Top 3 qualities of successful sales managers

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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. 

Does the organic label still sell?

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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. 

[INFOGRAPHIC] Social Media and Sales

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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?


How will you reward your sales team this Christmas?

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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.

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. 

How to make the perfect cold call

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For better or worse, cold calling remains a large part of many salespeople’s lives. While some dismiss it as a waste of time, many sales experts insist that it can play an important role in the sales process, if done correctly. Often, if cold calling is not succeeding, it is either due to the script itself or the way the message is presented. We’ve put together some tips on how to increase your success through cold calling.

Most importantly, consider the person you are calling. They are probably very busy and thinking about several other things. You need to show them that you are worth their time. Ensure you are polite and respectful, and do not insult them by lying or trying to trick them, as they will probably see through this and hang up on you.
You should also ensure you are focused on the point of the call. For the majority of businesses, the sale is not going to happen over the phone. The point of the cold call should be about setting up an appointment, when the prospect is more likely to be in the right mindset and focused on your message. Prepare a simple script that outlines who you are, what you do and asks for an appointment. Do not worry about selling the product at this stage.
Finally, stay positive and be persistent. Cold calling is tough, but a negative approach will not help. The person you are calling will be able to hear it in your voice and will not be interested in your message. Remember that you are calling to offer something of value to the prospect and make sure you are prepared to overcome objections.
Do you have any other tips for making the perfect cold call?
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. 

3 steps for building a successful sales team

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Any good sales manager knows that they will only succeed if they have a good sales team behind them. It is important to make sure that everyone knows their role in the team and that any new hires will also fit into this model. So how do you make sure your sales team is as successful as it can be?


1. Evaluate your team

Think about who you currently have on your sales team. Make sure they all have a clearly defined job role. What do you expect from them? Should they be maintaining relationships with your key accounts or cold calling all day? Are there any skills that are missing from the team? You should have a clear idea of the goals for the team and whether they are achieving these.

2. Establish sales productivity

In some cases, this might be as simple as dividing sales volume by size of sales team. This will give you an average for your team and allow you to see how each salesperson is performing against this average. However, it is important to bear in mind that there are likely to be other factors. For example, are they focusing on selling low margin products rather than those that are more profitable? Are you seeing a high level of returns from their sales? Work out what is important in your team and see how your salespeople compare.

3. Employ great salespeople

Bad salespeople will cost companies money and can do serious damage to your reputation. Some salespeople may just need further training or support. Some may be in the wrong job. It is important to determine which category any underperforming salespeople in your team fall into. Do you need to hire some new salespeople? Think about how a new salesperson would fit into the team. What skills or personality traits will they need to succeed in your team?

Do you need to find some fresh talent for your sales team? Visit our website to find out how our expert consultants can help you.

Why did you lose that sale?

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No matter how good you are, hearing ‘no’ is unavoidable in the sales world. While it is frustrating, it is important that you look at what happened and make sure you learn from it. There are some external factors that may have been against you, but it is also important not to make excuses and to really think about what you could have done better. There could well be something simple that you could change that will mean you hear ‘no’ less in future.

Firstly, think about your mindset. Were you positive and confident throughout the pitch or did you go in worried that you would lose the sale? A client will sense when you are not confident about your product and will not buy from you. It is important to identify and resolve this quickly, as a negative attitude will lead to more rejection, which will then reinforce the attitude.
Next, examine and review your message. Were you focused on the product or did you sell a solution? A recent survey found that both winning and losing salespeople tend to know their products very well. However, winners understand how to prove their value and expertise, demonstrating that they can solve the customer’s problems. Think about whether your message needs to be more value-led.
Finally, consider who you were selling to. Did you make a connection with the right person? While you may have impressed the person you pitched to, if they were not the final decision maker, your message is likely to get lost in translation. While it can be difficult to get access to the right person, you are much more likely to improve your chances in the long run. How can you make yourself stand out and impress the C-level executives?
Thinking about your failures might be painful, but it will be worthwhile in the long run. What could you do to increase your chances in your next sale?
Hays Sales are always interested in hearing from positive, determined salespeople. To find out how we could help you make the next step in your career, visit our website. 

Are you motivated enough?

