Graduate Recruitment

This blog has moved

2010-04-07T11:01:00.001+01:00

This blog is now located at http://blog.pareto.co.uk/.
You will be automatically redirected in 30 seconds or you may click here.

For feed subscribers, please update your feed subscriptions to
http://blog.pareto.co.uk/feeds/posts/default.

US graduate jobs poor outlook

2010-04-04T16:32:00.000+01:00

Looks like the graduate jobs market in the US is looking poor, according to a research by Gallup up to twice as many are likely to be unemployed.

Well thank goodness the UK graduate jobs market is not seeing the same outlook. Let's hope the economy carries on expanding in 2010.

How can to build your sales team cost effectively and quickly

2010-04-01T07:58:00.002+01:00

In a changing world business is increasingly faced with what seems like contradictory requirements when looking at increasing sales:

We need to increase our sales but there's a headcount freeze.
We don't know where the market is going in two years but there is a short term growth opportunity that we want to maximise.
We have a pilot project but we cannot commit to building a permanent sales team until we know it will fly.
The company has been through a round of redundancies but we need a new sales force quickly.

These challenges are affecting how businesses are looking towards the future. However there is a solution into how business can effectively increase sales quickly and rapidly.

Look at what one of our clients achieved in just 9 months with minimal long term fixed overheads. This allows cost effective and rapid building of sales teams.

Have we got you interested or do you want to learn how to increase sales cost effectively then download the full 'How to Build Your Sales Team in a Changing world' white paper…

Visit our page 'How to Build Your Sales Team in a Changing world' to download the white paper to for more information

How do you knock shots off your sales game?

2010-03-30T23:22:00.003+01:00

Current Ryder Cup Captain and iconic golfer, Colin Montgomerie, once commented that he could take any high handicap golfer round a course and knock several shots off their handicap through improving course management and better club selection.

In this sales arena we work we see too many people who are constantly hacking around for years and don’t ever improve, they just reinforce bad habits.

So let's take a leaf out of old Monty's golfing manual and commit to getting our sales handicap down. How I hear you all ask, metofrically anyway, well download our latest innovative and informative guide.

Have we got you interest then download a copy by visiting our page how to lower your sales handicap

Jobless graduates may benefit from 'service academy'

2010-03-17T12:06:00.003Z

Graduate job hunters may be interested to hear that the Conservative Party plan to set up a "service academy" which could create up to 50,000 work and training positions for unemployed individuals via partnerships with major employers.

Of course this piece of legislation requires David Cameron's party to be elected to government later this year but if it does then big firms including Pizza Express, Starbucks, InterContinental Hotel Group and Whitbread are laying in wait to help.

As part of the initiative, the academy would train people in necessary skills that most employers require, People Management reports.

Theresa May, the shadow secretary of state for work and pensions said: "The creation of a service academy will not only give people practical skills but also an entry route into a career in a growing area of business."

Shadow chancellor George Osborne added: "The argument is that we need a sustainable private-sector recovery to create new jobs. That we cannot go on relying the public sector to provide the great majority of new jobs, as we did over the last decade."

The general election is rumoured to be scheduled for May 6th 2010.

CEOs confident over headcount in boost to graduates

2010-02-26T14:14:00.000Z

Graduates hoping to find employment at a big firm have been handed a boost by the news that nearly half of chief executives (CEOs) who took part in a recent survey are confident of increasing their headcount in 2010.

The poll, conducted by PricewaterhouseCoopers, showed that 42 per cent of UK CEOs plan on increasing their headcount over the next year as part of a growing investment in staff.

Said survey, revaled at Davos, suggests that CEOs are trying to find ways in getting the best staff and increasing employee retention, something that could suit the brightest and best graduates.

Michael Rendell, partner and leader of human resource services at PwC, said: "We are all well-versed in the assertion that the deep cost-cutting and headcount reduction many companies felt forced to undertake during the recession could impact speed of recovery and competitiveness so it's encouraging that CEOs are now prioritising the people agenda."

