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16th February 2012 - Is it a bird? Is it a plane? No! It's a... Cloud?!

Nimbostratus, Cirrocumulus, Cumulus… If you did an internet search a few years or even 12 months ago these would be the results that would appear on your screen if you typed in the word “Cloud.” Try this now and you will be inundated with responses relating to IT and computing. With more and more companies placing an emphasis on this technology many are look towards it to secure the long term future of their businesses and as an excellent way to increase the revenue they will achieve.  A quick search on Wikipedia to discover what is Cloud bring this response: “Cloud computing is the delivery of computing as a service rather than a product, whereby shared resources, software, and information are provided to computers and other devices as a metered service over a network.” Sounds simple doesn’t it?! Well let’s leave that for the more technically minded  people to argue over…

Most people know Cloud through their Apple devices following the successful launch of the iCloud in 2011 and it is slowly becoming more and more understood by us less technically minded people! Simple put your information, data and much more is stored in the air – hence the name cloud. This can enable companies to have less onsite storage and general IT infrastructure and enable their staff to access the information from almost anywhere on a computer, laptop, tablet or smartphone.  It can also enables IT to more rapidly adjust IT resources (such as servers, storage, and networking) to meet fluctuating and unpredictable business demands. This could mean a decrease in the focus IT sales companies place on said server, storage and networking offerings.

How does this translate to the IT Sales arena? For a start if your company uses cloud you will never be far away from your list of contacts and those vital pieces of information which enable you to sell your products and services in the best way possible – by letting people see it live and in action in a face-to-face environment. From a salespersons point of view Cloud as a product should sell itself with the chance offer companies more flexibility and potentially excellent savings in the years to come? However people can be very cautious of making widespread changes and it maybe some time before most company switch to Cloud. However for a salesperson who is already working for a company that sells cloud they are in at the best time as they will be able to fully immerse themselves in the technology and they could be in high demand from companies within the IT Sales channel looking to enter this new field with the result? – Higher remuneration on offer!

If you are seeking a new career opportunity in 2012 within the IT sales industry then perhaps you should consider our friends the Nimbostratus, Cirrocumulus and Cumulus…

13th february 2012 - How Many CV's?

A CV is an important first step in securing a new job. One of the first questions you should ask yourself is one CV enough? In today's world it's an idea to create a couple of different CV’s putting an emphasis on your different skill sets. Have a CV geared towards your sales skills with information about your targets and how you achieved against them; add some details about how you went about doing it will really help raise your application to the next level.

Something to think about is your covering letter. Send in just a generic letter, if you’re sending it via one of the well know recruitment websites they provide a bog standard letter, and you will just be another nameless application who will not grab anyone's attention. Write a cover letter with the job spec in mind addressed the right person and it shows that you really are serious about the opportunity and not just window shopping - you may even want to call the recruiter listed on the advert to let them know you have applied and show you are very keen.

9th February 2012 - Flexible Working

There are two different ways a company can approach their employee’s performance and surprisingly most don’t handle this in the best way they could. Most Employers’ subconsciously consider their sales personnel to be poor performers and expect them to work very hard to prove otherwise. This can make the office a very uncomfortable working environment, reduce productivity and increase staff turnover. Most importantly it could reduce the chance of people working in a team which would really make the best impact on sales targets. It can also increase the amount of pressure and stress that people are working under unnecessarily which can lead to an increase in sickness levels making the situation worse.

Rather than hiring a new employee or even when developing an existing member of staff and “fitting a noose” around their neck from the start which they will struggle to get off over the year and can only do if they work the way the company wants them to, a much more productive way is highlighted by one of our clients. They have been named one of the best companies to work for on numerous occasions. When a new sales person joins the team they are handed the rope - a year later when they meet to see how they have developed, they have either left the rope in their desk draw gathering dust or have hung themselves by taking advantage of the company’s ethos and not performing.

Whilst this might seem like a small difference as in both cases the team member is being measured against predefined targets the second way is much more conducive towards developing a person’s skills and letting them work the want which can only improve their performance and reduce stress and additional pressures. From a hiring managers view point this can be a fantastic selling point when seeking new people particularly if we are in a candidate short market. Offering flexible working hours, the chance to do the job however they wish – providing they get results and the ability to design their own career path will set the company above all other possible competitors. This is something to consider when seeking a new position and an area that if carefully worded can be discussed at the interview to see how your potential new employer handle this.