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Sales is a difficult career and many people struggle to succeed. It’s hard to continue hearing people say no, not returning your calls, stringing you along before finding someone cheaper. On those days, it can be easy to forget why you love being in sales. Here are a few ways you can stay positive, focused and successful.

1. Develop long term and short term goals. You should have a game plan in mind and know exactly where you want to be in 5 years time. Break this down into smaller goals and review to make sure you’re on track. Make sure these goals are realistic and measurable.

2. Keep reminders of what you want to achieve. Maybe there’s a new car you’ve had your eye on? Put a photo of it in your briefcase, as your iPhone background or somewhere else you will keep seeing it throughout the day. This will give you a boost and remind you why you need to keep picking up the phone and organising your next meeting.

3. Recognise your achievements and treat yourself. Did you hit double your quota this month? Go out for a nice meal to celebrate your success. Hold on to that feeling and remember it the next time you’re having a bad day.

How do you stay motivated?

Hays Sales are always looking to support talented, successful salespeople in their careers. To find out more about how we could help you, please visit: our website.

How to sell the cloud

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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. 

5 tips for managing salespeople

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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. 

Do you sell yourself effectively?

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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. 

Does your company have a well-designed commission scheme?

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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.

Your next job in… Media & Communications Sales

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The media and advertising industry is evolving constantly. Hype around all aspects of digital media, and in particular social media, has had a large impact on the industry as we become a more technologically driven society.
Social media now plays an important role in marketing and is becoming an integral element of many consumer campaigns. Businesses are using social media to bridge the gap between themselves and customers and to develop a greater understanding of their target audience. Although developers with experience of technical aspects such as pay per click advertising (PPC) and search engine optimisation (SEO) are still very much in demand, social media specialists who can demonstrate how they can significantly add value to online campaigns are most highly sought after.
Do you have proven experience in creating value through social media or other digital media? To find out how our expert consultants can help you to find your next job, please visit our website. 

Top 3 qualities of successful salespeople

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When it comes to recruiting in sales, there is no “one size fits all”. People who you expect to succeed may disappoint you, while others who seem less promising manage to exceed. What works for one industry will not work for another, and salespeople also need to fit into the company culture. However, with this in mind, there are three qualities that will generally be valuable in any sales role.


1. Enthusiasm
Enthusiasm is contagious. Salespeople need to be enthusiastic, about the product, about the company and about selling. They should love selling and get their motivation from the feeling of success they get when they win a sale. When selecting a salesperson, you should be able to see their enthusiasm both in their CV and at interview.

2. Honesty
While there is often a temptation for salespeople to hide the negative points of their company or over-promise, it is honest salespeople who succeed in the long term. To build up a relationship with a client, you need them to trust you and this cannot happen without honesty. If a customer feels betrayed, they are likely to leave. If a salesperson is upfront and honest about all aspects of their company, including what can go wrong and how they resolve issues when this happens, this creates a more positive image of the company.

3. Confidence
Confidence can manifest itself in a number of different ways. Some people will be very outwardly confident, whereas others will have a sense of quiet calm about them, but both types can be successful. Salespeople need to have confidence in their product and need to be able to instil this in their clients. This should not be confused with arrogance, which can quickly turn a potential client against a salesperson.

Do you have all of these qualities?
Hays Sales UK are experts in all areas of sales recruitment. To find out more about how our expert consultants can help you find your next role, please visit our website. 

Your next job in… Manufacturing Sales

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The global economic slowdown, along with the rising energy and materials costs, has had a large effect on manufacturers, and executives have needed to introduce smart growth strategies to aid recovery. A strong sales team with a robust business development plan are vital to these plans.
Demands for export have played a key role in the recovery of manufacturing. Exports to non-EU countries hit record levels in October 2011 and have remained strong. The value of exports to Brazil, Russia, India and China has increased by 150% in the last five years.
Companies are looking for salespeople with existing accounts in order to leverage these relationships, with key account managers remaining a prime target. The ability to win new customers is highly important, and specialist sector knowledge within specific accounts is also highly valued.
Are you a manufacturing expert with a well-connected customer base? To find out how our expert consultants can help you to find your next job, please visit our website. 

Can you succeed in business development?

