The Apprentice Week 1, ‘Fish Food’- Business Lessons Learnt

Last night saw the return of the hit BBC program ‘The Apprentice’ starring business guru Lord Alan Sugar on his search to find a new business partner. The first episode entailed the 18 candidates selling seafood products across London with ingredients sourced from Billingsgate fish market. Team Versatile in blue, led by Selena, opted to sell budget calamari and fishcakes to the general public.

On the other side, Team Connectus in yellow, headed up by food blogger April, made an expensive tuna nicoise salad and high quality fishcakes to sell to high-flying business people across the city. As per usual, some of the lines from the candidates were comic such as Joseph Valente describing himself as “the ultimate persuader of women” and the “godfather of business”, unsurprisingly this series’ applicants seems to have as many odd-balls as ever. Here are the biggest business mistakes the teams made in episode 1:

The Calamari Disaster

The biggest head-in-hands moment of this week’s episode has to go to Team Versatile getting the storage temperature of the calamari wrong. For calamari to be fit to be sold and eaten it needs to be stored at around 2°C, not the 15°C which the team in blue left it in for the majority of the day. To make matters worse, the team were aware of this before they left for the day and vowed to keep it under control! Unsurprisingly the seafood spoiled and the team had to throw away half of their stock; you would have thought if you had researched how to store calamari you would at least stick to the rules. Despite this, Team Versatile made a decent profit of £200 and managed to win the task. This begs the question of what the other team could have possibly done to perform worse and make a lower profit…

Where Was The Negotiation?

One of the biggest mistakes that Team Connectus made was buying from the first fish stall they came across at Billingsgate fish market, without negotiating. This is one of the oldest lessons in business, you have to shop-around a bit before you commit to buying a product- without doubt there would have been a cheaper source of tuna at the market, which Karren Brady picked up on. On top of this, the team failed to negotiate at all going with the first price that the vendor offered. Due to this Team Connectus had significantly higher costs than their rivals, a factor in their loss of the task.   

Failure to Adapt 

Perhaps the biggest mistake that the losing team made was not spotting that their fishcakes were going to be too large. Team Connectus set a target of making 300 fishcakes to sell from their cod, yet only managed to put together a measly 89. The person at fault for this was undoubtedly the chef for the day Brett, who was too worried with meeting the specification of the fishcake recipe rather than acting pragmatically. This is a case of where not adapting to potential issues can cause major business failure and is the key reason why the team only managed a disastrous profit of £1.87!

Lord Sugar was on his usual form as ever, shutting down Mergim’s waffle by asking him “where he was going” and “what his point was”. Our previous blog on the benefits of working for Lord Sugar might interest you, which is available here. The Apprentice is on again tonight on BBC1 at 9pm for the second episode where the candidates will have to create a new brand of shampoo.   

The Impact of Technology on the Sales Industry- Social Selling

The development of technology through time has brought many changes to the sales industry. Whether you are looking at the past decade or even longer than that, new inventions will and were always going to change how people sell their products and services. Take the invention of modern transport for example, the car brought the introduction of an outside sales team and a whole new type of sales professional. Every year a new invention changes how salespeople work and how businesses target consumers.  In more recent years however, the biggest change to the sales industry must surely have come from technology focussed around social media. I don’t think anybody can deny that we are now in a digital age, I read online recently that people now spend more time using computer technology than they spend time asleep. The rise of sites such as LinkedIn and Facebook have brought both opportunities and threats for business owners and sales professionals alike, whether you like social media tools or not they deserve to be treated with respect.

The Facts

Here at Aaron Wallis Sales Recruitment in 2014 we conducted one of the largest surveys of sales professionals ever commissioned. In relation to how sales professionals use social media for their work, the results were interesting. Our survey of 730 salespeople found that only 42% regularly and proactively use social media for lead generation. When you compare this with another statistic we found, that 47% of the sales professionals surveyed had secured sales from LinkedIn, it suggested that salespeople are missing an opportunity to increase their revenues from social media. You have to question that if social media can be used as a tool and a resource for selling, why are less than half of salespeople not using it regularly? Full details of our 2014 survey can be found here.

Hunters vs Farmers- or even Fisherman?

The old metaphor of farmer and hunter salespeople, where the hunters go out and win new business and the farmers cultivate existing business is becoming outdated in the digital age. We suggest that seeing a sales professional as a fisherman may now be more relevant. A fisherman throws ground bait in, waits for the right moment and then strikes. He needs to strike at the right time, too early or late and someone else gets the fish. The same adage can now be compared to the modern day sales

professional, they have to be looking and waiting in the right places such as LinkedIn to know when their prospects are going to bite, then striking at exactly at the right time. With social media sites it’s possible to monitor prospects to see when they are showing interest in a product or service and that is the time to strike and secure a deal.

Opportunities

In the business-to-consumer industry many sales deals are starting without initial contact from the business who is actually selling the product or service. Businesses are doing their own research online and starting the selling process without you, because of this it’s crucial that your company is visible online and can be found. If you want to have your businesses products or services bought you have to be on the radar in the first place. Further to this, decision makers are reviewing companies or individuals credentials on sites such as LinkedIn before doing business with them, so whether you are reading this from a viewpoint of a sales professional or a business owner it’s vital to keep with the times and the digital age.   

What Not to Include on Your CV- Funny CV Mistakes

Here at Aaron Wallis we see hundreds of CV’s every day and you’d be surprised some of the mistakes people make when they are applying for jobs. Some of the things that people choose to include can be an instant turn-off to employers and really can be the difference between getting a role and not. Here are common mistakes that people make and some funny examples we’ve seen:

Hobbies and Interests

A lot of our recruitment consultants would say that the place where people most often make mistakes is the hobbies and interests part of a CV. It’s easy to put across the wrong impression to an employer when describing what you do in your spare time. Saying you enjoy time socialising with your friends, playing darts and doing quizzes might sound like an innocent gesture but really it makes you sound like you spend all your time at the pub. Think carefully about what you put! A good tip is to tailor this part of your CV for each role, if the job requires leadership qualities maybe mention that time you were captain of a sports team or something similar.

Too Much Information

Quite often we see examples of where candidates have gone into a little too much detail about previous employment or qualifications. For example employers probably don’t want to see your bad O level results from thirty years ago, if you’ve reached the point in your career where qualifications don’t matter it may be best to leave things like this out! Also if you’ve fallen out with your boss it might be worth leaving this out as a reason for leaving a business, try to put something a bit more constructive.

Funny Things We’ve Seen

• Listing your degree as a bachelorette degree
• Unfortunate spelling mistakes- “Throughout my career I have had sex jobs”, “I took a career break in 2003 to renovate my horse”
• Putting every word in capitals- this reads as if you have just shouted your entire career history at someone!
• Bizarre email addresses for contact information-  kingoftheworld@googlemail.com
• Inappropriate photo on your CV- a picture of you having a beer with your friends may actually be a nice photo, but it’s probably not the best thing to put on your application