The View from the Sales Trainer

2010-02-19T13:21:00.003Z

Sales Training is key to any sales strategy, but what innovations and ideas are the training companies bringing to the table to improve the quality of sales professionals? Read Pareto's Sales Training Directors thoughts on creating a sales training strategy in a recent article in SalesPro. The View from the Sales Trainer

Record rush for graduate jobs for university leavers

2010-02-16T13:16:00.000Z

It was interesting to read in the The Times that competition for graduate jobs is increasing as the record number of university undergraduates start to think about applying for graduate positions in 2010.

This year there has been an unpreciendented number of applications and 2010 looks like it will be again a highly competitive year for graduates leaving univesity.

Many of the traditional graduate schemes are full which means that graduates who traditionally appliy for these schemes will need to cast their nets wider.

Graduate jobs in sales are especially attractive to the top graduates due to the potential earning salary that can be generated, our graduates can up to and over £35,000 in the first year with most earning around £30,000.

With there being so many graduate sales jobs available we expect the applications at Pareto to be very high this summer.

AGR graduate recruitment survey findings welcomed by David Lammy, Higher Education Minister

2010-02-11T08:51:00.000Z

David Lammy, the higher education minister, has reacted to the results of the Association of Graduate Recruiters (AGR) graduate recruitment survey by emphasising the wide range of options available to recent university leavers.

The AGR's bi-annual report actually showed that there had been an 8.9 per cent reduction in the amount of available graduate vacancies, but this figure was considered a positive one because it was initially forecasted to be closer to 24.9 per cent.

University leavers' average expected starting salary froze at £25,000 for the second year in a row - an AGR survey first - in evidence that the recession has not had too much of a negative impact on the sector.

Mr Lammy said: "Employment rates for graduates continue to be higher than for those with lower qualifications. This research shows that there are areas of growth in the jobs market.

Graduate recruitment hopes remain high survey finds

2010-02-09T10:02:00.000Z

I was interested in the recent survye showing a quarter of university leavers are confident that they will find a graduate job this year despite an increase in competition in all sectors.

More than half of last year's graduates are considering applying for jobs that require a degree this year and will be in direct competition with the two-thirds of 2010 graduates also applying, figures collected by recruitment firm Alexander Mann Solutions showed.

Spirits remain high among graduates with some 26 per cent claiming they felt positive they would find a position this year.

A similar figure (24 per cent) of 2009 graduates said they were currently - or had previously - been working in a degree-level capacity since leaving university.

Clodagh Bannigan, head of client services at the firm, said: "Businesses looking to hire graduates need to ensure that they have the processes and scalability in place to deal with the high volume of applications, without compromising on the human touch that is essential when looking to attract the best young talent.

Optimistic CEOs' plans to increase headcount could be fillip for graduates

2010-01-29T09:29:00.000Z

I came across a survey this week that gave some good news finally for the graduate sales job market. Graduates looking for jobs could see the amount of vacancies increase in the next year after 42 per cent of chief executives (CEOs) said they planned to increase headcount over 12 months.

In a survey of CEOs conducted by PricewaterhouseCoopers, an air of optimism about the economy shone through with 63 per cent of UK CEOs claiming they believe the economy will recover in 2010.

UK-based CEOs were more positive about increasing headcount than any other European nation's business leaders, a sure sign to graduates that the worst may be over in the job market.

Ian Powell, UK chairman and senior partner at the firm, said: "Growth expectations have been severely impacted by the challenges of the financial and economic crisis and the fears of a protracted recession are beginning to recede."

He added that an "upturn in employment prospects will be widely welcomed".

It was revealed last week that 88 per cent of business owners expect revenue from their British ventures to increase in 2010.

So some fantastic news and optimisim over for the next 12 months.

Would you rather have one overpaid superstar or three up and coming stars of the future?

2010-01-27T22:24:00.003Z

We all know that an experienced and committed field sales person can be worth their weight in gold but what about those that are falling short? Do you replace them with like for like or is it worth considering another route in hiring fresh, talented and highly trained sales people?

Research has shown three internal sales people will cost the same as one experienced field sales person. Yet with one major advantage; they have three times the chance of being successful. You can even afford for one to crash and burn but the same cannot be said for the highly paid field sales super hero

How could you achieve a 50% increase in sales for the same fixed cost?

Further research has shown that, on average, two internal sales people will deliver the same revenue as one field based executive, yet cut your costs by 33%

For more information read our new white paper on how you could achieve a 50% increase in sales for the same fixed cost.

