CHICAGO, Feb. 25 /PRNewswire-FirstCall/ -- While both corporate recruiters and sales professionals are cautiously optimistic about the longer-term outlook for the sales industry as a whole, only six percent of sales pros say they plan to stay in their current position during the next six months, according to a new study by Hudson and Monster.com. The survey results also reveal that more than half (57 percent) say they plan to actively seek a new position, and another third say they would consider a different one if it were the "right opportunity."
A growing disconnect, based on the study, between the way sales professionals and corporate recruiters perceive the relative merit of compensation strategies may be contributing to this unrest. For example, 85 percent of sales professionals say salary is "very influential or somewhat influential" to their sales performance, while only half (52 percent) of employers rated salary as highly important in recruiting or retaining sales professionals. Employers rated commission most important in both attracting and retaining sales professionals. However, sales professionals ranked salary, bonus and health insurance higher than commission when asked what influences their sales performance.
"While top-tier sales professionals will always be motivated by financial reward for their selling success, the current economic environment is clearly causing more to seek greater security," said Stephan Carter, president and CEO of Hudson North America, which among other specialties has recruited thousands of sales professionals for clients worldwide. "Employers offering some flexibility in their comp and benefits mix may be better positioned right now to attract and retain sales talent."
Despite the worsening economy through 2008, few employers adjusted the way they compensate sales professionals. Only about 17 percent of recruiters indicated that their company had changed the compensation formula in the prior six months. In most cases, that involved increasing commission and decreasing salary, in contrast to the sales professional survey results.
Other notable findings from the study include: -- Many sales professionals are willing to expand their options as the job market contracts: 78 percent say they would consider switching industries, while 44 four percent would consider a sales position outside the U.S. -- "Personal fulfillment from job success" is the most frequent response (60%) given by sales professionals when asked what they like best about their position, followed closely by "The challenge of sales" (59%) and "Being my own boss" (58%). Interestingly, the traditional "Sales incentive award" ranked near the very bottom of the list, cited by only 27 percent of respondents. -- The percent of sales professionals who rate compensation components as very influential or somewhat influential to their sales performance is as follows: salary (85%), bonus (81%), health insurance (81%), commission (79%), and 401K (76%). -- Regardless of the economy, nearly all sales professionals and recruiters agree that salespeople need certain personal characteristics to be successful: motivated, effective communicator, honest, professional and determined. About the Study
To better understand sales professionals and employers/recruiters as they come to grips with the implications of the ongoing economic crisis, Hudson and Monster surveyed 2,476 sales professionals across multiple industries and major markets, and 64 employers (recruiters or hiring managers for sales positions) during November and December of 2008. Monster sent an invitation to participate in the online survey to those in its database who indicated interest in seeking a sales position during the past year. In addition, an invitation to participate in a similar online survey was sent to Monster's database of employers/recruiters who had recruited sales professionals during the past year. An executive summary of the study findings can be found at us.hudson.com.
About Hudson
Hudson is a leading provider of permanent recruitment, contract professionals and talent management services worldwide. From single placements to total outsourced solutions, Hudson helps clients achieve greater organizational performance by assessing, recruiting, developing and engaging the best and brightest people for their businesses. The company employs approximately 3,100 professionals serving clients and candidates in more than 20 countries. More information is available at http://www.hudson.com/.
Contact: Stefanie Schumann
312-795-4210
