Chris Potter

Chris Potter

Global resourcing specialists have stated that one of the main challenges that is going to come out of Brexit is the idea of the UK attracting talent. This is especially the case when it comes to the high-end digital industry and even the engineering industry as well. In these industries, the recruiters are already struggling with a huge skill shortage.

The founder of the world of BPS has urged the government to try and make sure that the UK keeps on having access to skilled professionals, especially in the sectors where there are skill shortages already. Of course, recruits are showing various signs of being aware of the competitive forces that are now in play. Research shows that 48% of jobseekers are now more concerned about finding a job than when compared to the period before the referendum too place.

A lot of people have stated that this year is going to be a huge year for the UK and the economy in general. The decisions that the Government have to make will certainly affect our own ability to attract talent while also supporting our need to grow in the future. Of course, people aren't going to come to the UK if they suspect that they are going to have to leave in two years, and this may well hurt diminish the talent pool available for field sales jobs.

That being said, after Brexit has gone through, things might happen differently and things may change, but for now, things aren't looking good. The UK job market is already suffering. Job experts are continually trying to predict what is going to happen and why based on the Brexit statistics, but unfortunately nobody has a crystal ball, so we might all just need to wait and see.

Thursday, 23 November 2017 13:33

Retailers braced For Christmas sales fall

Christmas spending is expected to fall this year for the first time. In real terms it is expected to drop by 0.1% after inflation has been accounted for. High street stores are going to come under a lot of pressure. Retail analysts Shore Capital have stated that spending growth is now tougher that ever during this festive period, with growth seriously in danger of flat lining. They say this is not yet a disaster, but there are things that need to be done in order to try and keep stores functioning. Of course, there are other people who are predicting a depression, stating that spending decline is likely to be worse than what it was 18 months ago when the EU referendum took place.

Richard Lim, Chief Executive of a prominent research company, has warned that the effect of both rising costs and lower consumer spending could in fact be the future, and that it could even put some firms at risk of survival. In the short term, retailers can respond by passing on costs while also closing stores that are unprofitable. They can also help themselves by reducing capital expenditure. But this isn't a long term solution. The BRC have also urged the government to try and freeze the planned business rates rise in the Autumn budget to try and alleviate some of the pressure retailers are facing.

Of course, when you look at the bigger picture you will also find that the Christmas rush will also come into play for some retail stores, potentially helping them to survive over the remaining periods of the year. However the only way to find out if this is going to happen or not is to wait to see if the predictions regarding the Christmas cash crash come true. Those who work in field sales consultancy focussed on brands selling into or through retail chains should be aware.

A lot of purchases in the UK are probably going to be made online on Black Friday, or spread across the weeks immediately before and after this no longer 'one-day' event.

However, big bargains are not going to be as common as in previous years. because rising inflation and increasing costs mean that retails are not going to be able to offer the deals they want. Companies are finding it harder than ever to deliver when it comes to price cuts and this is because the inflation has crippled the value of the pound as the result of the Brexit vote.

If you work in field sales consultancy then you'll understand how important it is to keep track of what sales figures over this period might tell us about the bigger picture and what might be to come.

In stores in particular, experts have warned that the deals won't be as exciting as they usually are. Bargain fever does seem less when compared to earlier years, because a lot of the deals will only be offered online where the cost to serve the customer is less.

Asda don't have any special deals on within their stores at all. Which will come as a disappointment to many shoppers as they have been known for hosting deals in the past that have really managed to catch the interest of shoppers up and down the country.

It is also predicted that in-store sales of electrical goods and products will be most likely to be affected, as these are usually the deals which have the biggest online only discounts. The fashion market has been through a tough October because of the warm weather, and unfortunately this is also one sector that doesn't tend to perform well during Black Friday events either.

Of course, only time will tell as to whether or not moving deals from in-store to on-line will have an impact on retailers fortunes, or on the field sales teams who serve them.

According to Alexander Mann solutions, the introduction of the Apprenticeship Levy is probably is also going to give employers the chance to recruit and develop talent from a wide range of backgrounds, boosting social mobility. When you look at other research you will find it also supports the same view. In fact, 71% of employers believe that the Levy will create a new route into the workplace that will supplement or even rival the graduate intake.

Not only will the new Apprenticeships give employers the chance to target different audiences from a much wider pool of talent, they will also enable employers to provide opportunities that will rival more traditional forms of study. Degree level apprenticeships will enable individuals to train for years with a very good salary throughout the process. This will make degree level qualifications available to a huge range of people who might have previously been excluded.