Download the full 'What gives you the best sales ROI' white paper… more information

Graduate job opportunities are set to increase in 2010

2010-01-19T14:31:00.002Z

I read this week that graduate job opportunities are set to increase in 2010 as the UK battles through the recession is no different to what has traditionally happened in similar circumstances in the past, it has been suggested.

A recent High Fliers Research report revealed that graduate job prospects are set to improve across a range of industries this year, with investment banks and law firms among those looking to recruit.

Mike Hill, chief executive of Graduate Prospects, has stated that recessions that have taken place in prior decades have tended to cause a rise in the number of graduate jobs on the market.

He said: "Historically, if you look at the recessions of the early '80s and the early '90s and indeed after the mini recession we had after the Twin Towers and the dotcom crash in 2002, traditionally the first group of employees to come out of the recession and to be hired is the graduate population."

However, he added that he was unsure if graduate job prospects would continue to improve, with a reduction in public sector positions potentially offsetting some growth in the private sphere.

Other finding from the High Fliers Research study was that a number of graduate job opportunities for 2010 may have already been secured by university leavers from last year which we have certainly not seen.

2010-01-18T10:52:00.003Z

At our annual launch I wanted to spice up my marketing presentation with a little video and music and came across this video on You Tube.

Did you know ? Human Capital Edition - 2009. It's all about how technology influences and is influenced by Human Capital Management. Some fantastic research on the development and evolution of technology and marketing and how it interacts with people and how people a more than ever influencing how companies work and in most cases forcing companies into changing their ways.

I know that the sales development market certainly has started working closer and closer with technology and bringing customers closer together.

What gives you the best ROI? An extra internal or external sales head?

2010-01-14T14:12:00.004Z

Ask yourself the following questions:

Why are you I recruiting over paid experienced sales people when you can grow your own for half the price and twice the return?

Why have an experienced underperforming sales person in the field when you could have 3 motivated, hungry and trained sales graduates that will enhance your sales even more for 2010.

Fixed costs: 3 x Internal sales people = 1 x Field sales person
Revenue Created: 2 x Internal sales people = 1 x Field sales person

You do the Maths......!!!

We are proving to our clients that 3 internal sales people cost less, yet are twice as profitable, as 1 field sales person.

It is imperative for the success of 2010 that you implement innovative ways in how to get over those sales challenges you are facing. Pareto can help you to implement a new sales person, sales strategy or even sales team within weeks. Learn how we can enhance your sales team in 2010, read more about the sales challenge...

The outlook for graduate jobs and sales jobs in 2010 looks bright

2009-12-15T17:37:00.000Z

Many people believe the outlook for recruitment next year is far brighter than it has been for 2009, according to industry thought-leaders.

The economic downturn has caused problems for both graduate recruitment agencies and sales recruitment agencies over the past 18 months.

Now professionals working in recruitment across a range of industries have expressed their optimism in a recent online discussion.

The topic on social networking site LinkedIn asked recruiters their thoughts and feelings on what was in store for the New Year; the post received an almost unanimous vote of confidence.

One of the earliest signs that the economy was impacting negatively on the recruitment industry was a drop in the number of marketing and sales jobs last year. Now the signs for 2010 have become more positive, with the number of sales recruitment adverts on the rise.

A sales trainer for a multinational company said: “The future looks healthier for 2010 certainly, with recent news revealing that permanent jobs are at a 28 month high for November 2009. I think also that there will be a lot more movement [in our industry] with a strong war ensuing for talented recruiters."

"This means next year will see a lot of recruitment firms attacking the market with renewed energy," he added. "With many recruiters looking to change jobs, 2010 could be the year that brings home the importance to many businesses of their human capital.”

This comes just days after Vodafone announced a graduate recruitment drive for 2010 that will see 50 graduates employed in September.

Sales and marketing adapts to new business environment

2009-12-15T12:01:00.001Z

I was at a networking evening last night when I was passed a recent survey revealing that people in marketing and sales jobs are adapting their methods, products and services in the wake of the economic recession. We are certainly seeing our clients adapt strategies and using innovative ways to generate new business and increase profits.

The latest Marketing Trends survey published by Chartered Insititute of Marketing (CIM) at the start of this month. Conducted for the insitute by Ipsos Mori, the Autumn 2009 edition reveals how people working on the frontline of marketing and sales jobs view the prospects for the economy and their own businesses.

