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Profile for Rob Scott, Managing Director of Aaron Wallis Sales Recruitment

When recruiting, many employers have the kind of approach they should sit back and let candidates ‘sell to them’.  In addition, many employers feel that candidates are only looking at their own opportunity; this is rarely the case and the top salespeople have many options available to them. 

Top sales talent are scrutinising the detail of every opportunity and weighing up your role against a tranche of others.  Unless you sell the role, the company, and the opportunity moving forward, you will simply lose the best candidates.

Talking very generally, there are two types of candidates:

i) The Active Candidate – this is someone who finds themselves out of work, under threat of redundancy or has made a conscious decision to move on and is applying to adverts, registering with agencies and job boards and networking their contacts to uncover opportunities. 

ii) The Passive Candidate.  In broad terms, this is everyone who is not an ‘active candidate.  In ‘old school’ recruitment terms they used to be described as ‘candidates who are in the market but not on the market’, i.e. they are not proactively looking but if tempted with the right opportunity, then they could consider moving on.  These are the kind of sales professional that potentially is hugely successful in their current role but for whatever reason, if approached correctly, could be tempted to attend interviews.  Typically, these candidates are ‘head hunted’, or proactively approached, either directly or through a specialist recruiter.

Whether active or passive it is just as imperative that you sell throughout the first interview to engage the top sales professionals into your recruitment process.  Here're some basic ideas to help sell effectively to candidates:

1) Set the environment.  Make sure that every part of the office that your candidate encounter is tidy and positive.  No one likes the wallpaper peeling off, or the notes from the last sales meeting on the whiteboard detailing how below target everyone is!  Walk through the reception to the interview room and, as much as possible, make sure that it is a positive experience.

2) Brief reception.  Let the receptionist know that you are interviewing and they can welcome them into the business when they arrive.  Ensure that they relax the candidates by providing company literature whilst they’re waiting, offering them a drink, letting them know where the loo is, etc.

3) Read the CV Beforehand.  No one likes walking into an interview to find the interviewer knows absolutely nothing about them.  Read the CV – highlight gaps, highlight things to probe, identify areas that you potentially have in common.  I find it really helps to look at their ‘hobbies and interests’ and asking a few questions about these.

4) Set out Your Stall: Invite the candidate to sit down, offer them a drink, invite them to remove their jacket if they want to, etc.  Give them a few moments to settle in, make themselves comfortable and prepare their materials – pad, pen, tablet, etc.

5) Prepare your Smalltalk.  The first 5 minutes should be the ‘chemistry’ and the chit-chat to settle the interview.  As an ex-colleague once described it, the time where human beings act like dogs in a park and sniff each other for a few minutes to work out whether it’s friend or foe!

6) Set an Agenda.  The interview will last approximately x minutes.  We’ll talk about the company and role before progressing into the main interview.  Invite questions throughout and make it a two-way meeting (no one enjoys a Paxman 'I ask the questions, you answer' type interview)

7) Begin with a Settling Question: “So, what do you know about our company and the role so far?"  This gives the candidate the opportunity to talk and gives you a gauge of how much depth to go into and how much research the candidate has undertaken, i.e. are they really interested?  For more information on settling down nervous candidates, click here.

8) Prepare the Sizzle.  Prior to the interview, and, ideally, together with colleagues, think of ten reasons why someone would want to join your business.  Why did you join the business and why do you remain in the business?  What is the Culture or the Vibe?  What is the future looking like?  Where could this role progress?  In 2 years what could this role look like? Awards, major clients, testimonials, press coverage, etc.

