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How to win your next sales interview: The secret to a standout presentation

I have watched many sales presentations and pitches during mid- and final-stage interviews. While many candidates bring polished slides, the ones who actually get the job offer are those who demonstrate how they think.

The difference between a good candidate and a great one is rarely about the design of the deck (would say a slick deck plays a part- but other factors are more essential). It is about the logic behind the strategy. If you want to impress hiring managers at startups or large firms, you need to move past the basics.

Here is how I recommend you approach your next interview pitch to ensure you stand out.

Show your reasoning, not just the result

It is easy to suggest a solution to a problem, but explaining how you reached that conclusion is what matters. I want to see your approach. When you present a strategy, explain the steps you took to build it. Showing your working proves that your success is repeatable and not just a lucky guess.

Lead with the big opportunities

A common mistake I see is candidates focusing on “low-hanging fruit” or easy wins. While these are important for early momentum, they rarely excite a leadership team. Instead, start your presentation with the largest clients or the most significant accounts you plan to target. Show that you have the ambition and the plan to win high-value business.

Keep your visuals concise

Your slides should support what you say, not replace it. I suggest avoiding wordy decks at all costs. If you read your slides word for word, you will lose the attention of the room. Use visuals to show:

  • Commercial forecasting: Use clear charts to show expected growth.
  • Data insights: Use simple graphics to highlight market trends.
  • Targeting: Use maps or icons to show where you will focus your efforts.

Demonstrate commercial thinking

Hiring managers are less interested in your daily activity metrics, such as the number of calls you make, and more interested in your commercial logic. I look for how you prioritise your targets and how you forecast revenue. Explain how you will tackle specific challenges, such as a competitor dropping their prices or a shift in the market. This shows you understand the business side of sales, not just the process.

Tell a story with real impact

The most engaging presentations I have seen are those that tell a story. Talk about what has worked for you in the past, but also be honest about what did not. Explain why a certain approach failed and what you did to fix it. This demonstrates insight and the ability to adapt, which are vital traits in any sales role.

End with a punchy close

Do not let your presentation fizzle out. Wrap up with a clear, well-thought-out plan that outlines your next steps. I recommend providing a specific timeline, such as a 30-day plan, that ties your ideas together. This leaves the interviewers feeling confident in your ability to deliver results from day one.

Are you preparing for a final-stage interview or looking to grow your sales team?

I am always happy to share more specific insights from the current hiring market to help you succeed. Whether you are a candidate looking for your next move or a business lead looking for top talent, please get in touch for a chat about how I can support your goals.

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Thinking of using AI to build your CV? Think again

I look at hundreds of CVs every single week. Lately, I have noticed a pattern. Many of the applications, particularly those looking at early-stage careers have noticeable similarities. It is easy to tell when an AI has manipulated a career and experience. While using technology can help, relying on it too much might actually stop you from getting an interview.

With that in mind, I wanted to share some honest advice on how to handle AI in CVs without losing your own voice.

The problem with the “Robot Voice”

When I read a CV, I want to get to know the person behind the paper. AI tends to use very formal, stiff language that people do not use in real life. If English is not your first language, you might feel that AI helps you sound more professional. However, it often does the opposite – it makes your CV formatting look cold and robotic while prohibiting you from differentiating yourself from the crowd.

Here is what I often see:

  • Inflated experience: AI loves to make small tasks sound like huge projects. If you worked on the floor of a retail shop and the AI says you “orchestrated a multi-channel retail strategy,” it looks suspicious.
  • Odd grammar: AI often uses American spellings or phrases that feel out of place in a UK work environment. It can also use strange spacing / use of hyphens etc. & the trained eye can spot these a mile off.
  • Repetitive words: You might notice the same fancy words appearing in every single bullet point – to not correct this kind of thing before sending a CV shows poor attention to detail regardless of whether AI wrote it or not!

The interview challenge

I do not think candidates are inherently lying when they use AI, it is an attempt to showcase your best self. The trouble starts during the interview process. If I ask you to tell me more about a specific point on your CV and you cannot explain it because AI wrote it then an issue arises.

You need to own every word on that page. If the AI suggests a sentence, ask yourself: “Could I actually explain this in detail to a hiring manager?” If the answer is no, change it.

How to use AI to your advantage

I am not saying you should never use these tools. They are great for checking your spelling or helping you get started when you have writer’s block. Here’s a few suggestions:

  1. Use it for ideas, not the final draft: Ask the AI for CV tips or for a list of skills for a specific role. Then, write the skills you have acquired out in your own words.
  2. Personalise everything: If the AI gives you a summary, rewrite it. Mention specific details, such as the fact that you worked 15 hours a week while studying or that you managed a till in a busy cafe during the Christmas rush.
  3. Check your formatting: Keep your CV formatting simple. Use clear headings, a clean font like Arial or Calibri, and bullet points. You do not need fancy graphics to stand out; you just need your CV to be easy to read.

Final Thoughts

AI is a doubled edged sword that has to be utilised carefully to see true benefits. If you can use it in conjunction with your own words and thoughts, it can be a powerful asset. However, relying on AI to do the heavy lifting leads to noticeable flaws, and it will affect your chances in an already saturated market of entry-level candidates. Don’t take the easy route, be different!

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How to Articulate Your ‘Why’ and Land Your Dream Job

In the fast-paced world of job hunting, standing out in an interview can make the difference between landing your dream job and missing out. Recently, I experienced firsthand the critical role that understanding and articulating your “why” plays in making a lasting impression during an interview.