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The ability to manage accounts is valuable. It is important to be able to keep existing clients happy and to ensure that you do not lose them to your competitors. However, while account management is a valuable skill, the ability to generate new business is much more beneficial to a company, if you have the required qualities to succeed.
Generating new business is a much tougher skill and requires more dedication. To be successful, you have to be willing to put in long hours and make a lot of cold calls. You need to ensure you constantly have new contacts in the pipeline. You have to be resilient enough to cope with rejection and confident enough to continue picking up the phone.
However, if you are able to succeed in business development, the rewards are greater too. The basic salary for an account manager and business development manager of a similar experience and seniority level will be about the same. However, the average on target earnings for business development managers is around 15% higher, and in some sectors it is up to 20% higher.
While both account management and business development are valuable parts of the company, it is the latter that will contribute most to ensuring the continued growth and success within the company. For this reason, business development skills are highly sought after and generally receive a greater reward for their efforts.
Does a career in business development appeal to you?
Hays Sales UK have excellent opportunities for account managers and business development managers. To find out more about how our expert consultants can help you attract and retain top talent, please visit our website. 

Your next job in… IT & Telecoms Sales

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The past year has been an exciting one for the IT and telecoms industry, particularly due to development of the Cloud, which is helping to aid long-term growth plans in the industry. Cloud computing has been the most discussed topic in the IT sector over the last few years, and Forrester Research has predicted that by 2020 the global cloud computing market will be worth $241 billion.
The main priority for organisations at the moment is to keep ahead of technological trends and be the first to market with new solutions and products. There are a number of tempting new roles but tough competition for them, with companies looking for a mix of technical knowledge and selling ability. Within IT, cloud computing experience is in high demand, and those who have proven experience in this market and highly desirable to competitors.
Do you have strong product and industry knowledge and extensive IT or telecoms sales experience? To find out how our expert consultants can help you to find your next job, please visit our website. 

Will Salesforce’s social media plans help you?

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Salesforce.com buying Buddy Media for £449 million caused a very big reaction. The deal, set to close in October, will allow Salesforce.com customers to listen, engage, gain insight, publish, advertise and measure across Facebook, Twitter, Google+ and YouTube. The company believes that social media will be the next big driver in technology sales. They hope that this purchase, along with the earlier acquisition of Radian 6,  will benefit the whole sales and marketing team, from the CMO who realises they need to invest in this area to the sales rep who understands the importance of staying in touch and finding out more about their clients.
 Buddy Media provides a range of tools to allow companies to engage in social media, most notably ProfileBuddy, which allows users to create and deploy custom, local content on social networks via standardised brand templates and ConversationBuddy, to manage social media conversations. The products aim to provide great control and better ROI, as well as the ability to engage with customers more regularly online. The shift in Salesforce’s approach reflects a wider trend in sales: that companies need to show that they are listening to their current and potential customers, rather than just talking at them.
Do you currently use social media as part of your sales approach? What impact do you think this could have on your sales team?
Hays Sales UK are experts in all areas of sales recruitment. To find out more about how our expert consultants can help you find your next role, please visit our website. 

Your next job in… Construction Sales

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Many companies remain cautious following the recession, which has led to many restructures and business plans being changed. However, the introduction of the government’s New Build Indemnity Scheme in November 2011 has delivered a significant increase in housing supply and access to affordable mortgages for those without large savings who wish to purchase a new home. Many major house builders are included in this scheme, which will result in increasing levels of new housing being built.
Organisations are trading out of the recession and are looking to diversify by attracting astute and commercial professionals that can help them break into markets where they have little experience. European and International business development professionals are particularly in demand, as they can help businesses expand or break into the European market. People who show the ability to sell a solution, have vast experience and successful wins in various sectors will command the best salaries and packages.
Can you succeed in the current construction market? To find out how our expert consultants can help you to find your next job, please visit our website.

How to retain the top sales talent

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A recent survey by The Revenue Accelerator provides some interesting insight from over 500 sales management executives and business leaders into how companies can improve their onboarding process to retain the top sales talent and make the most of their sales team.
They key findings of the report were:
  • 82% of respondents were not satisfied with how long it takes their new people to get up to speed.
  • Salespeople who work for employers with a satisfactory onboarding process get up to speed 34% faster than those working for companies who were less satisfied with their onboarding process.
  • Executives reporting the greatest satisfaction and greatest success with their onboarding process have longer and more structured onboarding periods.

