Ten: Commanding Respect

Ten is developing a solid reputation for identifying the right candidate for any given position it is asked to handle. 'However, the right calibre of individual is extremely hard to find', explains Bill Pratt.

'There are some very successful suppliers that operate with very few sales staff on the road. These companies are well known and are very high profile. The owner of one company said to me once that he did not need a national structured team of people from ASM's through RSM's up to Sales Director level to promote the ongoing success of his business. He explained that the national team of three Business Development Managers would strive to set up factory visits on a weekly basis to show off the huge level of investment. Invariably these factory visits would result in the visiting company wanting to buy product. It is now obvious that those that have invested are the ones that are reaping the rewards. In the main the BDM's that work for these companies are very well paid, and deservedly so.

'Some potential clients are a little blinkered in their approach to recruitment. The System Company that must employ an individual with System experience. The Trade Frame supplier that must employ a Trade Frame Rep. There is the example however of the individual who has sold Hardware, Profile & Trade Frames and is now regarded as one of the most successful sales people in the New Build Market!

'It is purely a question of self-belief and knowing how far you want to go.