Let me share some context: We were sourcing for a critical role for one of our high-growth clients, and our team managed to bring in two exceptional candidates who both performed brilliantly in their first and second interviews. They were articulate, and knowledgeable, and presented themselves exceptionally well. This left the decision-makers in a dilemma: who should they choose?

Ultimately, the decision hinged on a subtle yet essential aspect of the candidates’ interviews—their “why.” Both candidates were technically proficient and seemed culturally aligned with the company. However, the deciding factor was their ability to express, in detail, their passion for the product, their genuine interest in how the company operates, and their vision for their career trajectory within the organisation.

The Power of Your “Why”

So, what exactly is your “why,” and why is it so powerful? Your “why” is the underlying reason you are drawn to a particular company or role. It’s a combination of your passion for the industry, your alignment with the company’s values and mission, and your vision for how you can grow within the organisation.

When clearly articulated, your “why” demonstrates to employers that you are not just looking for any job; rather, you’re intentional about finding a role you are aligned with and passionate about.

Preparing Your “Why”

Preparing your “why” in advance is crucial. Here are a few tips from the experts on our team who work with hiring managers day in and day out:

Calvin Harris, E-commerce & Digital Manager:

Consider where you want to go in your career (seniority, industry, etc.) and identify your skills gaps. Then, assess the company you’re interviewing with to see how you can bridge those gaps. During the interview, explain how the skills you currently possess can support their business goals while also highlighting how the company can help you develop the skills you lack.

Takeaway: Align your career goals with the company’s needs by demonstrating in the interview how your current skills can support the growth of the company.

Jayna Kalyan, Supply Chain Director:

Take time to prepare ahead of the interview, don’t try and answer it off the cuff. Think about why you want to leave your current role—what is your biggest driver/motivation for leaving? Take that information, research the business/role/values, and make correlations on how it fulfils what’s missing/what you’re looking for in your next move.

Takeaway: Articulate how this role fits into your long-term career goals. Show that you have a vision for your future and see this position as a significant step towards achieving it.

Loren Phillips, Senior Talent Exec, Finance, Sales & Marketing:

The first step to a genuine answer is to apply for jobs aligned with your interests. Let’s be honest, a lot of the time your why is largely about wanting to pay your mortgage or sustain your lifestyle, but that’s not the best answer to give at interview stage. Answering “the why”, becomes easier to answer when you can find things that specifically resonate with you about a role or company.

Takeaway: No matter how tempting it can be, apply for roles that you have a genuine interest in. It goes a long way in answering the question sincerely.

Delivering Your “Why” in an Interview

When it comes to delivering your “why” during an interview, specificity and authenticity are key. Here are some tips:

  • Be Specific: General statements like “I love the company’s culture” are not enough. Instead, say something like, “I admire how your company has built a strong culture of innovation and collaboration, as evidenced by your recent project on X.”
  • Be Authentic: Your passion should come through naturally. If you’re genuinely excited about the opportunity, it will show in your voice and body language.
  • Connect the Dots: Explain how your skills and experiences have prepared you for this role and how you envision growing with the company.
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Employee Rights: Navigating New Flexible Working Laws

 The wheels of change are turning as the new flexible working laws have finally come into effect, marking a significant step forward in aligning legislation with the evolving world of flexible working.

What has changed and what does it mean for you?

  1. Flexibility from Day One: One of the most exciting changes is that flexible working will now be a day-one right for employees. You won’t have to wait around for 26 weeks before you can request flexible arrangements (which was the previous law). Whether you’re a night owl or a morning person, the power to shape your work schedule is in your hands from the get-go.
  2. Two’s Company: You can now make two flexible working requests every 12 months. So, if you find that your initial request doesn’t quite hit the mark, don’t worry—you’ve got another shot at agreeing a policy that works for you.
  3. Fast-track Responses: Employers now have a tighter two-month window to respond to your flexible working requests. The Act reduced the time limit for employers to deal with flexible working requests from three to two months, although this can be extended if the employee agrees.
  4. Let’s Talk About It: Communication is key. Before an employer responds to your request, they’re now required to speak with you to explain their position. On the other hand, employees don’t need to justify or explain the impact of their proposed changes anymore. It’s all about mutual understanding and finding a solution that works for everyone.

So, how can you make the most of these changes as a job seeker? Here are a few tips:

  • Know Your Worth: Don’t be afraid to advocate for yourself and your needs during the job search process. If flexibility is important to you, make sure to communicate that to potential employers from the get-go.
  • Stay Informed: Keep up-to-date with the latest developments in flexible working laws and regulations. The more you know, the better equipped you’ll be to navigate the ever-changing job market.
  • Be Flexible (Pun Intended): Remember, flexibility works both ways. Be open to compromise and creative solutions that meet both your needs and the needs of your employer.

Fexible working isn’t just a trend—it’s the way of the future. So, embrace it, take ownership and watch as your work life balance flourishes like never before.

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Salary Savvy: Tips for Negotiating Your Pay

Are you tired of feeling undervalued in your job? Have you ever wondered if you’re being paid what you’re worth?

Negotiating a pay raise can be a daunting task, but it’s a crucial step towards ensuring fair compenstion for your hard work, commitment & impact. In today’s competitive job market, knowing how to effectively negotiate your salary is essential for achieving financial security and career satisfaction. Whether you’re a seasoned professional or just starting out in your career, this blog will equip you with the knowledge and tools you need to advocate for yourself and secure the salary you deserve.