The most striking finding from the report is that the most satisfied respondents averaged 251 days for their new salesperson to perform at the same level as a tenured one while least satisfied respondents averaged 381 days to achieve the same performance. This means that companies with a satisfactory onboarding process are receiving value from their new hires up to four months earlier than those who with an unsatisfactory onboarding process. By not adequately preparing their salespeople, many companies are missing out on potential revenue and are experiencing higher turnover in their sales team than is necessary.
How satisfied are you with your company’s onboarding process?
Hays Sales UK are experts in all areas of sales recruitment. To find out more about how our expert consultants can help you attract and retain top talent, please visit our website. 

Your next job in… Energy, Oil & Gas Sales

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The UK offshore oil and gas industry is an established provider of energy, employment, investment, exports and tax revenues for the UK economy.  However, the market is facing a number of challenges at the moment, with questions over the safety of drilling and strict regulations regarding the impact on the environment, as well as rising costs in a difficult economic situation. Furthermore, the Petroleum Industry Association has reported that British regulations are now the toughest in Europe and could be costing British refiners £1 billion per year.
These challenges have led to a high demand for the best salespeople, with knowledge in highly niche sectors and a solid and stable work history, who can help companies succeed despite these challenges. In this market, experience and qualifications are extremely highly valued by companies. As a result, a premium is being paid to professionals who have a high level of technical expertise. Having a network of contacts within an organisation’s target market is also highly sought-after. The current lack of skilled professionals is also helping to boost the value of those who do have the required skills in niche areas.
Are you highly experienced in oil and gas sales with a strong network of contacts? To find out how our expert consultants can help you to find your next job, please visit our website.

Which companies offer the best commission?

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Forbes recently released a report into the best companies for commission-based jobs, based on research carried out by Glassdoor.com. The results below show the average annual sales commissions professionals at these companies can receive, in addition to their base salaries:
1. Oracle: $77,362 (£49,445)
2. Cisco Systems: $74,823 (£47,825)
3. Thomson Reuters: $65,273 (£41,721)
4. EMC: $56,986(£36,424)
 5. CareerBuilder: $52,690 (£33,677)
 6. IBM: $51,929 (£33,190)
7. Hewlett-Packard: $51,689 (£33,036)
8. Edward Jones: $45,781 (£29,260)
9. Microsoft: $44,883 (£28,692)
10. ADP: $41,128 (£41,128)
Unsurprisingly, a large number of the companies are from the IT industry. The rapid innovations in the industry have led to large rewards for salespeople who are able to quickly understand the new technology and are effectively able to persuade clients of its value. As Forbes points out, this commission is not guaranteed and there will be a number of factors involved in this, including industry, position, company, location and how good you are at your job. But for successful IT salespeople, there is the potential for very large rewards.
Are you happy with the commission you receive? If you think you could be earning more in a new job, please visit our website to get in touch with our expert consultants who can help you find the perfect role.

Your next job in… FMCG Sales

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There have been mixed results in the FMCG market over the last few months. Confidence is returning in some areas, with Proctor & Gamble confident enough to fund an estimated £3 million investment in youth sports initiatives. However, there have also been disappointments, such as Tesco’s low trading figures following the ‘Big Price Drop’. This has led to a highly competitive job market, but one that still offers huge opportunities for talented professionals.
The main requirement for FMCG salespeople at the moment is to demonstrate how they can deliver revenue to the bottom line, identify profitable partnerships and consistently exceed targets. Companies need talented professionals who can cultivate relationships with key buyers and generate new revenue streams. Following the recession, companies know there are a number of available salespeople and are willing to wait until they find the best candidate for the role.
However, when they do find the right person, they are willing to tempt them away from competitors by offering guaranteed bonuses and increased benefits packages, as they recognise the importance of these people in the current market. Companies are aware that the best salespeople are often those who are happy in their current position and not actively looking for a new role, meaning they are willing to offer generous packages to attract them.
Can you succeed in the current FMCG market? To find out how our expert consultants can help you to find your next job, please visit our website.

How much is a salesperson really worth?

