Showing posts with label sales recruitment. Show all posts
Showing posts with label sales recruitment. Show all posts

Friday, 6 March 2015

What are the bad habits to look out for when recruiting salespeople? - and how a specialist sales recruitment agency can help.


The fact is, we all have bad habits! Yes, even me, and probably you too. 

The habits I’m referring to are things we do in our professional lives in order to make the day go faster, easier and involve less work. So what are the bad habits to look out for when you have a sales job available and you are recruiting sales staff?

Administration

Lots of salespeople dislike administration. They tend not to do it properly because it cuts into their selling time. They perceive it to be non-productive so they avoid doing it, always leaving it “until tomorrow.”
The problem is, as we all know, tomorrow never comes and the poor sales guy end up with a pile of incomplete “paperwork”, which nowadays probably doesn't involve paper at all, cluttering up his desk – and his brain.

The result? Things don’t get done, or they get done too late, colleagues are not kept up-to-date with what is going on in the salesperson’s world and things start to break up.

How to spot it at an interview – ask a question like “tell me about your typical day, how do you divide up your time?” If there's no mention of the "a" word, you might want to move onto the next candidate.

Good sales “PR”

Although salespeople frequently operate out in the field, they tend to forget that their colleagues, or at least the office-based ones, do not. Whereas a good field salesperson could, and should, be out and about when the customer has requested to see them, or when there is a good chance of catching someone, the staff that support them back in the office usually work to “normal” office hours.

If you start the day at 6am in order to get to a client for an early meeting because that’s the only time he or she could see you, which is very much the case in a lot of sales jobs, then you could be forgiven for taking a breakfast break after that meeting and then making your way into the office.

Your colleagues, however, may simply see that as “the salespeople here do as they want, turn up when they can be bothered,” being unaware of the actual facts or choosing to ignore them.

The salesperson should always ensure that at least one other person in the office knows their diary, where they are and when they have to be there – this information will percolate around the business and, as a result, colleagues will be aware of the schedule the salesperson has to keep and will think more highly of them although I wouldn't over egg that particular pudding.

How to spot it at an interview – “do you keep a diary, do you share it with colleagues?” “Is it an online diary or the old fashioned paper type?”

Is he or she a team player?

If you ask whether someone is a team player they will probably say that they are, because that's the way many organisations think that work should be structured, but are they really?

Most sales jobs actually involve a team, even if the business does not have a formal team structure.

The marketing department generates leads, the salesman follows those leads up and closes the business, probably after a demonstration by the sales support people, then the production staff, or the buyers, warehouse people and so on, all move in to play their part.

It’s almost always a team effort of one sort or another.

So, when recruiting sales staff and sitting in front of the latest candidate for your sales job, it’s important to know how he or she will fit into the overall structure of the business.

If the salesperson takes a disproportionate amount of the “credit” for the sale it can cause bad feeling and work against the interests of the business so try to nip it in the bud before it happens.

How to spot it at an interview - at an interview, spot the “Lone Rangers” by asking questions like “in your current sales job, how many people are involved in the average sale, from enquiry to delivery, and who are they, (roles, not names)?”

If the answer is “one” or “just me” then proceed with caution.

OK, I know these aren't really bad habits like some I could, but won’t, mention, but they are potential problem pits just waiting to open up and swallow up your time and resources if you are not careful.

When you need to recruit sales staff and be confident that you are talking to candidates that will really fit in with your business culture, always contact a specialist sales recruitment agency like Aaron Wallis. We can pre-screen candidates for your sales jobs and save you time today – and problems further down the line.






Monday, 23 February 2015

Recruiting Sales Staff in London – How to Stand Out in a Crowd and Attract the Best.

Finding the right people for your sales jobs in London.

Recruiting sales staff in London ought to be the same as recruiting talented individuals anywhere in the UK and, to a large extent, it is.
There are, however, some subtle differences which makes it even more important for the employer seeking to recruit sales staff in the capital to make use of the specialist services of a sales recruitment agency.

Accommodating their accommodation requirements

First of all, for those seeking sales jobs in London, there are considerations of accommodation availability and cost. With the average price of property in London being in excess of £464,000, (this does depend on your definition of London in terms of distance from the city and, of course, on the size and type of accommodation that is required), and an average one-bedroomed flat costing in excess of £1200 per month to rent, this basic human need will be a major factor for your candidates to consider and for you to bear in mind when recruiting sales staff.

Underground, Overground & the cost of congestion

Add to this, the cost of getting around and bearing in mind that, in many London locations, parking is next to impossible or prohibitively expensive, for many, public transport is the only way to get in to work and back home again.
A weekly London travelcard covering zones 1-4 would cost some £46 and this cost also has to be taken into account. Although the cost of public transport in London could be considered to be a fair deal when compared to the cost of using a private car in and around the city where congestion charges will also apply.
A good sales recruitment agency will make sure that candidates are aware of the costs of moving to London or another large city or, if they plan to commute, they will make sure that they are aware of the cost and strain of potentially long commutes.
The salary and other remuneration will of course have to reflect all of the above and those working in the capital do expect, and need, to be paid at a higher rate than elsewhere.

The home option - more viable now than ever before

If it is possible for your sales staff to work from home at least part of the time then this should be made known from the outset as many people looking for sales jobs in London will consider this to be a considerable bonus and maybe even a deciding factor.
Low-cost, high-speed Internet connections are widely available now in most parts of London and for the mobile user, 4G coverage is excellent. This situation is very different outside of the capital and the 4G roll-out is far from complete nationally but an acceptable speed for Internet connectivity should be available in most areas. I myself worked from a farmhouse in the Peak district until quite recently and, although there was little or nothing in the way of 3G, let alone 4G, there was good voice and data provision over the old fashioned cable network.

Don't underestimate the competition

Then, there is the matter of competition. There are more sales jobs available in London than anywhere else in the UK with many aspiring high-flyers thinking that they need to make the move in order to work for the bigger players and make their name in the industry they have chosen. This is especially true in Finance, Media, Marketing and Retail, with most of the major brand leaders being based in, or close to, the capital.

Many of those seeking sales jobs in London will look at hundreds, apply for dozens and get interviews for a few - it's important to ensure that they are aware of your sales recruitment activities when they are looking for a change of employer.

As an employer seeking to recruit sales staff in London your best advice is to contact a specialist sales recruitment agency such as Aaron Wallis who will only offer you potential candidates who are willing, able and in fact eager to face up to all of the challenges that working in such a sprawling, busy, overcrowded, exciting and vibrant place will throw at them.

Let Aaron Wallis introduce you to those who are seeking sales jobs in London and who fit your employee profile exactly.

Aaron Wallis - specialist sales recruitment experts finding the right people for your sales jobs in London.