As Brexit negotiations continue, we have already seen a number of challenges emerge in sectors such as manufacturing and as a result, sales teams within such sectors also feeling the effects.Many businesses that currently import and assemble product in the UK are struggling with the drop in the value of the sterling. The price they were previously buying product has increased significantly, as a result of this, in many cases business have needed to increase their sales price to keep the same margin, or lose the margin they once had. This is driving businesses to build distribution centres in the UK in order to buy products in bulk, meaning they can save on margin at the cost of a warehouse overhead. Businesses that do not presently export much are investing in this side of their business in an attempt to replace revenue that they are at risk of losing in their UK markets.What do these challenges mean for UK sales teams?As a result of this drive to improve margins and an increased focus on export markets, businesses are proactively increasing their sales teams to offset the overhead of their warehouses or to boost their export business. This has meant that export sales professionals are in high demand. Those with previous experience setting up international distribution partners are becoming a sought-after commodity. The export market, for many businesses is a growing source of revenue and this hiring trend is only expected to grow. Where possible, managers should be looking to upskill their existing staff in export sales. However, as export sales is as much about experience and business acumen as it is personality and sales ability, this can be difficult. A great export sales manager can appreciate cultures and adapt their sales approach/technique to suit – this is the real skill in export sales. As business is very much about the people as it is the product, sales professionals who are able to adjust their approach will build rapport and trust quickly which will ultimately lead to an increase in sales. In addition to this, languages are vital, so to upskill is more complicated for these roles as you need time served. Managing sales talentYour export sales team is responsible for expanding your customer base by identifying emerging markets and implementing a strategic plan to open new sales channels. As such a key role, when looking to hire a new sales associate into your team, it is key to understand the skills required for the role, such as previous experience in the specific market that you are trying to penetrate. If for example, you are looking to grow your business in the Asian market, then someone with experience dealing in this market will be highly valuable. Languages are, again, absolutely critical for certain markets. While English is the language of business, an understanding of the culture and language native to the country you are working in, tends to go a long way in building stronger relationships. Strong communication and negotiation skills coupled with the ability to problem-solve and act autonomously, are core skills for any top sales candidate. Identify candidates that have a strong drive to learn, are able to build fast rapport and have a good understanding of, and respect for other cultures. In export sales, those with strong organisational skills, an eye for detail and who have a passion for travel are key. If you would like any more information, or to discuss how we can help with your recruitment needs, contact your local office today. Alternatively, submit a job spec and one of our specialist consultants, operating in your local market will be in touch.Jack ChambersManager, Technical Sales, Michael Page SalesT: +44 113 388 9072E: [email protected]SalesLinksAbout usInterim and contractsSalary comparison toolContact usNews and updatesLinksSales recruitment – Q3 market updateSales recruitment - market update H1 2014Sales in the packaging industry – a market updateSales testimonialsInsight and adviceLinksWhy should you develop the talent in your sales team?What does a great sales CV look likeWhy should you use a recruiter in your job search?What are the effects of candidate uncertainty in the market?How to identify a top sales candidateDo you value your employees as much as you should?A flexible sales team: why you need dynamic working optionsWhy should you use a recruiter in your job search?Successfully prepare and pitch your sales solutionThe science of sales part 3 – ForecastingThe science of sales part 2 – Selling valueThe science of sales part 1 – Intelligence based prospectingInterview with Francois Stoop, vice president of sales Europe at First Sight In…Interim commercial managers bring positive changeSales recruitment: key skills to identify when hiring top talentPrinciples of persuasionManaging clientsSales networkingSales interview guideSelling in a slow marketEffective sales recruitment: the key behaviours of a top sales managerThe sixty seconds sales seriesSeven insightful interview questions to ask a sales candidateSales recruitment and employee ‘buy back’