As well as revealing a growing optimism throughout the sector, the survey indicated that people in sales jobs are well aware that their organisations need to adapt in order to prosper in the changing environment of the UK market post-recession.

The most fundamental sign of this recognition was in the participants outlook on customer spending behaviour. 72% of those surveyed that since late 2007, customer behaviour and spending patterns have fundamentally shifted. For many sales professionals, this has required their companies to change their products and services since the last survey. 53% said that their company have changed their products and services because of the effects of the recession.

Opportunities have also been opened up by the economic downturn, according to some 36% of those surveyed. The small increase from 28% in the spring 2009 survey could indicate that a growing number of companies are realising that new sales training and product re-evaluation could benefit their business.

David Thorp, director of research and professional development at CIMM:"It’s good to see that marketers are responding to customer needs by changing their products and services. For now, marketers are wisely concentrating their spend in the most effective activities, and still see the need to invest in training. As we move into the New Year, I’m convinced this more professional approach will stand them in good stead when the economy fully recovers."

In addition the survey revealed that those in marketing and sales jobs have clear ideas about where investment could go to increase sales. 77% of those participating in the survey believed that Customer Relationship Management (CRM) offered the best R.O.I, suggesting that a more widespread implementation of sales training incorporating CRM methods could be beneficial to sales.

Trends within the sales and marketing sectors are looking towards a continued movement in new adapting new development and sales training stratgies which Pareto has been helping its customers across the UK get ready for 2010.

New, confident year for sales and marketing jobs

2009-12-11T16:43:00.003Z

Confidence is definately coming back to the economy and we are seeing this come across when speak to our long standing and new clients. Many clients are very starting to look to the prospects of 2010 and we seeing a good level of interest in sale training courses.

This has been backed up by the Chartered Institute of Marketing (CIM) who described an optimistic outlook across sales and marketing with its latest Marketing Trends Survey. The ninth such survey, the autumn 2009 report shows that levels of optimism have increased dramatically since last year's low point.

The CIM says that this outlook demonstrates how initial signs of optimism seen in the previous survey have been consolidated by the events of the past six month. Out of the companies surveyed, many report that they have increased sales and marketing spends whilst reducing their redundancy levels over the last half of 2009.

Marketing's bleakest hour was in autumn 2008. Then, just 11% of those surveyed expected economic conditions to improve. However sentiments have continued to brighten throughout 2009, with the number of people expecting conditions to worsen halving from 70% to 34% by spring. Now, levels of pessimism have dropped to a mere 12% and over half of all surveyed expect the economy to improve (51%).

UK marketers and sales professionals have also become more positive about the business prospects of their own organisations. In the 2008 survey for autumn, nearly as many were pessimistic (27%) as were optimistic (29%). In 2009, this has changed significantly. Perhaps unsurprisingly, 51% are confident that their business will improve over the next year - the same amount as are optimistic about the economy. Only 16% expect that their business will get worse.

Although the CIM says that the industry's outlook has yet to reach the same levels of confidence seen prior to the recession, a recovery in market confidence is a welcome sign for sales recruitment. CIM's director of research and professional development, David Thorp said "2010 will certainly be an interesting year for marketers, with the continuing uncertainty about an economic recovery, the UK general election and an ever-growing presence of digital and social media."

Sales training 'most important task' for managers

2009-12-11T10:44:00.001Z

We have been taking to with some of our sales training clients regarding a new concept around sales training for marketing teams. Everyone who has contact with customers within an organisation is a sales person in some shape or form from the receptionist who greet customers at the front desk to the marketing team.

The marketing team of any company is in most cases the first point of contact for most customers. Therefore managers of marketing teams should be focusing on increasing skills through sales training.

We have been talking to some of our clients regarding this and have had some fantastic results and outcomes for them and their marketing teams.

Whilst researching this I was also interested in a recent blog entry on one of the many blogs I follow by Paul Newsom, follow him he is very good and has some fantastic views.

Paul Newsom wrote for BusinessBlogs that, although managers have many different responsibilities, such as hiring, planning, reporting, admin and motivating staff, sales training is one of the most important.

