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

As you already know, your firm's sales employees work hard and, in the current economic climate, it could seem near to impossible to reward and reinforce recognition of work without going over budget.

But the good news is that you don't have to.  It has been found that sales people are not as 'materialistic' as some colleagues may wish to believe. In fact, only 10% of sales employees surveyed value material wealth and money as their biggest indicator of success, according to the largest survey of UK Sales Professionals conducted by us in 2009.

Nevertheless, rewards don't always have to be tangible. Frequent recognition of accomplishments and regular communication always top the non-monetary compensation methods.

So here are some effective methods to reward your employees that aren't going to break the bank:

 

1) Flexibility Offers The Most Gain With The Least Pain

A costless yet compelling reward that rises above the rest is simply flexible work schedules. Extra efforts to understand work-life balance can provide simple rewards that employees constantly strive to achieve. Such methods can range from allowing employees to telecommute one day a week to allow for the flexibility of employees to start and leave earlier. The committed, productive, employees will take the trust and flourish and the slackers will abuse the trust and ultimately falter.

 

2) Give Employee's Greater Opportunities

Opportunities can often be the most meaningful form of recognition simply demonstrating that an employee is valued by an organisation. These can vary from being asked to stand in on a manager's behalf during a meeting or being invited to attend industry conferences.

 

3) Training Goals

These could vary from offering a comprehensive range of training and qualification opportunities ranging from nationally recognised certifications to First Aid at Work courses.  Training and Development schemes help employees to not only achieve organisational goals but also accomplish individual goals and further attain personal growth. Furthermore, Training and Development helps in establishing and strengthening leadership skills, motivation, loyalty, better attitudes, and other aspects that successful workers and managers usually display. Two forms of training can be adopted; on-the-job training and off-the-job training.  Training provides a series of planned learning experiences for individuals and builds their technical skills and competencies.

 

4) Challenge Your Employees

Being trusted with a greater and more challenging work load can often be viewed as the most sincere form of flattery and commendation. A new responsibility, challenge or additional job function is a downplayed basic technique that underpins recognition and reward.

 

5)  Moving Up That Ladder

Some 60% of people in professional roles have confessed that they would consider moving jobs for career progression.  Career progression can mean different things to different people where an understanding of what opportunities exist for personal development and career advancement is a high priority for many employees (Badenoch & Clark Guide, career planning essential for employers 2010).

Creating a career planning profile enabling employees to focus on their next target role helps employees to develop their career paths both horizontally and vertically to support this ambition.

 

6) Personal Performance Reviews

Use PPRs as a medium to focus on employees' motivation, personal ability and praise and use it as a tool to get rewards accordingly.

By reviewing the PPR processes and making them consistent across the company, employees will have the opportunity to have sessions with their managers to discuss their performance, get praise as well as constructive feedback. This will make the employee feel more valued and therefore more motivated to give his/her best.

This change should be implemented through consistent and accountable PPR objectives, that will eventually integrate relationship fostering as part of the day-to-day workload.

No monetary impact, but time should be invested by both Line Managers and employees for quarterly sessions as a minimum.

 

7) The Two Secret Words

"Thank you". The two most underused words that not only deliver the highest return on investment but help build trusting and respectful relationships between employees and managers. Whilst this may seem all a little too obvious, telling your employees what specifically you liked about a great job they've done not only makes them feel appreciated and valued but they are highly likely to do a great job again.  There are two motivating 'thank yous' that I received from an old boss which cost just a few pounds but had a massive motivating impact on me.  The first was a hand written letter of thanks to my home address (on headed paper of course) and the second was a book on sales which had a hand written inscription that said 'I know you know all of this already and well done in putting into practice with your sales performance last year'.  Both made me feel great and cost little - it was the thought and effort which mattered.

 

8) Applaud their efforts - Yes, literally

A standing ovation by the entire team at the next meeting could be really worthwhile for that employee that has performed outstandingly. Something also just as powerful yet as simple as an applaud is a hand written thank-you note. Personal thank-yous illustrate courtesy, admiration and gratitude.

 

9) Wall of Fame

Announcements on a bulletin board, "wall of fame" or newsletter detailing those who've accomplished something truly-special can be immeasurable.  Employees will be desperately attempting to earn their place on the wall of fame or within a publicised announcement.

 

10)  Money, Money, Money

In reality, despite Hertzberg's views that monetary methods of motivation have little value - firms still use money as a Money, money, moneymajor incentive. There are a variety of payment schemes that businesses can use to motivate their employees, these can vary from performance related pay, bonuses, share ownership, profit sharing and fringe benefits. See our guide on how to devise a commission scheme which works together with the pitfalls involved in devising commission schemes.

 

11) Share in the Company Success!

Equity, share options and phantom share options can be very effective ways to incentives, and more importantly, keep your key staff particularly in Startup or sharp growth positions.  Further information on these can be found in the following two articles: Employee Share Schemes and Incentives For Your Top Staff and Phantom Share Options and how they can help to Incentivise and Retain Your Top Sales Staff

 

12) Reward effort as well as success

Even if their ideas or efforts sometimes fail, you want employees to keep producing them. Creating an annual award for 'the best ideas that didn't work' can help stimulate innovation and positive behaviour (Alan Weiss, president of the Summit Consulting Group Inc). The success of rewarding employees can be measured by increased productivity, satisfied customers, improved profitability and importantly employee morale!

 

Conclusion

Whatever method is adopted, it must be remembered that recognising employees is not only a nice thing to do it is an illimitable tool to reward your most momentous asset - your employees.

 


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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 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

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 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

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

Managing Director, bigHead Bonding Fasteners Ltd

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 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 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 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

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

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

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

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

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.

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

C. Caine, 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'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

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 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

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

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

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

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

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

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

Perfect from start to finish. Simon deserves a shout out. Best recruiter there is. If you need a job, this guy will get you one. He's like the super man of recruiters. Top man, can't recommend him enough.

M. Crisp, 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

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

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

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 on securing my dream job. Highly recommended and Thanks Darren for all your expertise and hard work.

R. Sealy, 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

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

E. Heley, Candidate

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