We use the term B2B sales to describe mainly finished products or services which are sold to an end user organisation. An example of such will often be service related solutions such as security, contract hire, waste management, cleaning services, stationary, photocopiers, asset finance etc.

The solution maybe sold through a VAR, Distributor or System Integrator but the important factor in this case is the customer base, whilst each type of business within this area will be different. The common denominator between all is that the company provides a solution to a similar type of customer.

The competences of a sales person for each of these businesses will have some similarities, which may enable the person to continue their success whilst crossing across from their existing employer but not necessarily going to a direct competitor.

The advantage of using this approach is that it expands the pool of potential talent for a potential employer and improves the quality of choice in the shortlist. It also gives the employer a true choice and idea of what is available in terms of their own market and others that could still traverse into their business.

We do appreciate that most of the time clients wish to recruit a sales person from a competitor however it is often very valuable to see how the best of what is available within your market compares to the best of what is available in allied industries.