Mr Newsom also advised that directors maintain continuous sales development courses for employees to ensure that skills are not neglected, while reinforcing training is the key to making it work.

"Sustained coaching is vital to derive the benefit and value of most sales training and help the team to apply the knowledge and use the tools they have learned in the class room," he explained.

I was also motivated by the The Forum of Private Business who recently called upon the government to provide greater funding for sales training providers to boost firms' profits as the upturn comes.

The group believes that there are currently not enough opportunities for companies to take advantage of high-quality training.

I passionately believe that sales training could help get UK business improving sales and back on track for 2010. Plus by extending communication and sales training to the marketing department would provide a more connected process, wouldn't that be fantastic, watch this space...

Employment is on the rise within the sales sector

2009-12-07T14:21:00.000Z

Sales Sector News

Employment is rising after months of decline in the jobs market, according to new statistics. Figures released by the Confederation of British Industry (CBI) found that the proportion of British employers currently operating a freeze on recruitment stands at 37 per cent, whereas the percentage recorded at the beginning of summer was 61 per cent.

However, an increased number of jobs which are going to be made available include sales jobs but are likely to be part time positions, as firms adjust to the economic circumstances. Though the economy is said to improve more after Christmas, therefore making more jobs available within sales development and many other sectors.

The study was carried out in partnership with Harvey Nash and also found that approximately half of all employers in the UK are continuing to freeze pay rates, with only four per cent set to introduce rises above the rate of inflation.

CBI's deputy director general, John Cridland said: "The worst of the recession may be over but firms remain ultra cautious about increasing pay. Market conditions continue to be very tough and growth in 2010 will be feeble, so pay is going to be squeezed for some time to come."

The Institute for Employment Studies (IES) also reported at the same time, that public sector wages are still higher than those in the private sector.

Slowdown of Ad spend decline good news for Sales Jobs

2009-12-07T12:10:00.001Z

Ever since the economic recession, marketing budgets for advertising have been shrinking. But a new report from Nielsen says that this decline has consistently slowed down over the last year.
In what is sure to be good news for anyone working in sales jobs, Nielsen reports that in September 2009 total advertising expenditure was down 10% year-on-year, whereas in May 2009 the figure was 16% year-on-year.
Retail sales jobs in branded products were the most affected by the recession. Whilst supermarkets and other retailers of basic goods engaged in price and advertising wars to promote their budget ranges and increase sales, brand advertisers tended to reduce their advertising.
Nielsen reports that in the first twelve months of the recession (July 2008 to June 2009) all but two manufacturers chose to reduce media budgets by between 6% and 66%. Audi and Seat were the only two manufacturers who maintained their advertising spend.
Conversely, ASDA increased its average ad spend by 40% during the same period.
One of the most significant increases in advertising spends however was the Government's Central Office of Information (COI). The COI increased its advertising spend by 33%, using marketing to promote public services and information rather to increase sales. It ran awareness campaigns on the HPV vaccine for young girls, the spread of swine flu, and the dangers of smoking and drinking.
The slowdown of decline in the marketing industry may eventually offer a boost to the graduate jobs market. Marketing and advertising once provided graduate recruitment schemes that attracted students from a range of academic disciplines, offering them the opportunity to put their studies to work in sales jobs as well as acquire valuable sales training.

Recruitment agencies will help graduate job competitive market

2009-12-07T11:53:00.000Z

Students who are now starting to apply for next year's graduate training programmes will find it a very competitive market, though recruitment agencies can help. Some graduate schemes are hard to get into, as graduates are having to face assessments before gaining employment. Most programmes are offering timed aptitude tests, numerical tests, psychometric tests, competency based interviews and even residential assessment centres where group exercised and presentations occur.

Some graduates however, are lucky. A Loughborough University computing and management graduate, Matt Tasker said: "It is a long, hard process but you just have to keep going at it. I applied to around seven schemes and so, for a time, in the flat I was sharing with four others, there were a lot of phone interviews going on. We used to put a sign up on the door saying 'phone interview, do not disturb.'"

When leaving university, people have to be persistent by applying to a variety of programmes rather than just one or two. Using agencies will help graduates more than going it alone, though doing both will ensure maximum effort is being made on the graduates part.

