Published by Niall Devitt, Btb Business Training

Having a child follow in your footsteps was once a source of pride for Ireland's parents. Not any more according to a a recent survey by recruitment consultants Hudson Sales & Marketing who asked 1000 UK and Ireland based sales and marketing professionals.

Selena Brady, Senior Consultant of Hudson's Sales & Marketing team tells us that

"One in three (32%) Irish sales & marketing professionals is so dissatisfied with their current role that they would not want to see their children in their job"

The reasons for this

"A third (30%) of those surveyed cited better opportunities in other professions as the main reason for their reluctance and one in four believed their children could earn higher financial rewards elsewhere or enjoy a better work/life balance (29% and 25% respectively)"

Selena goes on to say that based on her experiences

"this negative outlook points more to the work environment and rewards system of many sales & marketing positions as opposed to the profession itself. The main concerns raised by sales & marketing professionals are based around company culture, career development, the potential for progression and reward both in simple recognition of achievement and financially

Today people are asking more and more from their employer, and each employer needs to look at how they treat each individual. If they want long term commitment they need to look at how they can offer continual development and the possibility of career progression. Today's sales & marketing professional is looking for more than a job, they want a career and, even in this tougher climate, if they are not getting this in their current role they will look elsewhere"

While I agree with pretty much all of Selena's insights, I would take issue with there not being a problem with the profession itself. if one in three sales people are dissatisfied, I think it brings into question how the professional selling is viewed by both the wider business community and society in general.

We have known for many years that salespeople tend to fall into sales as a career as opposed to plan it that way. Take a snapshot of 16-18 year olds and virtually none will state selling as a preferred career path. Even where a young person had an interest in selling, the third level education system offers little by way courses etc.

As someone who has managed to both forge out both a successful and rewarding career in sales, I find it frustrating because there are companies who hire young people into entry level sales roles without providing any supports or proper sales training. I have no doubt that this "bums on seats" approach has turned many capable young people away from selling. In a small country like Ireland, word quickly gets around. There is also a ridiculous but never the less widespread assumption that exists, where preparation for other professions takes four years of study in collage, professional selling can somehow be learnt in three or four months.

For selling to ever be widely accepted as a viable and attractive career, business first needs to place a far greater value on salespeople. This requires actions not words and employers need to start by asking the right questions.

Are they motivated, if not, why not?
Are they correctly incentivized?
Is there a defined career path?
What training have they had?
What training do they need?
How often do we coach and who coaches?
Who generates leads and how are they shared?
Is sales knowledge been shared amongst the team?
Do we have a plan for dealing with under-performing sales people, what is it?
Are we providing enough and ongoing supports?
Do they have the tools they need to do the job?
Are they been asked to do too much other stuff like admin?
Are there technologies that can assist?
Can the sales manager manage and what training has been provided?

Lots of businesses now find themselves in the situation where they are dependent on the skills of their sales people for their very survival. Based on Hudson's research many unfortunately may reap what they have sown, where as skilled salespeople are lightly to be much sought after in the coming years.

Perhaps the title of this post should have read, it's a choice between of the cock coming home to roost or waking up and smelling the coffee lol.