Sales Executive – Elletson Publishing House
Salary: £50K OTE in first year

Do you fit the bill as an ambitious Sales Executive interested in Government projects? Since the late 1980’s Elletson Publishing has become the UK’s market leader in the delivery of publishing and marketing solutions to Government Departments throughout the UK – particularly Local Government and the NHS.

The company offers Local Authority Departments a ‘one-stop-shop’ to help them communicate with the general public. From creative designs, high quality printed publications, distribution, web design, digital media, film production, to sponsorship and advertising sales; each stage is professionally handled and customer service is highly important.

EPH is looking for ambitious sales executives who will shine in this lucrative marketplace. No previous experience of the sector is needed but the company will be looking for an organized self-starter, who can work hard and communicate well.

A comprehensive and ongoing training programme will be provided and first year potential earnings of £50k is achievable.

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Area Sales Manager – Cab Direct
Salary: £15,00 to £20,000 plus commission

This permanent Area Sales Manager role is based in the North East and the successful candidate will be working with some of the motor industry’s biggest names. The role involves selling a wide range of taxis to customers in the North East of England, so a good understanding of the taxi market would be helpful.

Cab Direct is a division of Allied Vehicles working with motor industry brands to produce a wide range of vehicles for use as taxis. Company growth means there’s now an opportunity for an outstanding sales professional who will continue to expand the business throughout the UK.

The ideal candidate will be self-motivated with excellent communication skills.
Cab Direct are looking for an excellent track record in a competitive sales environment, preferably in the car industry.

On offer is a generous uncapped commission scheme as well as a basic salary of £15,000 to £20,000 p.a. depending on experience. There’s also a company pension scheme and company vehicle.

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Telesales Consultant – London-based
Salary: £60,000 OTE

Are you hungry and goal-oriented? This telesales consultant role could be fore you. Knowledge to Action is Europe’s largest ‘Trader Training’ Company and the organistaion has recently been awarded the ‘Number 1 Education Provider’ award by World Finance 2012.

This is a fast growing international seminar company teaching private investors how to trade on the Stock and Foreign Exchange markets. On the back of recent success Knowledge to Action is now looking to recruit additional Telesales Consultant for enrolment for the European client base.

The role involves warm calling delegates who have attended one of K2A’s free Trader Training seminars’ with a view to qualifying each client, before positioning the firm and enrolling each client onto either of our Trader Training Programme

Each telesales consultant will be expected to meet specific weekly KPIs designed to ensure each consultant meets their weekly sales target.

Those applying will need to have a minimum of two years specific telesales and/or face-to-face sales experience. It will also help to have an interest in finance, trading, financial Stock/FX markets.

There is a basic salary of £12,647 per annum, with uncapped OTE of up to £60k. An additional benefit is gym membership after three months.

Click here for more information

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The conference takes place at the Ricoh Arena, Coventry on 12th October. Sales professionals will be interested to hear the views of business turnaround expert PY Gerbeau, New York Times bestselling author Larry Winget and world renowned author and speaker Allan Pease.

Pease will be exploring the issue of ‘How to be a People Magnet’ unearthing the mystery of charisma and how to get it. “There is no charisma gene; we are not born charismatic,” says Pease. “It is a learned skill. You develop it subconsciously or consciously.” He will talk about how to make lasting first impressions, how to effortlessly turn any situation to your favour, and how to “be a great conversationalist, make others feel important and become a ‘human magnet”. Pease is known internationally as ‘Mr. Body Language’ since his definitive book with that title became a multi-million bestseller and the communication bible for organisations worldwide – four decades ago.

‘The Importance of Selling in Today’s Economy’ will be a central theme of the conference, a big issue for sales professionals in the UK. Entrepreneur Phil M Jones will host a breakout session on ‘Proved ways to get in Front of the Right People’. In this session Phil will share, from his own experiences, exactly what it takes to win appointments with key decision-makers and how to stand out in a very crowded market.

The conference will be hosted by journalist Nadine Dereza and will feature two of the leading sales thought leaders in the UK, Grant Leboff and Andy Bounds.

