Business Development Executives Beware

We are close to the time of year where people get their bonuses and take off.  It is the time of year in our business that we get asked by clients to replace employees that have left their organizations in search of greener pastures.

Beware sales people!

Every company is looking for people who bring a book of business. We are hearing more stories of companies who overstate opportunities and bonus potential to candidates in order to get more feet on the street for the company.  Many companies are looking for executive “hunters” to knock on more doors for them.

The grass isn't always greener.

Almost every industry is dealing with a smaller pie so business development employees are still in high demand.

- Beware of the moving target at the end of the year.  Comp plans need to be clearly defined.

-Beware of the one year wonder.  Some people leave a company for a great comp structure that ends up being changed by year 2.  Chase the company and personal growth and not the dollar.

-Insist on a decent signing bonus so that the company shows its full commitment to you.

-Due your due diligence on the company and the leadership by asking many questions to sales reps at that company.

-Speak with former sales reps at that company

-Speak with customers of that company to determine what the company delivers well as well as poorly.

- Assess their technology to the best of your ability. Technology is becoming the competitive advantage in every industry. Companies that are cutting edge in this area are usually the leaders.

-In manufacturing look for Canadian companies that have advanced manufacturing facilities that offer quick product turnaround.

-Companies with end user consumer tools like hand held mobile technology to their customers or grass roots communication tend to have a better connection with their customers as well as to their market.

Good luck.

Farewell,

Mike