So one major consequence of the Levy will be that it should redefine what is meant by the term 'apprentice'. This new breed of apprentice could really overtake the idea of spending three years at a university or even at a school. This is especially the point when you consider that people spent three years at a time going down the apprenticeship route are often way more work ready when compared to those who just go to university. This is very beneficial to those employers who want a workforce that is ready to get stuck in as opposed to a workforce who has just come out of training and therefore are not experienced when it comes to the world of work. The first sales apprenticeships are on the horizon, so this is definitely something to keep in mind when the time comes for you to look into a career in field sales jobs.

Of course, when you take a look at the introduction of the Apprenticeship Levy you will also find that not only has encouraged employers to review strategies they use to attract and recruit new talent, it also brings opportunities to develop the talent they already have. Apprenticeships are now available to existing employees of any age, regardless of their level of existing qualification. So if you're already in a field sales role they might be coming your way too!

If you want to improve your chances of succeeding at sales, or if you'd like to find out how to get the best result out of your field sales activities, here are three traits you need to embody:

Conscientiousness

A report was published in 1993 by the American Psychological Association which found that the most successful people in sales were highly conscientious. This implies they have a desire to do a task well and take their obligations seriously. Conscientious people are careful and vigilant, and have a very high level of pride in their work. They are organised and they are efficient as well. If you are not efficient and if you are not organised, then you can't hope to achieve the most out of what you do.

Respect

A lot of people believe that some of the top sales reps in the world believe that their customer's time should be respected. You have to do everything you can to make sure that you treat your customers as if they are gold. Part of doing this is to make sure that you schedule time for effective preparation. That way, the time you spend with customers will be efficient and effective, and your customers will thank you for not wasting this precious resource. This is especially crucial if you work in field sales jobs where often the people you'll meet have a lot of other pressing matters fighting for their time and attention.

Initiative

Sales representatives don't wait for orders to come to their door - they go out and they get them. They take matters into their own hands and actively seek out, initiate and lead sales conversations. You may not feel that marketing is part of your role, but it is your job to ensure that prospective customers spend time considering how your product or service could be of use. Often, it's only when marketing messages are personalised to the customer, helping them to understand the unique benefits that your product or service will provide, that they'll make the decision to buy. So don't assume that if they've seen the marketing material and have dismissed it that they're not interested. Get out there and help your customers to recognise what they might have been missing.

Opportunities give you the chance to do something with your life. If you recognise them when they arrive, they open up brand new possibilities and ways for you to move forward. It doesn't matter whether you already work in field sales jobs or whether you're looking for your first job in this space, the opportunities are out there is you look for them.

Go Out There and Get It

The best way to find opportunity is to be out there and actively looking for one. This may seem obvious, but there are so many people out there who moan they never get an opportunity to progress when the truth is they're simply not looking! They wouldn't see an opportunity if it was put right in front of them. For this reason, you not only need to keep your eyes and ears open for opportunities that come your way, you also to get out and actively search for them.

Read and Research

Knowledge is power, but you won't find any new opportunities if you don't have the knowledge needed to recognise them. Search the job sites, follow relevant companies on Twitter and Linkedin, for that matter follow key people within those companies too – seek out their Field Sales Managers, Recruitment Managers, Sales Directors, even Managing Directors and follow (not 'friend request') them so you'll get to see what they're posting. Heck, why not look at who they're following too!

You Have to Push Yourself

For some people seeking out opportunities is out of their comfort zone. If this is the case for you then it's all about finding what will motivate you. Maybe you need decide if living with your parents is working for you or whether you need to find a job that will let you move on and move out. Maybe you need to chase the lifestyle you want in another part of the country and so need to find a job which will take you there. Maybe you need to find a way to get out of the office, to meet new people on a daily basis and have a job which is socially rewarding - which many sales jobs can be if you look at them in the right way! Either way, you need to force yourself to go out there and get what you really want.

Of course, at the end of the day, it is up to you if you want to go for it. You need to make sure you are out there looking for opportunities in the right places. But you also need to make sure that when you spot them you're doing something about it, making the effort to go that extra mile as well.

More and more people in field sales jobs or roles are now starting to take ownership of lead generation processes which have traditionally been the preserve of the marketing team.

Lead generation isn't easy, but you can't grow your business without it. If you want to make the most out of your lead generation however, then you need to do everything you can to get the best result from the time you invest. For most people, the quickest and easiest place to start is by writing an insightful blog or other form of written content, and then post it out there for the world to find and (hopefully) react to. If you'd like to give it a go, here are some tips:

1. Produce Great Content
Content is the most important part of your lead generation plan. Your content needs to be relevant and effective if you want to reach the right audience. Once you know who to target you can then start to create even more engaging content, including videos and graphics.