Before diving into the specifics of salary negotiation, it’s important to have a clear understanding of the current economic and industry trends that may impact your ability to secure a pay raise. So, if you haven’t already, download our 2024 Salary Guide– it features salary benchmarking and commentary, an overview of the current recruitment market and demographic and DE&I insights.

As you know, factors such as industry demand, skill shortages, and company performance can all influence your negotiating power. By staying informed about market trends and industry benchmarks, you can better position yourself to make a compelling case for a salary increase.

Once you’ve equipped yourself with the right information, here are 5 tips to master the art of salary negotiation.

Timing is Key:

Schedule your pay discussion in advance to allow both you and your manager time to prepare. Avoid springing the conversation on your manager unexpectedly. Pick a time that aligns with your company’s performance & planning process – it can help strengthen your hand.

Show Your Worth:

Arm yourself with concrete, objective evidence of your contributions and achievements. Detail your accomplishments and the value you bring to the organisation and support your case with data and facts. Additionally, outline your future goals and aspirations within the company.

Exude Confidence:

Approach the negotiation with confidence and assertiveness. Recognise your worth and the scarcity of your skills in the market. Confidence can be a powerful tool in these discussions, especially in industries facing talent shortages.

Set a Realistic Figure:

Research your job title across multiple job boards and consolidate this data with recent reports on salaries in your industry to benchmark your role and determine a realistic figure for your pay rise. Be mindful of your current role’s market value and your skill set. While aiming high is admirable, ensure your expectations align with industry standards and your contributions.

Persevere and Explore Alternatives:

If initial negotiations don’t yield the desired results, don’t lose hope. Maintain open communication with your employer and continue to express your aspirations. Remember, salary isn’t the only negotiable aspect of your employment package. Consider alternative perks such as flexible hours or professional development opportunities. If all else fails, keep in mind that other opportunities may await elsewhere.

Remember that salary negotiation is not just about the money – it’s about advocating for your worth, advancing your career, and achieving financial security and satisfaction. With the right preparation and mindset, you can unlock the secret to successful salary negotiation and take control of your professional future.

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Interview tips 101 – Mastering the STAR technique

People like hearing stories – they are a proven technique for making sure people remember the point you’re trying to make. The STAR technique is a powerful storytelling tool for answering difficult job interview questions. It enables you to frame your answers in a structured and compelling way that highlights your achievements and competencies.  
 
The technique involves breaking down your answer into four components: Situation, Task, Action, and Result. 
 
Situation: Describe the situation you were in or the problem you faced. 
Task: Define the goal or objective you had to achieve. 
Action: Describe the actions you took to achieve the goal. 
Result: State the outcomes of your actions, including any quantifiable
measurements. 
 
To make the most of the STAR technique, it is essential to build your answers into “STAR Stories.” These stories should be less than 3 minutes long, and presented with energy and enthusiasm about a real-life
experience you have had (not necessarily a work experience, as long as it demonstrates a relevant competency or behaviour).  
 
Here are some tips to help you master the STAR technique: 
 
Practice, Practice, Practice – The key to mastering the STAR technique is practice. Prepare your stories in advance and practice telling them out loud. This will help you to remember the details, keep your answers
concise, and maintain your energy and enthusiasm. 
 
Be Specific – The STAR technique requires you to be specific and provide measurable outcomes. Make sure you have exact examples of your achievements, such as increased sales, improved customer satisfaction, or cost savings. 
 
Be Concise Remember to keep your answers concise and to the point. The interviewer doesn’t need to hear every detail of your story; they just need to understand the situation, task, action, and result. 
 
Use Visual Aids – If you have any props, such as diagrams, charts, or letters of recommendation, use them to help illustrate your story. This can help to keep the interviewer engaged and make your answers more
memorable
Be Courteous When using the STAR technique, remember to be courteous and build a friendly two-way conversation with the interviewer. Start by answering the question directly and then ask if you can give an
example. This will show that you are listening and engaging with the interviewer.

Mastering the STAR technique is a priceless skill to acquire for any job interview. It enables you to answer tough questions in a subtle, compelling, and powerful manner that leaves a lasting impression on the
interviewer. By building your answers into “STAR Stories,” you can wrap your key messages and personality into a real-life experience that your interviewer will remember. Practice, be specific, concise, use visual aids,
and be courteous, and you will be well on your way to acing any interview!
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Top 5 Interview Tips

Like most things in life, the foundations of a great interview are all about getting the basics right. It’s important not to ignore the fundamentals of what’s required, and once you’ve nailed these you can add the flair on top.

1. Read the job spec
Sounds obvious, but so often overlooked. Go through the soft & hard skills required, prepare examples of how you can match these, but also don’t be afraid to ask questions where you feel there are gaps.

2. Read your CV
Again, sounds obvious but the last thing you want to happen is to not know your own numbers.

3. Ask the recruiter
If you’re working with a recruiter, they should be able to provide more context than is typically on a job description. Why are the company hiring? What are the key goals & challenges of the role? What is the feedback from other people they’ve hired?

4. Do your research
Know who you are meeting; where they’ve worked; the history of the business; the structure of the team; any recent news articles; their key competitors. Even go and look at their accounts on Companies House if they’re an early stage business!

