Labor Market: It’s All About Sales
March 3, 2014
Sales managers are still among the most sought-after employees on the labor market, irrespective of the industry involved. Why? Because a sales manager’s skills have a direct impact on a company’s performance.
Although many people still believe that to be a good salesman or manager you have to be born one, there are certain traits that are vital for such a job, over and above natural charisma. Among these traits is flexibility and the ability to make decisions quickly, innovate, find solutions that directly address customer needs, develop new types of sale and motivate workers, both in times of prosperity and in crisis. A crisis is a time when a sales manager’s skills are put to the test. Only the best are able to maintain a high level of sales in difficult times.
Many companies looking for sales staff attach importance to whether or not the candidate is familiar with the industry. My experience is that companies that expect results quickly tend to employ industry insiders who are able to transfer their experience and contacts to the new firm. But as a firm specializing in recruiting managers, we are increasingly seeing a completely different approach, with companies looking for outsiders to fill key posts, people who have the courage to carry out the tasks that managers “constrained” by their knowledge of the sector would never undertake. Such a fresh and unbiased look at sales processes can be valuable in and of itself, something that some companies consistently and successfully exploit to enhance their competitive edge over other market players. It turns out that unconventional solutions proposed by industry outsiders can drive the company forward.
But support from the management board is needed for new solutions to be put into practice. This, in turn, depends on the position of the sales manager in the company. The position of sales manager has strengthened in the wake of the recent crisis, when the effectiveness of the sales team often determined whether a company survived on the market or not. There are more and more sales managers on management boards, which has a direct impact on the development of the companies. I believe that the times of thinking in terms of production are over. Today, the key issue is selling the product. Consequently, talented sales managers are now and will continue to be among the most sought-after employees.
Western Region Director
Bigram SA Personnel Consulting