Following on from one of our previous blog postings looking at the office environment and in particular the flexible working that can be achieved if you work for the right company. Too many people stress out about having to be in the office by a particular time – They have to do X, Y and Z before they go home, and even when they are home with their family they are on their laptop or smartphone trying to catch up with the work. Imagine this situation if you have started with the noose already around your neck, and then consider how different this would be if you had the flexibility we talked about earlier. 

A good company will offer you the flexibility to work and this can be seen by a lower staff turnover, increased staff happiness and the desire to go the extra mile for their employer. Having more senior members of staff who have been promoted from within having joined at the bottom of the ladder is another indication of an excellent environment and you will be working for people who understand the stresses and strains of your job having done it for themselves.

So if you have an interview lined up consider these points you might want to raise with the hiring manager:

• Why the role is has become available?
• How long do people stay at the company?
• How do they handle staff development?

This is a great place to start and can show the hiring manager you are thinking long term and are really keen and focused on making this a long term relationship along with the fact that you want to improve your skills to benefit yourself and the company.

2nd February 2012 - Reseller Death Toll Climbs

A recent article on the channel web website was focused on the number of insolvencies suffered by IT resellers during 2011. According to details within the article the number of failures was at an all-time hire since 2002! Whilst this not an indication of the situation the whole of the IT sales channel is facing it is cause for concern and could make companies potential expansion plans redundant. With the UK economy contracting in the final quarter of 2011 and the costs of public works such as the Olympic Games coming further into focus this could be the most important year in a company’s life as they try to bridge the gap towards stability, profitability and expansion.

A large number of Resellers must surely be seeking to claim the ground that now lies fallow following the insolvencies and we could see an aggressive recruitment drive to help bag this potentially vital lifeline of revenue.

With candidates placing a higher demand on career opportunities with Vendors and Managed Services companies resellers may  have to look at increasing their spend on recruitment to attract the level of candidates they will require to help them develop their business. Whilst we are only a short way into 2012 we could be seeing the power being handed to candidates who will be able to demand higher and higher salaries and bonuses.

2011 saw the death of over 350 resellers with 88 going in the final quarter and a number of these being within established resellers the focus may well shift even further to the hottest areas of technology including cloud, big data and mobile.

30th January 2012 - Stay in touch.

One of my colleagues suffered a broken phone on recently the result of which he was out of contact with all of his emails and work phone calls… Apparently it was one of the most relaxing weekends he has had in a long time. This brought to mind a number of articles and discussion that were on the internet leading up to the Christmas period where it looked at how often people would be checking their work emails during the time they were off.

With the new technology in the shape of smart phones, tablets and notebooks etc it is now even easier to stay in touch with your work when you are out of the office but is that a good thing? The whole idea of weekends away from the office and holiday is it enables you to take a break from the stresses of work, but now we can be contacted all the time, more and more people are suffering from pressure relating to their job.

This is an area that is never considered, especially if you are looking for a new role. An area of discussion that is that is never touch on by candidates and interviewers alike is how much work will be required or expected of them out of hours and what additional compensation might be offered for this intrusion into their personal life. This comes up a surprising amount when discussing with candidates why they are looking to leave, or do not like their current job.  Some companies offer compensation for this imposition in the form of a fully paid mobile phone which can also be used for personal calls, it has also been known for a company to pay the full cost of the employee’s home broadband and phone bills, but only because the member of staff was at the beck and call of their customers 24 hours a day, however a significant number of employers do not give this any consideration.

Everyone tries to switch off when they are at home but as the articles and research highlighted before Christmas some people are more likely to check their emails whilst they are on holiday than others. People who were concerned about losing their job or a large deal were the main “offenders” with people under 25 more likely to check on a daily basis. This can be something that is never discussed between employees and employers and could be a vital sticking point when considering just how suitable that new job offer actually is.

Most employers offer their people benefits which can range from the usual suspects of an increase in holiday entitlement the longer you work there up to “duvet days” where you get one a day a year that is not part of your holiday entitlement to just call in and take a free day off to spend their time in bed!! Employers are now looking into the option of working 4 day weeks and there has been a number of discussion and polls on this subject on the internet including LinkedIn.