5. Ask questions
Always, always, always have a list of questions prepared. But be prepared to be flexible and adapt to the conversation – if your questions have been answered then ask new ones based on the context of the interview. Focus your questions on learning more about the role or business rather than salary, working hours etc
So you’ve nailed the basics, now what can you add on top in order to stand out?

A. Structure & clarity
The best interview answers are compelling, logical and draw the interviewer in. Like a comic performing a routine, you should have a number of pre-prepared answers up your sleeve, structured almost like stories. Be concise, but understand how to structure an answer for maximum effect (see our article on the STAR technique).

B. Challenge the interviewer
a. Interviews are a two way street, and the best candidates use it as an opportunity to dig deeper. For example, don’t just ask ‘What’s the culture like?’ but ask for examples of how they live & experience the values every day, or how the mission of the company impacts the decisions they make in their role.

C. Give an opinion

Take your research one step further but providing some relevant, tailored insights on the role or business. Combine what you know about the role & business with your expertise and make recommendations on things you might do if you were to get the role.

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Your Career and Covid-19

 

We seem to all be certainly operating differently in these uncertain times.

But the key point that we all felt strongly about: We want to help people!

With this in mind, ​here are some lives tips, predictions, advice and trend spotting to make your life easier when you’re looking for a new job during the Covid-19 crisis.

 

What’s the best bit of advice you’ve given a candidate over this covid-19 period?

Sagar:

“Don’t panic. Use this time to reflect on what it is that is important for you in your next role, understand your priorities. Identify your key strengths and areas of expertise and align your job search with that. Take this time to revamp your CV, LinkedIn profile and use your network to open conversations – you never know when opportunity will knock, so be ready!”

Rhys:

“The marketing is changing every day and we’re finding that new jobs are still coming up especially within Supply Chain, so make sure your CV / LinkedIn is updated to the best it can be and try to be as active as you can with them! Be patient with applications as recruitment will a take a little longer than usual but stay positive as there are still a lot of companies recruiting!”

Andy:

“Think about how you can pivot and use the skills you have in a different area/context – people often default to searching for the job they’ve done before but now more than ever, that job might not exist. There are opportunities all over the place, but you may have to rethink how and where you use your skillset.”

Tom:

“Be proactive, stay positive and remember it will go back to normal at some point – in the meantime, connect to and reach out to as many people as possible so you’ll be at the forefront of their minds when things pop up.”

David:

“Take a wide-ranging approach – nail your Linkedin profile, monitor all job boards/agency websites daily, have your CV on databases, make direct approaches – you’ll get ignored or ghosted loads, it’s not personal but keep at it. In this climate, job searching is a 9 – 5 job in itself – treat it that way.”

Alex:

“Stay positive, the market isn’t completely dead and companies are still recruiting and finding ways to on-board people remotely. Keep applying and take the extra time on your hand to really prepare before an interview.”

 

What’s the best bit of advice you’ve given a client over this covid-19 period?

Sagar:

“Take a step back and have a look at your team and operation. How has it reacted to the current climate, where were the chinks in the armour, where are the strengths. Use this to think about a strategy to future-proof your team. Understand that the workplace will most likely look very different with employers seeing first-hand that remote working works! If you do need to hire in the current climate, make sure you have a plan for onboarding, training and new starter engagement – this is crucial to ensure your new joiner feels confident with their choice.”

Rhys:

“If you’re recruiting and hiring remotely, try and include team members within interviews. This will allow the candidates to meet who they will be potentially working closely with and get a better feel for the culture/how the business operates. Also, as we are in lockdown for a while now sharing videos/photos of the office environment is a good idea for the candidates to see what it is really like.”

Andy:

“If you are comfortable hiring and onboarding remotely then don’t put a process on hold – you’re in a less competitive market for talent and through no fault of their own there are some brilliant people available.”

David:

“Plot out their average hiring process in terms of timeline and then work out likely scenarios for returning to the office & the pros and cons of remotely onboarding if they had to vs. the requirement to hire. This gave them 2 or 3 clear paths they could down to make the most important hires they have in this next 3 month period.”

Alex:

“Even if you are pausing recruitment, still meet with potential candidates for roles you think you will be needing when things come back to normal.”

 

What trend have you seen in your industry over this covid-19 period?

Sagar:

“After the initial panic, it’s been amazing to see how Supply Chain teams have stepped up to keep businesses moving. The Supply Chain is no longer seen as a cost-cutter” more so the foundation of a business. Teams have gone above and beyond to change sourcing strategies, maximise their supplier relationships and forecast as accurately as possible to maintain control.”

Rhys:

“Supply Chain teams within the food industry has definitely been under a lot of strain, due to panic / overbuying in supermarkets. A lot of candidates who I have spoken to have had a really full-on experience and have been working extremely hard. However, things are slowly getting back to the norm for those Supply Chain teams and are adjusting to the WFH life.   One candidate told me that it was like the Christmas period but only have two hours to plan for it instead of 11 months.”

Andy:

“Agencies picking up the slack when it comes to eCommerce – brands leaning on service providers to help them through the increase in online sales.”

David:

“This has evolved – Panic and fear of the unknown initially, quickly followed by unbreakable resolve & incredibly hard work and now its structured planning and common sense prevailing.”

Alex:

“People are more available to speak on the phone and actually welcome speaking to someone they don’t know. It feels easier to build relationships with clients and candidates.

I saw a lot of PR candidates who have been made redundant uniting to help small business struggling with their coms. It’s all pro-bono work but they love their job so much that they are happy to work without being paid. All that remotely!”