“We are delighted with this year’s Successful Selling Line-Up, it’s our 20th anniversary so we wanted to give the sales profession our best ever conference,”said Jennie Harnaman, Events Director at the ISMM. “Where else would you be able to see an Olympian, two sales experts and three business experts from all corners of the globe? This is an event that shouldn’t be missed.”

Successful Selling will be on the 12th October 2012 at the Ricoh Arena, Coventry. Successful Selling Expo will again run alongside the conference.

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We’re officially in a double-dip recession, but the message from recruiters we talk to at Simplysalesjobs is a resounding ‘don’t give up’. Things aren’t that grim. Companies are hiring, and the smartest HR departments will be preparing for growth – that means bringing in outstanding sales professionals and being prepared for when the economy takes off again.

You know that the more persistent, confident and savvy you are when dealing with prospective employers, the more likely you’ll be to land that plum sales executive or sales manager role. So it’s time to put your well-honed selling skills to the ultimate test. To help you win in the sales job market, we’ve compiled eight tips that should remind you how powerful good sales techniques can be.

1. Keep a positive mindset

If you have opted for a career in sales, it’s pretty much a given that you will be thick-skinned and understand that rejection shouldn’t be taken personally. You also know that there are techniques and skills involved in successful selling, so try your hardest to keep thinking and behaving like a salesperson. If you stay positive in outlook and mood, you will be more likely to successfully use your communication skills, and draw on previous experience to secure the job of your dreams. Experts say that using a positive mindset can actually make you stand out from the crowd. Employers will be particularly keen to employ those who display a positive mindset who can swim rather than sink, in what’s likely to be a few more years of tough trading.

2. Research your target companies

Don’t even think about targeting a company for a sales job unless you fully understand what they do and how they work first. When you approach a company to offer your skills and talents in selling you must prove from day one that you are as good as you claim to be. That means being pitch-perfect and that means reading up on the company as extensively as you can. What does the corporate website say? Are their customer testimonials to give insights into what they do and how they are viewed by clients? How financially successful do the relevant industry news services say they are? What is their business strategy and how do you think you could help them reach their goals. Today many large companies pride themselves on their company culture, values and ‘mission statement’. So make sure know what all those are before you send an email or pick up the phone. Other areas of research not to skimp on are: the product or services being sold; the competition in the market; their international reach; their top personnel; their latest product launches or service announcements. If you arrive at an interview with plenty of relevant knowledge and are able to ask the right questions, you will really impress.

3. Be hungry

Money-motivation is an important trait in sales. Employers will expect you to be very keen to earn, and be driven by what you can get with your salary and bonuses. Don’t be afraid to appear money-motivated as selling in a recessionary climate will require this of you. Sales managers want their teams to be determined to close the sale, and so they are looking for individuals who are able to put the strategy in place, and have the hunger to do so. In sales being a good communicator is only useful if combined with money-motivation and a competitive nature, so try and show all off if you can. If you get to interview stage, make sure you have examples of how your hunger to meet targets has shaped your career to date.

4. Differentiate yourself

Once you have researched the company you’re targeting spend some time thinking about what will make you different – better – than the competition going in for sales job interviews. Are they looking for people who can sell flexibly as they adapt to a changing market? If they are opening up new international sales channels, do you have skills and experience that will be of use? Maybe they are hoping to use social media for sales leads, so can you talk about how you have successfully done this before? If you go in armed with things like this to talk about, backed up with solid examples of what you’ve already achieved, you will feel fully prepared, and be able to present yourself in a very good light.

5. Dodge the gatekeepers

When it comes to hunting for a sales job, it’s imperative to get yourself in front of the decision-makers. Just as you need to dodge the gatekeeper when selling sales and products, you must do the same when trying to speak to a sales manager or HR director. If you are scuppered at the first hurdle don’t give up! You may experience tetchy receptionists or simply not get a response when you send an email to the HR department or a careers officer. In sales, these set-backs must be overcome by persistence so do the same when trying to speak to those who might hire you. Hatch a plan to find a new means of gaining access and stick to it. There are many ways in, particularly if you are willing to keep trying over a period of time. Always remain polite and calm, and remember that every time to try is further proof of what a great sales person you are!