2. Distribute your Content Evenly
Your content will go to waste if you haven't got a good strategy in place. As well as making make sure that you are relevant to the right audience, you need to do everything you can to ensure you are reaching the right people through the right social networks.

3. Be Mobile-Friendly
Once your content brings visitors to your site, you then need to convert them. You need to optimise your entire site so that that it displays correctly on a smaller screen. Don't forget any embedded content or online forms work via mobile too – especially contact us forms!

4. Track your Data
The next thing you need to do is track all of your data. You need to use the insights to boost your conversion rate, ensuring more people who read your content or visit your site actively engage in a way that you can follow up the conversation.

So, as you can see, there are a couple of things that you need to think about when you decide you need to boost your sales lead generations through great content and content marketing. Why don't you follow some of these top tips today?

Friday, 29 September 2017 08:34

5 Top Ways To Boost Social Followers

Sales and marketing are tightly linked disciplines. Some would say they are so tightly linked they shouldn't be separated, but in most companies the two areas are covered by different teams. However, in some areas the lines between the two are starting to blur. For example, more and more field sales team are using social media as an active part of their prospecting process.

So, if you use social media and want to boost the number of followers you have, here are a few tips which might help:

1. Social Media Contests
The first thing that you can do is host a contest. People love to win free stuff and this also encourages those who are not involved with your page to get involved.

2. Email Subscribers
Email subscribers are 3 times more likely to share your content on websites such as Facebook and even Twitter. Your leads are your fans and they really do want to get engaged in your list. They are there to help and support you so in your email newsletters, give them a link to your social media page.

3. Leverage the Influencers
When you influence your online presence, you can then go on to build a relationship with the industry experts. A great way for you to do this is engage in their content. You can also tag them in posts. They'll notice you eventually and will do the same for you.

4. Use Relevant Keywords
You can also optimise the profile that you have by adding keywords and anything else you need. You can improve the visibility that you have as well, so work out your keywords and use them to your advantage.

5. Quality Content is Always a Winner
Great content is the secret to success. It gives you the chance to solve problems and it is also a great way for you to inspire your followers. In fact, compelling content is the best way for you to connect with your audience and you would be surprised at how helpful it can be to you and your business or even if you work in field sales jobs.

Facebook, Twitter, Instagram, LinkedIn and more are all great platforms that have changed the way that we keep up with the world as we know it. These platforms are used to communicate and they are also used so we can build and maintain personal relationships with brands. This can help you if you work in field sales jobs and it can also help you if you are looking to build your own business, as a new educational start-up 'The Life Currency' found out. While friends can be a great way for you to find the emotional support you need when starting a new business, at the end of the day you will need to find professionals who have the skills you need, and if you change your perspective about the hiring process social media can really help.

To the average person, social media will probably consist of various mediums that help you to keep in touch with your family, your friends and more. When you look at these platforms you'll find that they provide you with information about your friend's day to day life. But for a business owner these networks can be so much more. For them, when used correctly, social media can provide access to seasoned experts who have dozens of skills that could prove to be very beneficial.

When building a business presence on social media it's very important that the aesthetic of your brand matches the audience you are speaking to. To see how other companies do it start with a simple search on one of the popular search engines, from there you can easily find a list of websites from companies operating in a similar space to you, and on each website you'll usually find a link to their social media pages. See how well they present themselves on those channels according, and how well it matches their brand image. Would you want to work for one of those companies?

If you're a job seeker try the reverse. Log out of all of your social media accounts, then search for your social media profile via a search engine. Once you've found the 'public' view of your profile (the one that anyone could see without being connected to you via social media), consider whether you're giving off a good impression to potential employers. Remember, if you're already connected to a brand via social media they may well see much more information than is visible on your public profile too!

The global economy really is focussed on growth and more and more companies are investing in field sales jobs. However, it is also important to ensure any growth is sustainable and there are a huge range of risks to tackle. The question of how to do achieve this was put to the experts. The result? This very insightful video by Guy Miller who is the Chief Marketing Strategist at Zurich and the Dr Angus Armstrong who is the director of the ESRC Rebuilding network. In the video, they reveal their views on why the economic risks of debt and even automation are impacting heavily on the business world as we know it. They also discuss the solutions companies are looking at to try and mitigate these risks to ensure any growth they create is truly sustainable.

You can also find out why cooperation between Governments, corporations and their customers is key to success. Understanding cooperation is highly important if you want to take a position in field sales jobs. The insight that sales teams provide is one of the many reasons why companies continue to trust information that comes in from their sales teams when they are trying to make business decisions.

At the end of the day, risks are becoming more and more common but sometimes you have to take risks in order to access rewards and that is why people continue to trust in the experts for advice.

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