 

What good has come out of this massive shift in the market?

Siobhan:

“Some employers have done great things – RB giving away their advertising space, Molson Coors giving vulnerable staff full pay pre government advice. Employers who traditionally have been office-based are talking about relaxing the rules around this once we get back to ‘normal’ as they have realised people are efficient and it helps work-life balance.”

Sagar:

“Aside from the many questionable haircuts, the destruction of friendships over cheating quiz masters, people becoming online poker pros and all the fake 5k times?

People working from home have proven that the workforce can be trusted and productive. My hope is that businesses acknowledge this and become more accepting of flexibility. Trust goes a long way

Speaking from personal experience, working from home has brought colleagues closer and I for one have a real appreciation for the awesome people I work with – I’m sure many others will have the same feeling.”

Rhys:

“Personally, it’s great to see how quickly people adapt to this crazy situation and continue to work hard! Also, for those companies who aren’t flexible on WFH or strict core work times this will be a great eye-opener and could potentially see more businesses being open to this.”

Andy:

“People questioning ‘the way things have always been done’. There are still a surprising number of businesses who are reluctant to let people work from home and this will accelerate change in that respect, but I would hope that mindset will also infiltrate into other areas (a big bugbear of mine is unnecessary meetings…..). I would hope also a realisation that so much travel is either unnecessary or luxury so we all do a bit less (flying in particular) but the cynic in me thinks that might not last long…… Other things – the Eminem bleach blonde look suits me to a tee (I can hear my colleagues chuckling), the level of quizzing ability across the world has increased substantially, people are great, I’m a bit better at guitar, bread machines are going to be really cheap on eBay later in the year.”

Tom:

“Not recruitment related but it’s restored my faith in humanity. People have nothing better to do but exercise and fast food restaurants are closed, should lead to healthier lifestyles and less of a strain on national services albeit tiny. I’m not a tree hugger but the planet seems to be recovering slightly from the break. It’s acceptable to play Xbox for 12 hours a day on weekends when you’re not under the age of 16. Finally, I’ve never realised how much time I have without having to commute.”

David:

“Loads of stuff:

1) People care more

2) Know their colleagues better not worse

3) Video calls are normal

4) So are terrible haircuts (which levels the playing field for me)

5) Working from home will be more accepted by leadership – people don’t just watch Netflix when they work from home, they actually double down to prove they can get sh*t done

6) World leaders will plan far better for pandemics in the future just as they have shown a fair better response to economically as a result of learnings from the Global Financial Crisis (2008-09)

7) You see peoples true colours at all levels – Captain Tom, Mike Ashley, Floyd the Cat (VA sudo mascot), family, friends and most importantly those in the health services / on the front line across the world.”

Alex:

“My faith in humanity has been restored a bit, seeing people being so happy to help a stranger or a neighbour is nice and refreshing. Seeing how people get a lot more creative when they can’t go to the pub and drink!

Market wise, I can see that people who were commuting every day to work are now thinking that WFH is actually the way to go. We also see clients being more flexible and offering remote working after lockdown. This will allow great talent to join their dream employer without needing to relocate to some random suburb!

It has also been very refreshing to see how people adapt really quickly to the new normal, which should show to employers that everything is possible if you really want it. They may now stop hiring like for like and start giving the wild card in the stack of applications a chance to thrive!”

 

What’s your prediction for the market in August 2020?

Sagar:

“How long is a piece of string? (depends what length you bought, I know). My honest opinion is that once there’s more clarity on timelines and the doors open again, there’ll be a period of change. Businesses and staff will need to take the time to bring things back to a level of normality which could take time. For some industries, however (eg. pharmaceutical, FMCG, personal care) who have seen a surge in demand, I imagine there will be a drive o grow and invest in their Supply Chains.”

Rhys:

“Would love to be able to believe that everything would be back to normal by August, but I think will take a little longer for the market to be back to where it was before covid-19.  I can imagine lockdown will be lifted and people will be back in the office and be adapting to new ways of working. Hiring will be different, and I do think more roles will be coming in more frequently in August, as this is usually a quieter time due to the holidays. I think the winter months of this year will hopefully be where the market really picks up again!”

Andy:

“I’ve become increasingly irritated with recruiters talking about ‘the market’ and ending up talking about ‘the economy’, which generally they know nothing about. So I will refrain from making any wild statements other than about the areas I recruit within – eCommerce is on the agenda of senior leaders in a way it has never been, so I could actually envisage a relatively buoyant market and budget that people have previously denied for hiring now being granted. August is usually quiet given summer holidays, but I can see that not being the case whatsoever this year.”

Tom:

“I’m guessing that by the time August comes round we’d have lifted all lockdown restrictions. Meaning the demands for industries will come back (on-trade, travel, events) and even though some businesses may not make it through this period, there’ll be a need to hire into those industries. Wishful thinking but I’m hoping a big boom, we hit our targets, go skiing and have it off.”

David:

“Bloody hell Bella (Senior Marketing Exec) … Let me check my crystal ball…August is usually the quietest month of the year due to holidays from a hiring perspective so it’s very tricky to know in reality where August will end up BUT I would say that September – December should see a real change in dynamic for the recruitment market. Internal hiring teams will have lower headcount, recruitment will have lower headcounts and there will be increased demand so those who get it right will find great opportunities for growth towards the end of this year;

As much as I hope the market will come back to exactly where it was before all this mess, I highly doubt August will be massively different. It will take time for most companies and agencies to get back to where they were before. Most of them will resume recruitment fairly quickly but a lot will also be struggling and will need to potentially scale back. Only time can tell though.”