If you search for a new job on the internet most roles advertised will mentioned that benefits are on offer and they could be the difference between taking your dream job and dismissing it particularly if it is not offering quite the level of remuneration you were originally seeking. It is widely encouraged that you ask questions when attending an interview and this could be an excellent area to discuss with the interviewer, particularly if it is a role where you will always been contactable even on your weekends and holiday, and if you do fall into this trap make sure you are compensated for the intrusion and it does not simple become an expected, unrewarded, part of your role.

27th January 2012 - The Office

You will spend over 1800 hours per year in the office working with your colleagues. That is if you are lucky enough to work less than 38 hours a week, as most of us will do more, through in the overtime and the working lunches to take at your desk and that figure will climb even higher! With Robertson Sumner opening new office in the Gerrards Cross in the near future it has reaffirmed the importance of the office environment and who your office is set out. As you will spend most of your waking time during the week at your desk surrounding by your colleagues it is important that it is an inviting environment.

Working in a dark environment with suspect technology and tatty furnishings can be a major turn off and has led to a large number of people seeking a fresh opportunity. A comfortable chair can also be the difference between and happy job and a visit to the doctors with back trouble!

This is an important area to consider when seeking a new opportunity and whilst it might not be a suitable request when attending a first interview should be invited back at a later date or even offered the job whilst on the potential clients premises it is always worth asking if you can see the area that you would be working in and try to picture yourself in the environment. This will save time at a later date if you decide that the environment is not for you, either due to the other people working there or the office itself.

Plenty of companies recognise the important of the working environment and the area you work in and this can clearly been seen when you see photos of Facebook’s or other large companies offices they look amazing places to work!! You can just see the relaxed atmosphere in the pictures and can’t help thinking what a great place it would be to work in, and work hard!! If you don’t believe me simple try searching for “great company offices” and take a look at some of the results!

Remember 1800 hours plus spent in the office, 5 days a week, for on average 48 weeks of the year. Surely that’s something worth checking out before you accept that tantalizing job offer?

With sleek white furnishings, plenty of natural light and a great team, Robertson Sumner’s new offices promise to be a fantastic place to work… Now I wonder if we can fit in a pool table or a dart board…?

23rd January 2012 - Interview language

Professional, articulate and clear. All words that spring to mind when you consider the communication skills required to be successful in a sales role especially if you are in a telephone based environment where you can’t show off the product or service, unless you are doing a web demonstration is what you can articulate over the phone.

Making a first impression at an interview, especially a telephone interview is imperative. Regardless of how much research you have done, how smartly you are dressed and how experienced you are for the role you can destroy any chance you might have of securing the position as soon as you open your mouth with your choice of words and language.

Every recruiter / hiring manager could tell of a story where people have done this and regardless of how well they are prepared beforehand by a third party it still might not sink in.

“Hi mate…” A simple enough opening to a conversation? Yes if you are speaking to a close friend or acquaintance but not for your first ever interaction with someone who’s sole purpose is to gauge you suitability to join their company. Recently a candidate who had been prepared to the smallest detail for an interview opened the telephone conversation with this very expression and before he had even had the chance to highlight his skills and experience and really sell himself the interview was as good as over.

Try to keep you language formal and professional at least until you have spoken to other party for a length of time and have built up a rapport. Remember the recruiter / hiring manager is looking for someone who can represent their company to the highest possible standard to their clients and customers and make a good impression when talking to customers. If you are unable to persuade the hiring manager you will not be able to persuade potential customers about the products/services you would be selling.

19th January 2012 - How am I getting there?

Where is it? How long will it take? How will I get there? These are all questions that flash through people’s minds when they are heading out to a meeting, may it be an important business function or catching up with some friends but this is an area that does not get a lot of consideration when it comes to searching for a new career

It can be a major sticking point for your job search if you do not clearly define at the start how far you are will in to travel and what modes of transport you will use. It has been known for people to pull out of an interview at the last minute as they realise that the long journey they are taking to get to the interview could become their daily commute and they suddenly think twice about the distance.

Before applying its worth sitting down and working out how far you are willing to go and how much cost is involved in your chosen mode of transport. A large number of people who turn down a new job offer because they decide the commute will be too much for them. If when asked by a recruiter or hiring managing how far you would be willing to travel have an idea in mind. If you tell a recruiter you will be happy doing an hour journey each way then when the recruiter looks at his job list he will take you at your word and approach you with roles within that specified radius. When you keep turning roles down saying they are too far away your CV runs the real risk of ending up on that pile of paperwork that is for the shredder and any other opportunities that you might have been approached about may be lost to you.