9) Selling Your Company and Role:

a) It's Not All About Money.  In our latest Sales Survey, the main things that sales candidates are looking for are: the opportunity to progress and develop (27%), Better products and services to sell (16%), More money (13%) and Stability (12%)

b) People buy People.  Talk about the culture, team building events, social events, etc.

c) The Vision of the Future. Be able to enthuse about the path on which your following and the opportunities this will create in the coming years.

d) Talk About Your Management Style.  One of the main reasons why sales professionals look to move is because they are not being recognised for their performance.  Talk about annual reviews, how you manage and measure, how you mentor others and the skills they can increase and attain by joining your team.

e) Training. Sales people join companies where they can see that time, money and resources are going to be invested into them.

f) The Real Deal.  Talk about the overall package.  You may not be offering the same basic salary as another opportunity but the included gym membership, free eye tests and 26-day  holiday could make the difference.

g) Give Feedback and Constructive Criticism.  Good sales people will ask questions such as ‘Do you have any reservations’ at the end of the meeting.  Be honest, tell them about the gaps and concerns, where they could have prepared and performed better.  You don’t have to give them a decision at the first interview as to whether it will move forward, but candidates buy into integrity and openness.

10) Revert When Promised: At the end of the meeting state the next stages and when decisions will be made to move forward.  Stick to them.  I’ve had employers tell candidates that they’ll hear within 48 hours and then not revert to myself four or five days after that.  I’ve also had great candidates tell them where they can ‘stick their job’ because of the delay!  Sales professionals like decisive sales managers!

Hope these common sense tips help you to secure the best sales candidates into your business.


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Milton Keynes
01908 061 400


01543 227973

Understood the type of person we were looking for and good follow ups - not too frequent.

Managing Director, bigHead Bonding Fasteners Ltd

In an industry where people over promise and under deliver, Rob and his teams have consistently provided a high-quality service. It is great to deal with someone that has an excellent understanding of UK industry, and a passion for sales.

Sales Manager, TR Fasteners

Aaron Wallis has continuously provided us with suitable candidates that have been proactively sourced. Having used countless recruitment companies, Aaron Wallis are the only company that I can count on to deliver.

Managing Director, JARK Healthcare Recruitment

Rob’s knowledge of the recruitment industry and his thoughts and how to make it better for his clients have always been eye opening. I would recommend Rob to anybody who is looking for a professional, knowledgeable and flexible recruitment specialist.

CEO, Friday Ad Online Services

Thanks for all your help during the recruitment process. I have been extremely impressed with Aaron Wallis especially when compared to other agencies we have dealt with. I really felt you grasped the type of person we required and found strong candidates.

UK Sales Manager, Nexcom

Giles Phillips is a rare find in the minefield of sales recruitment; an honest and thoughtful recruiter who considers the needs of both the client AND the candidate to create perfect role matches. I look forward to working with him again in the future.

Marketing Director, City of London Police

We were impressed not only by the quality of candidates you found for us but also the level of information, preparation and qualification you put into the process. You continually kept us informed of each person’s feelings about the process, which is very important but often overlooked. I am looking forward to working with your company again in the future.

Commercial Director, Incentive Facilities Management

We appointed Aaron Wallis in February and the successful candidate, out of the six which Aaron Wallis introduced, was able to join Alphametrics before the end of April. The whole process took less than three months. I would recommend Aaron Wallis’ services to others without hesitation.

Chief Financial Officer, Alphametrics

Rob is a true recruitment professional that goes the extra mile that I have never experienced from any other recruitment agency before. If you need sales people call Rob or someone in his team, as they really are experts in sales recruitment.

Sales Director, Inside Business

I found Aaron Wallis to be very professional and efficient, taking time to understand the role and the type of candidate we were looking for. The candidates they put forward met our criteria and were of a high standard. The service they provided was exemplary and I would have no hesitation in recommending them, and will certainly consider using them again in the future.

HR Assistant, Fischer Connectors Ltd

I really liked the YouTube presentations which made the service seem both simple and accessible. The company came to see me, and my management team, at short notice to present their service and I liked the support and advice that I received about maximising the results from the applicant.

Managing Director, Leisuresec plc

Since joining DSGi, Rob has been a supplier of permanent staff and has performed to an extremely high standard, successfully filling 98% of roles he has worked on. If anyone is looking for a good sales and marketing based consultancy with an informal yet professional approach, I would recommend Rob.

Senior Recruitment Consultant, DSG International

I have used Aaron Wallis to fill a number of our Sales Development Manager roles and I have found them to provide a very professional service. I will use their services again in future recruitment campaigns.