Siobhan:

“I think for a lot of candidates, their career motivators will drastically change. We have spent more and more time with families/ friends than ever before and it will be a real shock to the system to start spending 2 hours a day commuting and missing out on ‘dinner time /bath time/gym time’ and having to go back to how busy life was before lockdown. This has given people the time to stop and think and take work-life balance to a new level – I think work/life balance will be far higher on people’s motivators to change careers now we have seen what life can be like.” 

What creative ideas have you seen employers doing during this time? 

Sagar:

“I’ve seen candidates and clients, as well as colleagues, make a conscious effort to connect their networks, offering help and exposure to those whose careers have been impacted by COVID 19.

The countless, quizzes, team nights out (inside) and cook-offs have been great morale boosters. Most creative has to be VA’s MTV Cribs idea, this is yet to be topped by any business I’ve spoken to so far!”

Rhys:

“Due to the office environment been missed a lot of people its’ been great to see fun ideas such as the virtual pub’s visits/quizzes to boost morale and also, seen a few book clubs and virtual gym sessions to keep everyone sane! Also, receiving great feedback from new starters during the lockdown and where they are meeting people within the business through video calls and virtual coffees was really nice to hear.”

Andy:

“I’ve really enjoyed seeing the formation of new ‘collectives’ of people who have been furloughed or made redundant coming together to create new agencies (https://www.notfurlongcreative.co.uk/). My sister is a teacher and their department have each set a task every day which has been very entertaining – recreate a famous scene from a film, how many things can you fit in a matchbox, make your own meme etc. The Vertical Advantage / Nurture ‘MTV Cribs’ was pretty good, but will remain within this parish…”

Tom:

“Drinks on a Friday whilst on a video call is very common for my candidates and clients including Fever-Tree and AV. A business Analyst at Asahi has spent her weekends delivering pints from unsold kegs. LG have done CSR programmes where colleagues do an activity for Charity. I’m yet to see MTV Cribs.”

David:

“Could be for team morale, hiring, onboarding etc. 

I think Andy Davies and our Digital / E-Commerce team have been very good with sharing their ‘Available Candidate’ spreadsheet not only online but then also forwarding it to companies that they see are hiring (all for free / with no recompense if those candidates are hired) – people might look at the spreadsheet cynically but they don’t see the work behind the scenes, in terms of how that team, in particular, is genuinely helping during this time”

Alex:

“I have seen some of my clients organising wellness lunches and breakfast roulette to keep their team connected and sane! I have seen them sharing lists of things they would recommend their friends, family, colleagues to do while on lockdown, whether it’s movies or TV shows, arts and crafts, DIY, sports or meditation.

I don’t think a lot of them are still keeping their night out in the diary though! That’s a VA only thing!”

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How to identify company culture via video call

With the FMCG recruitment market showing no signs of slowing, and most interviews having moved to virtual/video calls, the way candidates assess a new employer needs to evolve to keep up – it is likely you will be making a career choice without having met anyone in person or having been into the office.

Previously meeting the teams, seeing the working environment, getting a ‘feel’ for the culture was all done in person, but with the current climate and video calls dominating processes for the foreseeable:

How do you decide whether or not an employer is ‘right’ for you?

First off, one of the most obvious (but easy) mistakes to make is to directly ask “what is the culture like”. This will likely land you a standard answer about corporate values and EVP.

In-person, when you walk around an office, meet people and chat to employees it is easier for you to get a sense of atmosphere and culture to cut through the ‘company line’ – but how do you do that over video?

The most important thing to do is to ask evidence-based questions. Think about what it is you really want to know and ask a specific question around that topic.

E.g. “what examples can you give me of employees that have progressed through the business?”

This will give you real-life scenarios to help with your decision-making process and is far more useful than the company values being churned out to you as an answer.

1) Ask some ‘non-work’ (but appropriate) questions to gauge personality. We had a candidate recently ask the hiring manager who their dream dinner party guest would be and the answer sparked a really good conversation between both parties – both are keen to progress to the final round and it gave a good insight into how they would interact in the role.

2) Read the Glassdoor reviews (but take them with a pinch of salt!) and be prepared to talk through the feedback with the hiring manager/HR team. If there are negative reviews these don’t need to be a deal-breaker – but they are worth discussing/exploring with the business directly to find out why someone felt that way.

3) Ask for a peer to peer call with someone who works at the level you will be joining at. Understand their journey and, where possible, have an honesty chat. What’s the best thing about working there? What’s the worst thing about working there? What are their frustrations? What do they enjoy the most? There will be loads of insights they will be able to give you to help with your decision making process.

4) Ask your network – think about who you know that has worked there and do some digging – you still need to form your own opinion but it doesn’t hurt to have a few sources on the inside.

5) Ask your recruiter (or Vertical Advantage!). In most cases, we will have worked with clients for years and will know them well. We can give an honest insight into attrition, what their staff say and our experiences with them. There’s a lot of value we can add with this.

Although there is a lot of change in the market currently, there is still a real appetite from clients to hire. I’m incredibly proud of how quickly and calmly our industry has adapted to new technologies and ways of interviewing as it’s important to keep a steady flow of new talent coming.

