Thursday 26 February 2015

Now that we all interact with each other in different ways, thanks to technology, what new qualities should you look for when recruiting sales staff?

My kind of salesman, my kind of sales job

One of my favourite episodes of my all-time favourite comedy show, Dad's Army, was the one in which Captain Mainwairing's "twin" brother shows up to discredit his bank manager sibling by claiming that he had stolen a watch left to him by their deceased father.

When asked by one of the soldiers, what he did for a living, the somewhat sozzled brother replied that he was a salesman - actually what he said was that he "travelled in novelties," (meaning that he sold jokes and cheap toys), and then produced a few joke-shop tricks to show to the men in the regiment.

Although by today's standards, swigging from a hip flask, dressed in a flamboyant but slightly unkempt way and visiting his customers almost as if it was a social occasion and not a business appointment would be strictly non-acceptable behaviour for a sales person, in those days, it wasn't.

I'm not suggesting that people tolerated drunkenness in the workplace of course, the character was exaggerated for comedy effect, but the underlying point stands. Field sales jobs were almost entirely a male territory and salespeople were expected to be personalities, taking clients to lunches that lasted most of the afternoon and doing deals on the shake of a hand and without a shred of due diligence or a credit check in sight.

Product knowledge was important but not in an obsessive way, the social skills of a salesperson outweighed the product knowledge in terms of importance, by a long chalk.

The saying, "people buy people" was certainly true then, as it is now, but for different reasons.

So, back to the point - what qualities do you need to look for in a candidate when recruiting a salesperson to fill one of your sales jobs and how do they differ from just a few years ago let alone from the days when Captain Mainwairing and his army of geriatric heroes saved us all from the threat of the Hun?

It's time to be sociable - again

The answer, I would suggest, is not so great as you might think. Thanks to technology, we've learned to be sociable again, but in a totally different way and the line between personal interaction with friends and with business associates has been blurred. It can all be blamed on Social Media - Facebook, Twitter, Google+, YouTube and, of course, LinkedIn.

Many of us reveal a lot more about ourselves than we realise when we take part in social media exchanges. We know much more about our customers before we contact them, or call on them, because they voluntarily make that information available on their websites and on social media sites.

A canny salesperson, who knows how to use and manipulate LinkedIn Groups and to deep-dive into the demographic data on Facebook and Twitter, is at a distinct advantage when picking up the telephone to speak to those prospective clients.

If he or she has access to a carefully maintained CRM and prospect database then a much greater depth of knowledge can be gained about the person he or she is going to interact with in the hope of landing some business.

Not only that, but there are so many more ways of interacting with those people than there ever were before. Mainwairing's brother packed his whole business into a kit bag and carted it around with him. Now, that is rarely necessary - in most sales jobs a few videos and a slide deck and the job is done.

More to think about when recruiting for sales jobs

So now we should be thinking in terms of recruiting sales staff who have a good understanding of how their customers and prospective customers tick by way of their understanding of how social media ticks.

Nowadays, the winners are the ones who can pick up on a Tweet that indicates someone may be in the market for your product or service, or intercept and interact with a conversation about your product or others like it in a LinkedIn thread or a Facebook post. Wherever this "Buzz", as it is called, its taking place your sales staff should be aware of it and interacting with it, creating opportunities, creating sales.

So at your next sales recruitment interview, along with all the "usual" questions, remember to ask a few to establish how at home the candidate is with the art of being sociable and interacting with people, online and off.

Specialist sales recruitment agencies like Aaron Wallis will provide you with all the right questions to ask when recruiting sales staff, having already screened the candidates to include only those with genuine potential to add value to your business. Contact us today and discuss the sales jobs you may with to recruit for - we're always happy to help.







                                                                                                                                                                                   

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.




Tuesday 10 February 2015

Interview Nightmares: From Common Mistakes to the Very, Very Strange....


As a Recruiter we get feedback from interviews on a daily basis, in many cases you get some very interesting comments and stories, with the occasional strange ones. I thought it would be a good idea to share some of the interview nightmares that candidates can get themselves into.

Candidate Interview Nightmares:

Body Odour – It doesn't happen too often but I have had clients mention a candidate’s hygiene in their feedback.  If people can smell you before they see you then you are not getting the job!

Not knowing the Job Role – There can be no excuse for not reading the interview preparation and job specification prior to attending the interview; one candidate described a completely different position when asked what makes them right for the role.

Looking at your Mobile Phone – Mobile phones have no place in a job interview, it’s inappropriate and very rude to acknowledge your mobile phone whilst speaking to someone directly, let alone in an interview where you are being critiqued from the first second.

Smelling of Cigarettes – This is a popular comment among clients as a lot of smokers tend to have a cigarette prior to an interview to calm their nerves; this is totally acceptable to do so as long as you have given yourself plenty of time to freshen up afterwards. It can be a very off-putting for the interviewer who may not smoke themselves.

Drinking prior to an interview – everyone likes a little Dutch courage when their nervous and of course an interview can certainly be that but know where to draw the line.  

Inappropriately Dressed – When you dress for interview it is imperative you turn up looking professional and polished. We once had a client tell us of a candidate that turned up wearing a woolly hat.

Weird and Very Inappropriate - All of the above should be basics to understand when you’re going into a job interview but happen more than you would think, however they don’t come close to the following Interview Nightmares.

We had a candidate ask one of our clients out on a date which didn't go down too well as the client was happily married.

Even stranger than that was a candidate trying to switch the process around and ask the client why they should hire him and having been told at the end it would  not be going any further, proceeding to tell the client that the company were not a good fit for him.

And Finally….

Although most interview nightmares are candidate led, we do come across the occasional feedback regarding a client’s odd behaviour.

We had one recent example of an employer interviewing a candidate with their feet on the desk and texting on their phone whilst the candidate presented to them!  It came across as completely disrespectful and of course put the candidate off working for the company.


Written by Liam Oakes
Liam is the Sales Recruitment Manager at Aaron Wallis and has been with the company for 4 years after having a career with the RAF; Liam has helped hundreds of Sales Professionals secure a new Sales role and ensures that Aaron Wallis runs smoothly.