6. Adopt social media for networking

In today’s difficult job market it’s never been more important to effectively network with peers – online and offline. For social media to work in your favour in the sales job market you’ll need to create a great online profile with compelling messages that will get you noticed by employers and recruiters. So tidy up your Facebook page, sign up to company Twitter feeds so you know more about them, and make sure your LinkedIn profile describes your previous sales achievements clearly. If you can include some testimonials or personal recommendations about you and your work, so much the better. Video interviews are starting to be used by large companies who want to ‘meet’ individuals, so preparing your own showcase video could help get you through the door of your target company. It might be useful to make about yourself? How about a video presentation on how you envisage the travel market is evolving in the next few years?

7. Use the right body language

Having the right body language can stand you in good stead as a sales person, so make sure you don’t forget the golden rules when you’re networking or attending interviews. The basics are to maintain eye contact (but don’t stare), keep your back straight, offer a firm, confident handshake, and don’t slouch or fiddle with pens or hair. Advice from the experts is to not be over-confident though, as arrogance or the suggestion of an over-bearing personality won’t help you secure the job. Walking into an interview thinking that you’ve already got the job could be very dangerous. Often you will need to be a team player, so don’t create an identity that is too pushy or unpleasant.

8. Know that ‘no’ isn’t personal

Anyone working in sales will know that you may have to accept 20 ‘nos’ before a ‘yes’ comes along. The more times you try, the better your success rate is likely to be, and this is how you should proceed with the sales job hunt, particularly in recession-hit Britain. Set yourself goals and be mentally prepared for a fair amount of rejection. The better you are at taking the ‘nos’ the better a salesperson you will be. So rise above them and move onto your next part of the action plan. You can also ask for feedback and gain some insights into where you might be going wrong in your approach in the sales job market. Learning by your mistakes can be very powerful.

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Businesses can’t afford to make mistakes and boards realise that their human capital is the company’s most important asset. So if you’re a sales manager, how do you ensure that you pick the best people for the role – those with the skills, know-how, experience and extra ’something’ that makes them stand out? Or if you’re applying for sales roles, read on to find out some of the key questions interviewers are likely to ask.

Attracting the best talent involves taking a planned approach. To identify the best salespeople, you need to be able to identify the qualities that will make them exceptional in the role.

The Interview
Interviews are still the most important mechanism for establishing a candidate’s suitability for a role. An application can be tailored with assistance or even professional help – and anyone can put the right words to paper. It’s only when you’re sitting with the candidates and engaging with them face to face, that you can you get a true sense of their abilities. After all, they’ll be selling themselves during interview, so you’ll be able to assess how they approach a ‘prospect’ first hand.

So make the most of the interview. Don’t freestyle or ask the same corporate questions every time. Work with your existing sales managers and HR experts to build a framework of key competencies that you know your next sales star needs to possess. Against these areas you can have pre-prepared questions to use, unless natural conversation allows you to explore each competency during the interview.

Questions to Ask
Are you a self-starter and able to manage yourself? Ask them how their last two days at work looked and request a description of their activities from start to finish. From this, you’ll get a sense of their drive, enthusiasm and ability to organise, stay driven and put in good old-fashioned hard work. If they seem uncertain about what they’ve been doing, alarm bells may ring. Everyone has a forgetful moment, but a good sales person will come armed with their diary to refresh their memory about appointments and activities should their recollection fail them under interview stress.

How do you invest in your career? Ask them what their favourite sales books, gurus and learning resources are. Seek evidence that they are responsible for their own development and learning – whether getting professional development in their current role, reading the latest blogs and periodicals, or attending networking and other industry events to brush up on their skills. Look for evidence of aligned interests too that reveals a broader individual. For example, if the role focuses on B2B sales, a good salesperson will be seeking to understand the business climate as much as the product they sell, so they can have informed conversations with customers and show their in-depth, expert knowledge.

How are your presentation, negotiation and deal-closing skills? Find out how they organise presentations, what they enjoy about doing them and how effective they believe they are. This is an ideal task to set the applicant within interview to test their skills in action. Similarly, you can set a practical exercise to test their skills at negotiation and deal closing there and then.

Are you flexible? Are you creative? Find out about instances where things have gone wrong and they’ve been forced to think on their feet. Look for evidence of quick thinking, a proactive attitude and a customer-centric focus. Everyone makes mistakes – the important thing is how your next recruit will handle and respond to them.