Please do keep an eye out for our content every couple of days, next up is my colleague  Andy Davies who will be advising on how you can still hire talent and find good people whilst not using recruitment agencies (yes, you read that correctly!)

For access to all our content, please take a look at our blog and / or follow us on LinkedIn.

If you think we can help advise you with your strategy or help you in finding talent during this time, please do reach out to me on siobhan@vertical-advantage.com or give me a call on 07985 541 882.

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FMCG Hiring and the Coronavirus

Over the past couple of weeks, we have seen a marked shift in the FMCG & Consumer industry in the UK that in truth seems to be changing on a near-daily basis.

As one of the industries most in the eye of the storm, we have the privilege of supplying head office staff to over 30 of the top 50 businesses and as a consequence speak with many candidates and clients alike with privileged access to the decision-makers at the most senior level.

 

Here’s a quick overview of some of the policies taken:

Working from home / office:

Up until the middle of last week, most were taking an approach of isolating those who had been abroad or reported a temperature in the previous 14 days. From there we have seen businesses evolve predominantly into 2 / 3 main camps:

  1. A) Work from home indefinitely;
    B) Work from home for the next 2 weeks & take a view then;
    C) Work in 2/3 split shifts with groups of people rotating time in the office and time from home;

 

New starters:
Where people have been due to start this week, most businesses have made provisions to get them a laptop sent to them and engage people through Zoom / Skype for their on-boarding. Others have been slower to react here but have paid the new staff and promised to get them actively working ASAP as soon as IT is enabled etc. One top 10 Global FMCG business has made a provision for new starters to be met on their first day by their new line manager and then to have all the equipment needed to move to a home-based environment – planning the new starter/onboarding strategy is going to be key here.

We have had isolated cases of offers being withdrawn but these have tended to be with restaurant or hotel groups, not traditional consumer businesses or agencies / consultancies that support them.

 

Interviews:
Up until Friday businesses hadn’t made the call to switch to video / zoom interviews but now this is pretty much standard across the board for the first stage with 2nd / final interviews either to be conducted face to face or via Skype also – the view here is probably split 50/50 between our clients but we’d expect that figure to shift towards everything being done virtually as the days pass.

 

Offers:
Our blue-chip clients are all comfortable at this stage making offers / moving processes forwards with SMEs being a little more varied in confidence however those with business models aligned to e-commerce or the FMCG space should take some solace in the fact things could potentially be a lot worse (e.g. travel, hospitality etc).

Hopefully, this helps a little when aligning what steps and actions your business has taken or could take.

I’ll issue an update over the next couple of weeks but please do keep an eye out for our content every couple of days where my colleague Siobhan Nutt aims to #dosomething for candidates by giving our top tips for a video interview and how to genuinely assess culture via a video call without asking ‘what’s the culture like?’

For access to all our content, please take a look at our website www-vertical-advantage.com/engage and / or follow us on LinkedIn.

If you think we can help advise you with your strategy or help you in finding talent during this time, please do reach out to me on david@vertical-advantage.com or give me a call on 07792544887.

 

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Blue Chip vs SME: What’s best to progress your career

As a sales and marketing manager with experience working with both blue-chip businesses and SMEs (small and medium-sized enterprises), I’ve seen the best (and worst!) of both worlds.

While blue chips are historically able to weather recessions and withstand market shifts — crucial in this unstable, post-Brexit moment! — SMEs tend to offer job seekers a breadth of experience that blue chips can’t rival.

In fact, we’re currently seeing a real swell of later-career candidates moving towards SMEs, as opposed to the traditional blue chips that traditionally tempt the best talent.

Why do most people make the move to SMEs?

In my experience, there are typically three factors at the core of a decision to throw in the corporate towel at a Blue Chip and shift over to an SME:

  1. Agility: the perceived ability of an SME to react quicker to market conditions.
  2. Autonomy: the perceived lack of red tape and freedom to take true ownership of decisions.
  3. Impact: the desire to be, shall we say, a big fish in a small pond.

But that doesn’t mean you should write-off blue chips entirely! While many blue chips can actually offer jobseekers all of the above — as well as the opportunity for career progression, international moves, and cross-discipline training — some SMEs struggle to do just that. Let’s just say I’ve heard some real horror stories! (But let’s save those for another day…)

In short, it’s often not about the company size, it’s about the company.

(Related: See what exciting Sales and Marketing opportunities we have at Vertical Advantage now)

 

So, as a job seeker, what do I need to take into consideration before deciding between a blue-chip or an SME?

First of all, don’t assume anything about the company based on its status. SMEs don’t guarantee autonomy, nor do blue chips automatically turn you into a mere corporate cog!

Instead, test your assumptions at interview. For example, many SMEs will have their founders heavily involved in the day-to-day running of the company, which can go one of two ways:

  1. They want people with experience, who can take the metaphorical ball and run with it, or…
  2. They’re so attached to their ‘baby’ that they can’t relinquish control! (And they might be suffering from the dreaded ‘ugly baby syndrome’, rendering them absolutely immune to criticism.)

Neither one is better or worse than the other, but it’s crucial to consider which approach will suit you. As always, asking incisive questions at interview will be your biggest asset when it comes to figuring this out.

Similarly, remember that SMEs can often be risk-averse, reluctant to rush to market and fail. Meanwhile, blue chips can typically swallow such failures and bounce back. Depending on your preferences, the security of a blue-chip could definitely play in your favour.