Next year will be extremely competitive next year, despite the improving economic state, final year students will be up against last years unsuccessful graduates as well as peers in their own year.
John Morewood, senior graduate recruitment development manager at HSBC said: "It will be competitive, in 2010 HSBC is expecting to take about 216 graduates on to its UK retail and investment banking graduate programmes. Normally, they attract about 20 applications for each place."

Employers may need new graduate recruitment strategy

2009-12-07T11:43:00.001Z

We are finding that lots of our clients are looking at how, when and why they recruit graduates. One area that is influencing this is the recent research into why graduates are choosing their place.

Graduate recruitment strategies aimed at getting Britain's best and brightest may need to change according to new research into student behaviour.

A survey conducted by the Higher Education Careers Service Unit (HECSU) has shown that the UK's top students are choosing their place of study on course reputation rather than the prestige of the university's name. The study has called the current system of ranking universities in to question.

The survey of 50,000 students was contained in stage one and two of the HECSU FutureTrack report. It revealed that some of the highest achieving students in some subjects are likely to be studying at what is commonly called a 'new' university, rather than one of the Russell Group Institutions.

The Russell Group is a colloboration of twenty UK universities. Sometimes referred to as the British equivalent of the American 'Ivy League', its members receive two-thirds of research grants and contract funding in the country. As well as Oxford and Cambridge, the group includes the Universities of Manchester, Leeds, Liverpool, Edinburgh and Cardiff.

Traditionally, these universities have been seen as attracting the best students and lecturers, and subsequently are a major focus for graduate employers. From sales jobs to the legal or medical professions, graduate recruitment is often targeted at these universities at the expense of less established, newer institutions.

HECSU's director of research, Jane Artess, called for employers to adapt to the research and expand where they look for graduate recruitment. "It is known that many students choose where to study based on departmental or course reputation as much as university" she said. "But Futuretrack shows clearly where and why students with very high points enter 'new' universities and specialist Higher Education institutions as well as those places usually associated with top grades."
Artess also said that many high achievers may elect to study close to home, rather than study at a traditionally prestigious university at greater expense.

She said: "This strongly opposes current views by many employers that they can only find exceptional candidates from the Russell Group. This simply isn't the case."

"Employers should try and find out about the departments and courses they are interested in; the net should be cast much wider".

Graduate recruitment strategy rethink on the cards

2009-11-26T10:26:00.000Z

I was interested to read about the rethink of graduate recruitment strategies.

The Higher Education Careers Services Unit has found that the UK's top students are selecting their higher education providers based on different factors than those of their predecessors. One of the outcomes of the research is that employers are advised to modify their graduate recruitment strategies to accommodate changes in behaviour.

The HECSU's study surveyed around 50,000 students and found that historic selection factors such as the history and reputation of a university were becoming less important to prospective students. Institutions such as Cambridge, Oxford, Edinburgh, Leeds, Manchester, Cardiff and Glasgow (Russell Group Institutions) are not always the first choice for high achieving students. Rather it is course reputation, rather than university reputation, that can steer a student's choice.

The impact on graduate employers could be profound if they don't react to this news. Simply put, the talent may not be exclusively found within that Russell Group. The cost of studying full-time is becoming more and more apparent in university choice. As more students opt to stay at home and attend a commutable university, they naturally have their options limited.

The benefit of understanding the findings could be overshadowed by a greater problem- that of determining a more up-to-date and effective system for attracting and managing entrants to corporate graduate jobs. While employers may be temporarily diverted by more immediate recession related problems, there are those with a shrewd eye to the future.

Casting the net wider in terms of the "ideal" graduate employee may be much harder than it sounds, and it may also have long-term repercussions for the credibility of some long standing educational establishments.

Pareto Launches New Photo Gallery

2009-11-13T16:27:00.003Z

We have just launched our new interactive photo gallery page on our website of our new £5m Pareto House sales training and sales assessment centre plus there are some great shots of our boutique onsite hotel which our sales training delegates can use over night. Visit our sales deveopment home page and click the banner

Cold Calling Training in Scotland

Also this week due to popular demand we have launched a new Live Telephone Selling course in Glasgow on the 8th/9th of December, click here for more information on our cold calling training in Scotland. Interest in our training course in Scotland has rocketed this year and we are planning in 2010 to run sales training in Scotland every month, watch this space.