HR Business Partner, Greene King

I have always found Rob to be very knowledgeable about our industry sector, and it is refreshing to see after all of these years that Rob continues to quickly and accurately understand my requirements.

HR and General Manager, THK

Giles is highly professional and was a pleasure to work with. He achieves excellent results through his personable skills and tenacity. I have no hesitation in recommending Giles to anyone who considers employing his services.

Commercial Director, G4S Government & Outsourcing Solutions

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Fantastic service, helped me find my ideal job quickly and smoothly. Would highly recommend them

C. Caine, Candidate

Aaron Wallis (and in particular Rob Scott) have been fantastic throughout the recruitment process, and even a few months down the line, still continues to care. Rob clearly cares about each individual and has a wealth of knowledge and expertise, which shows in the work he does. Each candidate is not just a number, and the support received from Aaron Wallis has helped me get a career which I truly enjoy.

M. White, Candidate

Good swift process with Aaron Wallis, informative regarding the role and the process was moved at a good pace with healthy interaction. Would recommend them to anyone pursuing a change.

S. Bartlett, Candidate

A great recruitment company to work with. Excellent experience with Aaron Wallis through the entire recruitment process. The team was really professional and extremely helpful. Darren was a pleasure to work with. He was friendly, supportive and gave me great advice. Thank you very much!

A. Bauchet, Candidate

Aaron Wallis have provided me with an excellent service, Giles went out of his way to help me preparing for my interview and supported me through all the processes. If you need an agency to give you a fully professional and consultative approach to finding you a new career move, the Aaron Wallis can certainly provide this for you.

D. Richards, Candidate

Aaron Wallis helped me secure a position I really wanted. Giles saught to keep me updated with all the details preceding interviews and after with feedback. I would highly recommend Giles and Aaron Wallis Sales Recruitment.

L. Taylor, Candidate

Aaron Wallis is an outstanding recruitment agency specialising in high calibre sales positions. I was working directly with Darren Dawrance who went above and beyond my expectations in sourcing me my perfect role. I was kept in regular communication with Darren and he worked extremely hard to secure my dream job. Highly recommended and Thanks Darren for all your expertise and hard work.

R. Sealy, Candidate

Excellent experience from first contact to ultimately securing a suitable placement. Giles looked after me in a very professional and friendly manner. He used his expertise and experience to ensure I was put forward for the most suitable positions for my skill set and found me a new role very quickly. I can't recommend Aaron Wallis Sales Recruitment highly enough.

M. Green, Candidate

I can honestly say that the time and expertise you gave me was way beyond any other recruitment consultant I dealt with. You are a rarity in your industry.

S. Akers, Candidate

The Recruitment agent I used, Simon, was extremely helpful and really went the extra mile to ensure all of my questions were answered, and that I felt as comfortable and prepared as possible. Very professional company and would definitely recommend to others. Thank you Aaron Wallis!

A. Callaby, Candidate

Really excellent experience dealing with Aaron Wallis. Liam Oakes who helped me get a great job was brilliant. Kept me up to date during the process and offered great help and advice, and a thoroughly nice guy. Highly recommended!

J. Hathaway, Candidate

I have to say coming across and having dealings with Aaron Wallis proved to be very successful. Being highly experienced did not seem to count for much during my job search bit a conversation with Robert Scott gave me a real confidence boost and enabled to get a position at the age of 63. Great service!!!!!!

D. Burgess, Candidate

Very good advice and support was given during the course of the interviewing process. Potential job seekers would be well advised to use this company whilst looking for their new career.

R. Speakman, Candidate

Less than two weeks after joining Aaron Wallis I was offered my new job. I got a £10,000 rise in my basic salary, car allowance, a laptop and many other perks, which will help to further my career. I definitely would not have found my dream job without the help of Aaron Wallis.

C. Hoy, Candidate

I've had a really good experience working with Giles Phillips at Aaron Wallis. From initial contact to the finer details of securing the job, he has been very professional and a pleasure to work with.

M. Shutt, Candidate

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