It’s also key to remember that you can make just as much of an impact at a blue-chip business as you can with an SME.

Plus, if you’re impatient, the time it takes to land large clients at an SME can be frustrating; meanwhile, at a blue-chip, often you can hit the ground running. I recently moved to an SME having spent 7 years in a blue-chip, and this is definitely something which impacted me! I’d expected my previous clients to bring me all their recruiting needs, but that just wasn’t the case and it took time to re-establish my client base and sort trading terms etc.

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How to navigate a career in the fast-changing world of eCommerce

eCommerce is a continually growing and changing sector, and if eCom is your passion, now is a perfect time to push forward in this market.

In today’s world, eCommerce is a strategic focus for even the most antiquated of FMCG organisations and how to get most out of it is the question on everyone’s lips. The projections vary (wildly at times) but what is not in doubt is that online sales are only going one way, and as such the demand for talent able to drive that growth is substantial.

In the early days of eCommerce, only responsibility was just tagged to the job descriptions of the likes of Online NAM’s, Category Managers & Shopper Marketing Managers. This was because it only covered about 5% of the sales in comparison shop floor sales so didn’t warrant a specialist position. As time has passed, businesses have continued to underestimate the impact of eCom and hence under-invested in developing the talent of future leaders.

This short-sightedness should have you licking your lips if you want to pursue a career in it. A lot is changing. Even in the last 12 months, there’s been a proliferation of restructures and newly created roles. The appetite from companies is most definitely there, but the talent to feed it is not.

Because there’s a lack of competition and a wealth of opportunity for candidates. Right now, there’s a huge opportunity for eCommerce enthusiasts to fast-track their career. The pace of development means that the scope to learn new skills and be exposed to new technology is far ahead of the more established areas we typically recruit for.

eCommerce is a function tailor-made for curious, inquisitive folk with a thirst for knowledge.

Where do these eCommerce roles sit under?

Sales? Marketing? Neither? Both?

Increasingly, there is no clear answer. Whilst that structure is still reasonably common, the creation of dedicated eCommerce & Digital teams has led to a more matrix-led approach. It now sits somewhere between Sales & Marketing with employees acting as ‘internal consultants’ across the business.

Now, as an eCommerce Manager, you might need to be just as comfortable negotiating trading terms with Online Buyers as you are understanding the role PPC plays in improving the path to purchase. The days of simply being an ‘Amazon NAM’ are numbered and expecting to transfer ‘bricks & mortar’ experience into ‘bricks & clicks’ is unrealistic.

What does this actually mean for you when you’re trying to navigate a career in eCommerce?

As recruiters we’re often speaking to people who aren’t eCommerce specialist in FMCG but would like to be. Broadly speaking there are 3 different types of people and here’s the advice we give them.

 

1. Working in FMCG with zero eCom experience?

Know about Cambridge Universities work on Hero Imagery? Got some thoughts on the INS Ecosystem?

I advise you to learn as much as you can from multiple areas. Soak it all up and start to form a picture of what you enjoy the most. You might want to remain in a broad role and there’ll continue to be no shortage of demand for that, but equally, if you find an area you love then specialising will pay dividends.

Lack of experience can be made up for by giving your 2 cents/bitcoin on the latest developments in the market. This is where it’s down to your willingness to learn. If your company doesn’t have the structure in place to give you the experience you want then start developing it elsewhere – go to events, be on top of the latest developments, get to know the online buyers at the retailers you work with or eCom teams at competitors.

2. Working in FMCG with some previous eCom exposure but not a specialist?

I advise you to think about moving into a broad, generalist position. If the structure exists internally to facilitate it, or externally.

3. eCommerce specialist with no FMCG experience?

Your best bet here may well be to play to your niche skillset. Figure out what you know that most people in FMCG don’t and find a company who, if not already there, is moving towards specialisation.

If you’re keen to broaden your experience, then once inside make this clear and find out the best way to move internally further down the line. In so many areas of FMCG the closed-mindedness when hiring outside of the industry means businesses shut themselves off to talent. But, when it comes to eCommerce, skills can outweigh market or category-specific knowledge, meaning it can be a great way in for people wanting to break into FMCG.

 

To conclude, is it better to be a jack of all trades and master of none?

A generalist approach is perhaps best suited to SME’s / those with relatively new eCommerce functions. But it’s unlikely to be the long-term solution. As the nuances of what it takes to get people to buy online become better understood, the creation of more specialist positions will proliferate. At the developed end of the market, you already see companies taking a more sophisticated, specialist approach.

Now, structuring their teams with the understanding that eCommerce is not just a commercial undertaking. A sale online has resulted from the culmination of every touchpoint. I’m positive that the same approach is likely to filter down & become commonplace in the market as time progresses.

If you’re still not quite sure what you need to do in order to progress your career in eCommerce, don’t sweat it!

In a nutshell, you need to become so knowledgeable that eventually, people see your talent as wasted anywhere else.

The outcome?

You’ll either impress so much at interview that your lack of experience won’t be an obstacle, or your knowledge and enthusiasm will be recognised internally and allow you to make the case for creating/shaping a role just for you.

Lastly, what does the future look like?

One example I’d expect to see, is more direct-to-consumer specific roles created over the next 12-24 months and businesses leading the way in areas such as this are already nurturing the best niche talent (I’m looking at you, Unilever).

Inspired to see what eCommerce opportunities are out there at the moment? Click here to browse our latest eCommerce & Digital jobs.

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