Not settling on their mode of transport or having a clear understanding of the location they were attending can be a serious mistake. One candidate realised this to their cost as their Satnav who they had put all of their faith in on the day took them the wrong way and tried to make them go down a one way street!! The result was they arrived late at the interview, which was for their dream job, and they were very well qualified for only to learn that the hiring manager was not happy about the late arrival and the lack of communication as the candidate had not informed the recruitment agency or the company they were running late. Suffice to say the interview was cut short and the candidate was not brought back for a second interview

A number of people, we at Robertson Sumner have spoken to have told us that they will do a reconnaissance visit to the company they were interviewing at so they have a clear idea in mind of the route they will take the parking or even the walk from the bus stop/train station. 

16th January 2012 - I'll See You In Court!

With the impact of recession still being felt by companies throughout the world 2011 saw an increase in the number of high profile court cases being brought by IT companies against competitors for copy right infringement and other actions.

The most publicised cases have involved Apple and Samsung throughout the world as they are battling it out in court and in the media over a number of technical and design issues. With 2012 having started with a bang we can expect even more companies to resort to the courts to protect their products as they look to ensure their own long term survival. Indeed it was only recently announced that Microsoft would be seeking legal action against the struggling retailer Comet over copy right issues after it was discovered that Comet had illegally distributed pirate copies of back up disc’s to customer purchasing new computers.

With companies protecting their assets more closely now more than ever you could soon see this impact on the personnel side as they seek to guard the best employees from other companies. This could mean an increase in salaries and benefits being offered as a number of other articles on the internet have been discussing in past weeks.

The counter offer could become more prominent in the IT sales industry but as we discussed recently counter offers are a very dangerous thing to consider. As attractive as counter-offers may appear, they can greatly decrease your chances of achieving your career potential. You may find that the reasons that you were looking for a new role could arise again in the near future and your company is likely to being looking for your replacement immediately, in case you decide to resign again.

Apple and Samsung are still battling it out in the courts and we can expect that story to run for a number of months along with Oracle and Google going head to head over the Android and copy right infringement relating to Java. 2012 could be an explosive year for IT companies in more way than one!

12th January 2012 - "That's Not What I Meant!"

A very recent article was brought to Robertson Sumner’s attention in which it looked at disconnection between candidates and hiring managers. Most people put a lot of time and effort into an interview, which can include researching the company in detail beforehand or looking up some practice interview questions and considering what answers they would give.

As the article highlighted a number of questions that are asked, which the candidate, thought they answered very well did not give the impression to the interviewer that the candidate expected.

“Give me a brief outline of why you should be considered for this role”

… and in conclusion, as I mention at the start of this monologue 10 minutes ago I should be considered for this role because…

What you were trying to say: “I love this role and am so excited by it!!”

The Interviewer Hears: “I can’t follow instructions as you asked for a brief outline and I’ve been rabbiting on for 10 minutes!”

“What was your success like as a team against your group sales targets?”

… I was able to achieve over 130% against my personal target and developed a strong pipeline that total X to carry over towards the next group target…

What you were trying to say: “I am a confident sales person who can hit targets and generate a lot of business for your company”

The Interviewer Hears: “I am not a team player… I hit my personal targets and didn’t care about the team or how we were doing as a group

“Why did you leave you last job”

… The direction the company was taking was not right for the business and my manager had very different ideas about how the manage our team…

What you were trying to say: “I understand the industry and the business very well and would make a could manager one day”

The Interviewer Hears: “My boss was an idiot… will you be another idiot I have to work for?

“Where do you see yourself in 3 years’ time?”

…with the experience I have developed over the last few years I am really keen to secure an opportunity where I can make my long term career with for a number of years and perhaps rise up the company to the level you currently hold?”

What you were trying to say: “I want to stay with you and won’t leave really quickly… I am a sound investment and notice the fact that you must be talented to achieve the level you have”

The Interviewer Hears: “I want your job, when will you be leaving?”

In conclusion think about what you want to say in an interview and how it may translate if you were on the other side of the desk conducting the interview. Whilst there is nothing wrong with the hypothetical answers we have provide here today it is imperative that you make you mean clear to the hiring manager.