allowing almost instant access to information as and when required. This means it is perfect for quickly checking information before walking into a meeting, while on the train, or during a meeting. 3G iPads also have the advantage of being constantly connected from the moment they turn on, further ensuring this information is always available. The number of apps available and the ability to programme further apps means that it can be customised and adapted to ensure that they are fully supporting salespeople.
However, there are still reservations from some people. The ability to present on an iPad while ensuring that conversation still flows, especially if there is a need to cover for a slow loading time or lack of connectivity in a low-reception area, is an acquired skill and some salespeople find it more a hindrance than a help. Others find that for some tasks, such as data entry or producing text-heavy documents, the interface is still much slower than typing on a laptop. While the benefits to tablets are clear, there are some areas where they may still need work and some areas where they cannot replace laptops.
Has your company considered investing in iPads or similar technology? Would they make your job easier?

Could the UK be global leaders in renewable energy?

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Chris Loveridge, Specialist in Manufacturing and Industrial Sales at Hays, shares his thoughts on the current situation in the UK renewable energy market. An expert in all aspects of the manufacturing and industrial sales markets, he would be happy to hear from anyone interested in this post by email or on LinkedIn. 
There has been a lot of good news in the renewable energy market in the last few weeks, across the wind, tidal and solar sectors. Across the industry there is an increase in demand and a reduction in cost. It is estimated that by 2050, the global renewable energy market could be worth up to £340 billion, with the UK accounting for 20% of this. However, there still remains a slight concern over whether there will be sufficient initial investment to capitalise on this opportunity.
February saw the opening of the world’s biggest offshore windfarm, the £1.2 billion Walney scheme, which has more than 100 turbines, generating enough power for 320,000 homes. The windfarm was a landmark achievement in a number of ways. It was the quickest-built of its kind, with all turbines and cables installed within less than six months, and it achieved considerable cost reductions. It was also supported by foreign pension funds, showing that there is international interest in investing in UK renewable energy. The success of this scheme suggests that UK wind power could be extremely valuable in future.
A recent report by the Energy and Climate Committee suggests that the UK could also be a leading exporter of wave and tidal power equipment and expertise, if there is sufficient investment in the area. The UK is currently the world leader in wave and tidal energy technologies, owning seven of the eight full-scale prototype devices in the world. The concern is that government proposals for marine and tidal only extend to 2017, meaning that without further investment, the UK could lose their initial lead in this area.
Similarly with solar power, there is a lot of potential but concern that this will not be realised due to lack of government subsidises. It has recently been claimed that 4 million homes will be solar-powered by 2020, a dramatic increase in ambition for the industry. There have been a number of recent developments that have helped to improve the technology and to reduce the cost, meaning that the cost of solar panels has dropped by 45% since 2009. However, the government has also greatly reduced the original incentives offered to households who installed the solar panels, leading to a recent decline in interest.
Do you think the recent growth in the UK renewable energy market is sustainable? Do you think there will be sufficient investment from the government or from private companies to ensure that growth continues?

How has cloud computing affected BPO services?

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Jonathan Davies, Specialist in Telecommunications and Outsourcing Sales at Hays, shares his thoughts on how cloud computing has affected BPO services. An expert in all aspects of the telecommunications and outsourcing sales markets, he would be happy to hear from anyone interested in this post by email or on LinkedIn. 
There has been a lot of talk over the potential convergence of cloud computing and BPO over the last few years. For BPO service providers, cloud computing provides a potential to offer higher quality at a lower price. It is also more convenient for BPO clients, allowing them greater flexibility and freeing up in-house resources. However, there are still a number of concerns about cloud computing in relation to BPO services.
BPOs that can integrate a cloud offering to provide a full solution for clients would appear to have the best of both worlds. Whereas companies that offer cloud-only solutions can often be focused on the delivery of IT solutions rather than the impact this will have on the customers, BPOs will already be familiar with ensuring a high quality customer experience. BPOs that also offer cloud computing can use this to ensure that their clients receive its benefits while also optimising cost reduction within their own models. Cloud computing offers a number of benefits to BPO clients such as scalability, easy implementation and the ability to access the service from anywhere at any time.
However, there are still a number of concerns over the integration of cloud computing into BPO services. The main concerns continue to persist around areas of security, which is an area that any cloud provider must work extremely hard to resolve. There are also questions raised around who owns the data and legal issues about how these can be solved, although these issues are already familiar to outsourcing providers. Many companies are also concerned over whether by investing heavily in cloud computing now, they will limit their ability to utilise future technological developments. This could be a concern both for BPO providers and particularly for their clients, who may have concerns about being locked in to the cloud and unable to easily change to another supplier in future.
Despite these concerns, there still seems to be a rise in the number of companies considering providing both cloud computing and BPO services, along with a rise in demand from clients for them to do so. Do you think that cloud computing and BPO will merge? Have they already started to do so?

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