Are you tenacious and able to bounce back from rejection? Enquire about what their biggest challenges have been and how they’ve responded to them. Analyse their body language – do they show their feelings or simply have a pre-prepared answer.

How much knowledge do you have about the techniques of your trade? Ask them about their top open-ended questions for initial contacts and the key skills in closing, negotiating and communication.

Can you be more than a just sales person? They should have a wider appreciation of their function and role within the organisation and understand that they will have a secondary role – such as team leader – as well as a sales role. Ask what the applicant currently does to contribute to their company’s success, beyond simply selling. Look for signs of someone engaged in more than just commission hunting.

Are you a leader? Look for a candidate with potential leadership skills, who will be able to develop, coach and mentor younger and less-experienced members of your team. Look for development potential – someone who can progress within your sales function and grow the business.

Are you passionate and engaging?
Try to find signs of authenticity in manner. There is nothing worse than a candidate who simply reels off pre-prepared answers. The right person will engage you with their eyes, their words and their body language. They will be able to create emotion and response in you, the interviewer, with their answers and interactions. Identify this authenticity and consider taking on staff with the raw ingredients and passion, but whose formal training and experience may be a little lacking.

It is better to have someone with the right potential to put through your own training courses and structure, rather than someone who is jaded and simply sells by numbers for the person paying their commission. You need something more: a team player who will commit to your organisation and be excited and ready to help build its success.

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As well as a great way to keep in touch with friends and family, social media also brings new choice, new opportunity and new ways of businesses keeping in touch with their customers. Every major brand now has a Twitter feed and a Facebook page, whether this is for the purposes of customer service, brand awareness or in an effort to generate sales leads.

Even small and medium businesses are popping up on social network channels in an attempt to keep their finger on the pulse of this rapidly shifting environment. In fact, the social channels are seen as so important to the successes of businesses both large and small, a greater proportion of businesses’ marketing budgets are being allocated to the development of this media year on year. In 2009, the average spending on social media for the purposes of lead generation was around 9% of the total lead generation budget. That figure had almost doubled in the following year to an average of 17%.

Corporate websites more effective than social media
So, is this money well spent? Are companies seeing a return on their investment in social media? Unfortunately it would seem, following recent research by business consultants, Demandbase, that despite the efforts being made to move sales away from the homepage, the majority of companies’ trade is still conducted primarily through the company website. In fact, the study showed that a company’s corporate website is around seven times more effective in generating sales leads than any type of activity involving social media.

It appears that despite the trend for businesses to put their efforts into online marketing, these are merely spokes leading back to the ‘hub’ which is the corporate website. This is the place where consumer interest is truly harnessed and interest is converted into sales.

It’s true that for the majority of consumers, business transactions will take place at the company website regardless of where their attention was caught and if that company website is not up to scratch, the sale will fall at the last hurdle. While investment in email marketing, social media, search engine optimisation and other online marketing tactics is still going to be money well spent, companies need to remember to allocate a good deal of their budgets to keeping the website current, user friendly and cutting edge.

In the survey by Demandbase, executives at companies were asked to rank the top online source of sales leads and almost a quarter of respondents cited the website as the top performer, well exceeding email marketing at 14%, online advertising via banners etc. at 7% with social media coming in a poor runner up at just 3%. Despite this recognition that their website was their most powerful sales tool, 80% of respondents thought their website was not performing to the best of its abilities and 87% thought more investment was needed into tracking unregistered users of the site and seeing at what point the user abandoned the site.

However, this doesn’t mean companies should entirely abandon their efforts on social media. While overall the corporate website should have the primary focus in terms of generating leads, there are other benefits to using social media to keep in touch with customers. A number of recent surveys have shown social media to be important for customer service and for maintaining brand awareness for all businesses. Small businesses even report good levels of business won through social media, with Facebook being the channel of choice for many.

With around 65% of adult Internet users now accessing social media sites on a regular basis, according to a recent Pew Internet survey (double the figure of 29% in 2008), the scope for communicating with clients via these channels should definitely not be overlooked. The key to the success of using social media to sell is not to expect direct sales from these channels. The corporate website is key to converting interest into a sale, but social media can be a superb tool to bring people into this domain. In terms of investment, the website should always come first, but there should be something left in the budget for social media and other forms of online marketing.