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How should the value of a salesperson be judged? It is easy enough to work out how much money a salesperson brings in, how much of that is profit, etc. However, while monetary value is of course extremely important, salespeople also carry out a number of other activities that can add value to a business, but that do not have a tangible value. By only considering “bottom line results”, companies may be underestimating how much value their salespeople are adding.
This is particularly the case when salespeople end up dealing with other aspects of account management that are not directly related to sales. As the main contact with a client, they may end up being the person who has to apologise when a delivery does not arrive or chase for payment which is overdue. This takes time away from the salesperson’s main focus and can also hinder their attempts to make future sales. However, if they are a good salesperson who has worked to deliver a strong relationship with the client, they will be able to resolve these client issues and ensure the client continues to spend. Particularly since the rise of the internet and in particular social media, where a client can share a bad experience with thousands of people in seconds, the service delivered by the salesperson in these circumstances has much greater value than just the figure on the invoice.
Hays Sales understands the value of salespeople to a company and the importance of finding the right fit. If you feel your current employer doesn’t value your contribution, or if you are looking for your next brilliant salesperson, please visit the Hays Sales website and get in touch with us. 

Are vendors delivering what VARs want?

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David Bromwich, Specialist in IT & Telecommunications Sales at Hays, shares his thoughts on the result of the 2012 ‘What Channels Need To Succeed’ Survey by The Channel Partnership. An expert in all aspects of the IT & Telecommunications sales markets, he would be happy to hear from anyone interested in this post by email or on LinkedIn. 
The 2012 ‘What Channels Need To Succeed’ Survey asked 250 participants, working across a mix of managerial and front-line sales roles in the technology and telecoms industries, a range of questions regarding their relationships with vendors and how these could be improved. There are some interesting findings in the results, which suggest that while most VARs are relatively happy with their vendors, there is some clear room for improvement in a number of areas, often reflecting changes in the approach to sales more widely.
A key trend that appears in the results is a desire to have a greater understanding of the commercial value of both the products offered by vendors and the insights trends surrounding the product, including market trends, competitor activity and customer needs. Training on products and technology were seen as the most highly valued support features from vendors (51.2%), with training on skills and competencies following closely (46.4%). Commercial insight and more training were both seen as having a high impact on increasing sales, beaten only by brand awareness.
Furthermore, lack of effective training on products and services was frequently listed as a frustration (22.6%). This shows the importance of training for VARS and suggests that, while a number of vendors are providing this support, there is still room for improvement. This is further highlighted by the fact that 52.4% of participants rated their vendor’s support as good and 35.7% rated it as satisfactory, with only 8% rating it as excellent. While the majority of vendors are not performing badly, it does appear that there is plenty of room for improvement.
These results are not surprising, considering the wider changes that have taken place in the sales industry recently. The end user now has much greater access to the features and pricing on products than was previously available. They do not need salespeople who will only reel off a list of features before launching into price negotiations. As part of the wider culture of solutions selling, VARs need to be able to explain how the product will make life easier for the end user and the value it will bring to them. Vendors need to support VARs in this.
What more could vendors do to support VARs in the changing marketplace?

How do you deal with these common objections to outsourcing?

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Jonathan Davies, Specialist in IT Outsourcing Sales at Hays, shares his thoughts on for common objections an outsourcing salesperson may face. An expert in all aspects of the IT outsourcing sales markets, he would be happy to hear from anyone interested in this post by email or on LinkedIn.
According to a study conducted by PerDM, outsourcing is currently a growing trend as companies look at ways to cut costs. However, despite the current popularity of outsourcing companies, it is important for salespeople to be aware of potential objections they may face and think about how to deal with them. By thinking about objections a client may raise, you can plan and prepare for how you will deal with them, which may make the difference between winning and losing a sale.
Below are 10 common objections that a client may raise regarding outsourcing:
1. “We’re worried about additional costs that might come up.”
2. “You won’t be able to dedicate enough time to us.”
3. “An internal person would be more familiar with our network and systems.”
4. “We won’t be able to build up a good relationship with an external engineer.”
5. “We’re worried about security risks.”
6. “If something goes wrong, our workers will be unproductive until you have time to resolve it.”
7. “Will you prioritise clients who pay more over us?”
8. “We don’t want to harm morale in other departments.”
9. “We’re worried this will disrupt continuity in our internal processes.”
10. “We don’t want to lose control over the workings of our company.”

Which of these are the biggest objections to your service? How would you respond to them?

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