Skills for a Challenging Market

Those companies recruiting are often smaller niche companies, but what sets them apart is not their size but their sales model.  In what Paul Harper refers to as “a return to the 1980s, with unlimited opportunities for top sales people”, volume related, uncapped bonus schemes are reappearing.

“The over-riding characteristic of the companies looking to recruit is the requirement for people totally confident of their ability to sell,” continues Paul.  “The Business Development Managers being recruited are looking at roles with guaranteed salaries after the first year, but with the potential for very high overall rewards after that.  In some cases, in the second year there is no guaranteed basic, with people rewarded solely by results.”

This desire for the very top sales people will see rewards for those who are successful, but requires courage and a high degree of self confidence from those being recruited.  “For anyone who has felt they were capable of more, if the rewards were there, the current recruiters provide them with that opportunity.  Hard work and success will be well rewarded, but for many Broker Account Managers, the pressure to constantly sell, and the lack of a safety net to their earnings, will be a step too far for them,” concluded Paul.

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