This month, Leasing Life
asked a panel of recruitment experts: When the market recovers
and the job market begins to speed up again, what will companies be
looking for most when hunting for sales staff? In the meantime, how
will the recession shape the experience profiles of sales
personnel?
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Katherine Amin, New
Leaf Search:
The recession will be a thorough
testing ground for sales people, differentiating the order takers –
who will struggle as orders dry up and revenues dip – from the true
customer-centric sales consultants.
The better sales person will have qualities,
skills and processes in place to ensure survival, and maybe
demonstrate gains. Once the job market picks up, employers will
want to attract these hardened business-getters, who will offer
immediate returns on investment.
These individuals will be able to bring
revenue into the business from day one, with minimum training, not
to mention profitable and long-standing customer relationships.
Sean Toms, Robinson
Toms Recruitment:
Most sales directors at our
corporate clients seek candidates who can show stability in their
careers to date, a limited number of job moves and – most
critically of all – evidence of sustained and consistent
success.
Those candidates that can demonstrate success
with different employers, as well as different market sectors,
geographies and cultures, are particularly valued. Individuals who
can also demonstrate winning incremental business and business in
new income stream areas will be particularly valuable.
Julie Ramsay, THC
recruitment:
The recovering market will look very
different to six months ago, with many lessors having closed their
broker divisions, many brokers having closed and many others
downsized.
However, there will always be a demand for new
business generators with a track record of producing high margin
business.
We also anticipate demand for vendor
specialists with niche market skills, working with assets
possessing high residual values. We are seeing demand for
candidates with product and market knowledge in the public
sector.
Jamie Chinnock,
Commercial Finance People:
Market recovery will be slow and,
with a large number of candidates available, we envisage that
clients – particularly within generalist asset finance – will want
to cherry-pick the top performers when recovery comes.
With the world’s eye very much on sales
culture, we predict candidates with a more measured approach and
integrity will be in high demand. Ultimately, though, we do not
envisage major change in what clients will be seeking – experienced
and successful asset finance salespeople with an in-depth knowledge
of sector and products.
Miles Clarke, CBC
Recruitment Services
Many who felt secure with their
employers previously may start looking at alternative career paths
now – especially where share schemes and bonus structures are no
longer tying them to employers.
It is a buyer’s market, and those with growth
or start-up plans can be explicit with their requirements. We are
noticing demand for sales leaders with a broader skill base –
showing empathy and with experience of credit, risk and
operations.
