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

 Once you’ve found your perfect recruit after a long-winded recruitment process, it’s time to start salary negotiations.

If you’re lucky, your new hire won’t negotiate at all. Latest research from the US suggests less than 40% of candidates ask for more that advertised, and it’s likely even fewer Brits would do the same, given our ingrained hatred of haggling.

Perhaps, however, we’re just better at coming up with the right salary offer in the first place? Read on to see how you can improve your tactics to ensure that you secure your chosen candidate.

What’s the big deal about getting the salary offer right?

Well, the obvious answer is you don’t want your ideal candidate to walk away before you’ve even had a chance to negotiate. However, it’s also down to trust and expectation.

After maybe one, but probably at least two interview stages, they’ve no doubt told you what their previous salary was, and what their expectations are now.  By this point, you’ve also probably outlined the salary bracket applicable to the role.

Money is emotive to both parties, and you only get one chance to get it right. So, to come up with something much lower than discussed or advertised, aka ‘lowballing’, smacks of an underhand, cheap budget grab and will leave the candidate feeling devalued.  Therefore, don’t be surprised when your offer is declined, they walk away and block your number forever.

It just makes your organisation look amateurish, and if the candidate does walk away, it’s just the sort of story that gets passed around. You don’t want to be the company with a reputation for trying to ‘stitch up’ new staff.

The flip side of the coin is not to offer too much. While your new hire will no doubt be thrilled, you’re creating three problems down the line:

Firstly - you’re overspending your budget;

Secondly - you’re leaving little room for the candidate to grow into the role and receive raises over the coming years, and

Thirdly - you risk colleagues finding out about this new pay level – and demanding a pay rise themselves. Before you know it, you could have a full-scale pay revolt on your hands.


What factors should determine your initial salary offer?

You’ll likely have similar roles, or ‘grades’, already within your organisation, so you’ll have a good starting point. But there are other factors you can look at to ensure you are offering a fair deal:

  • Ready availability or otherwise of the skills you’re after
  • Previous career progress and experience of your chosen candidate. He or she may be well above comparable workers
  • Fair market rate for your industry
  • Fair market rate for your geographic area
  • Current economic climate within your industry or region

Working out bonus packages to offer

Bonuses will give you some wiggle room when it comes to salary negotiation. If you have a discretionary bonus scheme, one that does not appear in a contract, then you can dangle this ‘carrot’ as a way of suggesting your new hire might be able to top up their take-home pay at the end of the year. Or you may have a non-discretionary scheme written into the contract, but the ‘carrot’ might be just as ‘juicy’.

In sales roles, it is expected that a significant proportion of an employee’s take-home pay relates is commission.  The commission scheme is often based both on individual and team/company-wide performance. How you present the overall earning potential at this point might also be enough to persuade your potential recruit to sign along the dotted line.  This article explains more on creating commission schemes and the ‘golden rules’ that you must follow.

If you’re still at an impasse, does your business allow discretion on holiday days? Could you offer the candidate a clear, fast-tracked career path to a high-paid promotion within a set time… providing they proved themselves, of course. It could be that giving something as simple as formal training/qualifications, or flexible working, might do the trick. However, you’ll need to guard against the whole workforce finding out and demanding the same treatment and perks.

Of course, your ideal solution is that you already have a pay bracket in mind, one agreed with the management, and just increasing the offer a little, still within the top bracket, is enough to seal the deal.

Be prepared to walk away

As a hiring manager, the last thing you want to do is lose your target and have to start the recruitment process all over again. Maybe you had a second choice, but even having to go crawling back to them is not without its own issues. However, you can’t be held hostage, and every role has its pay cap. If you’re simply not getting your candidate to see sense, be prepared to walk away.

How do you offer a salary?

Remember that many new recruits WON’T try and negotiate! Once you’ve agreed verbally, then make the formal written offer, together with the package clearly laid out, with basic wage, commission structure (and how it works), bonus scheme (if applicable), pension, holidays etc.

The job offer should also mention the position, the name of the line manager to whom the recruit will report, and other terms and conditions of employment.

And then, finally, you’ll get their signature and agree on a starting date!

Hopefully, you will have negotiated yourselves into a win-win situation, with both sides of the salary negotiation looking forward to beginning a mutually beneficial and long-term relationship. If you both acted professionally, then it bodes well for the future.

Published: 19th August 2018


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Milton Keynes
01908 061 400


01543 227973

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

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

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

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

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 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

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

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

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

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

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 just wanted to thank you for your help with our recruitment process which went very smoothly and has – we hope – found us just the person for the job!

Managing Director, Citrefine International Ltd

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

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

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

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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

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

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

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

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

C. Caine, 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 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

Aaron Wallis Sales Recruitment are a very friendly and professional recruitment organisation who listen to your needs, work with you and act on your behalf which sets them apart from many of their competitors who in my experience are willing to throw anything at you. We discussed my history, my preferences and my wishes - one opportunity was introduced. It was perfect. I start at the end of June.

R. Buckley, 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 (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

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

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 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 service, very professional and friendly, would and have, recommended Aaron Wallis.

E. Heley, Candidate

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