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Howsen is to lead a new department for Sony Computer Entertainment Europe SCEE and will begin his new role on 23 April 2012.

As commercial development director, Howsen will head up SCEE’s licensing programme, in-game advertising and new business development.

He joined Sony Computer Entertainment (SCE) UK, nearly 13 years ago as national account manager in 1999. He was promoted to UK sales director in 2007 and played a key role in the launches of PSone, PS2, PS3, PSP, PSPgo and PlayStation Vita.

“Mark has been a key member of the PlayStation UK management team and can feel justifiably proud of what he has achieved here,” SCE UK MD Fergal Gara stated.

“I would like to thank Mark for his contribution to the UK business and wish him every success in his new role”.

SCEE VP of sales and commercial planning Tim Stokes added: “We are delighted to have Mark joining us here in our European HQ. Mark is a time served Sony man who brings a wealth of experience to this new role and will be a fine addition to our new team.”

Mark Howsen commented: “I have thoroughly enjoyed my time here at SCE UK and I wish Fergal and the team all the best going forward. I am relishing the prospect of my new role. The opportunity to help create, shape and build a new department within SCEE is a challenge that I’m excited to get to grips with.”

Other recent key sales moves include Aimee McKay’s appointment as sales director for blowUP media, which is part of the international Ströer Group and European experts in Giant Posters.

McKay joins blowUP media from Clear Channel Outdoor where she spent 10 years. McKay’s role as Sales Group Head, saw her managing sales across Clear Channel’s Pinnacle premium format sites as well as their Reach and Digital formats.

Prior to Clear Channel, McKay worked as a media consultant at Look Outdoor Limited (now APN) in New Zealand where she worked across their Airport media portfolio.

Source: MCV website

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Sales Linguistics – For 2012, it’s not only what you say, but equally important, how you say it. “Sales linguistics” is the revolutionary new field of study about how customers and salespeople use and interpret language during the decision making process. If you are in sales, you make your living by talking. If you were a pilot, you would attend years of flight training school before you were allowed in the cockpit of a jumbo jet.

For the full story please visit the Heavy Hitters Sales website.

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Answer:
LinkedIn is a powerful social selling tool that can help you increase sales – if used correctly…

For the full story please visit the Eyes on Sales website.

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Here are some of the most common responses to sales calls and suggestions on how to overcome them, starting with the old classic, “Is this a sales call?”

This response is a regular one, especially when calling a potential client and reaching a secretary or receptionist. Remember, their job is to stand as a sort of invisible barrier to the decision maker and they will often do it very well. But this doesn’t mean that you should be discouraged. The secret here is to be truthful. If you are making a sales call, then simply admit it. Likewise if you are fact finding, introduce yourself and say you are looking to find out a bit more about the company or person you were hoping to reach. Sales calls are often a chance to build a relationship with your client and the more you know about them and their company the better. If you believe that their business would benefit from the products or services you are offering, make that clear and ask to make an appointment with a decision maker.

Another objection is, “We currently use someone else”. Don’t be dismayed, just because they already have a supplier doesn’t mean they are happy with their services or that you can’t offer them a better deal. People and businesses change service providers or suppliers all the time for a number of reasons. In this case, show you understand that they are already using these services but that you may be able to offer them something better, such as saving them money or providing a number of new features.

Likewise, the objection, “I’m happy with my supplier”, brings about a similar response. Again, let them know you will be able to give them the best information to make an informed decision. Start by saying something like, “A number of people I have spoken to today were also happy until they heard just what we could do for them”.

If you are targeting department heads who hold a budget, you will probably have heard the classic, “I don’t have any budget right now”. This objection can put many sales callers off – after all what good is it if there is no budget left to buy your services or products. However, this can often be a white lie in an attempt to avoid sales calls, so do persevere. Try to make it clear that even if that’s the case, you would still love to come in and show them exactly what your company can do for them. At best, the no-budget line was a fabrication and there is potential there to make a sale. At worst, the client likes the look of your products or services and will make a point of securing budget when it is available.

