A recession is never a good thing, but this is especially the case for the building products and construction sector - as it is usually one of the first to suffer. However, one good thing that does happen is that is forces companies to adopt a more considered approach to their recruitment policy.
It is more important than ever to make the right decision on which person to hire and the discipline on which to focus a recruitment drive. We would like to find out in which area you are looking to recruit to ensure that you maximise your business during the recession and come out of it stronger than your competition.
High-impact positions are often targeted, such as, field sales roles as they are vital to ensure that you secure every bit of business out there, but should you be focusing on standard ‘Account Sales‘ or on ‘Specification Sales’ with its possible more lucrative long-term benefit? Getting the balance between the long and short-term view can be an important and difficult call to make.
On the negative side, is there enough business in your market to justify increasing your sales team?
Some companies are enhancing their internal sales team to reduce costs associated with meeting customers, such as: cars, mobile phones and other expenses. Their aim is to ensure that customers are still regularly contacted and that any visit needed is justified and more likely to lead to a potential sale. However, some consider that this can reduce confidence levels with customers.
Marketing / Product Development
These are often the areas that get hit first in a recession, when actually they should be the key areas to support and focus on. Investment in these areas will help ensure that product differentiation is clear, making sales jobs easier; the future of the company is assured as new products and services that meet the changing needs and regulations of the market are introduced on a product road map. However, are companies brave enough to invest in these areas?
We have found that people are much more busy in their roles, as they have been given extra duties to maximise their value - this often means buyers have less time to see sales people and relationships become more difficult to build. Many companies are also retraining staff to meet the needs of the company and the opportunities that are out there.
Of course, it is not always that simple and some companies just have to get on with it the best they can, those who survive are often those with the best and most adaptable employees in the first place. The key thing to remember is: your recruitment policy affects you even when you are not in recruitment mode.
We look forward to your vote and comments.
If you would like to discuss your recruitment needs, please call us on 01480 405225 or visit our website at www.pinnnacleconsulting.co.uk. Pinnacle Consulting is a UK wide recruitment specialist for sales, marketing and management positions in the building products sector and their related trades.