For any negative objections, try to look for a way to turn it to your advantage. For example, if you get the often-heard, “You’ve let us down in the past” or “We’ve had a bad experience with you”, then don’t panic. The secret here is to put yourself in the position of the client and acknowledge and apologise for their experience regardless of whether it happened before you joined the company. Something along the lines of, “I know there has been some problems in the past but these are all sorted out now”, can work wonders. Talking about how the products or services have changed and highlighting the new features and benefits could also restore faith. See this as a chance to build relationships. Ask exactly what happened in the past so you can be aware of any problems and get them sorted out.

Whatever objections you encounter over the phone, remember that the way you handle yourself will say a lot about you and your company. Never argue or get confrontational with a client. Use these situations as a chance to better understand your buyer and where he’s coming from.

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But do we go to such an extent today to express thanks and build that quality aspect of our relationships? Probably not. And that’s just in our personal lives. The way modern business is conducted means that the pleasantries and old-fashioned manners that led to such expressions of gratitude and recognition have also largely disappeared.

Does it matter?
Some might argue that such things are now irrelevant in a fast-paced, results-focused and increasingly digitised world. But is this the case? Chances are you remember the last time your boss, colleague or customer thanked you. It probably made you feel good and stuck in your mind. And if they’d taken the time to send you a note to that effect, then you probably kept it.

You would also remember that person’s name as well and now have their details to hand and be inclined to think favourably of them. If you work in sales, you no doubt already realise how potentially valuable such an approach could be to building up your network and referrals.

How do I incorporate it into my working life?
Sales people are notoriously fast-paced, so to incorporate thank-yous into your day, you will have to slow down. Focus on the long game. Expressions of good manners such as this will show that you’re committed to going the extra mile in your working relationships and you take them seriously.

Expressing thanks suggests a person who is thoughtful, reflective and considerate. These are the qualities that a customer wants to see in an account manager – not a hard-nosed results-driven sales person, motivated only by commissions.

So think of situations where you can take a few minutes to send a simple thank-you note. It can be email for something brief, or handwritten for the ‘high-impact’, personal approach. To thank someone for spending time speaking with you on the phone, a brief email or text is adequate. If you met someone in person, an email is good, but a handwritten note with a business card and follow-up is even better.

After a demonstration to a company, take the time to follow up. And after a sale, a beautifully crafted, handwritten note really goes the extra mile. Similarly, think about referrals and consider a note of thanks even when the customer has gone elsewhere, to keep the lines of communication in place. They’ll appreciate your professional response and bear you in mind for the future.

Keep it genuine. Keep it classy.
A written thank-you is powerful and personal, so much more so than the rushed thanks at the end of everyday communications. Of course, keep giving your thanks in person, but follow it up with the written approach. Make sure you follow the basic rules to a follow-up thank-you note. Write it within 72 hours of your contact and be professional. Use good-quality company stationery and be careful with your handwriting. Consider getting some professionally printed cards or stationery if there is nothing already in place.

Keep your thanks brief and to the point. Be specific about the event for which you’re expressing gratitude and explain why it was important to you. Avoid jargon or corporate buzz words and keep it friendly. This is a chance to show your real character, so maybe suggest a future opportunity to meet up, such as a lunch or a catch-up at a forthcoming event. Make an offer to host a follow-up meeting, meal or other event if you know the contact already. Show that you’re being proactive in developing the relationship further, without being pushy.

Be creative
It’s valuable to spend time with your team looking at ways to creatively express gratitude, to your customers, prospects, colleagues and contacts. It helps to build that all-important network. There might be ways to thank contacts and show appreciation without resorting to old clichés – which are often expensive and likely to be quashed in the current economic climate.

Small, quirky, personalised items, nicely hand-written, high-quality cards, a thoughtful small item that relates to something you know about them – these are the ways to show your engagement in the relationship and your investment in that person. Don’t use impersonal corporate communications with everyone you meet.

In conclusion
By spending time investing in these slow-burning relationships, you should find yourself being remembered for all the right reasons. Those referrals, sales, or simply interesting new ‘contact of a contact’ openings will slowly increase in number and quality in a way that might have previously eluded you.

By presenting yourself as a person too, rather than simply a corporate sales vehicle, your prospect, customer, colleague or contact will engage with your authentic, best self and you should reap the benefits.

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