As head hunters we deal with both passive and active candidates.
Recently, Finlay James analysed some active candidates. What made them active? What makes them actually want to leave their job?
To answer these questions we ran a survey of over active 100 senior IT sales candidates to find out. Here are the results…
So why are IT sales professionals quitting their jobs?
The number one reason for it right now is because they are in need of a new challenge (19%). The common theme when speaking to active candidates is that they want a new job with more excitement, more passion and more scope to learn.
The third biggest reason for leaving was ‘career advancement’. Glass ceilings are a big ‘no-no’ for ambitious IT sales people.
We believe that these results show how important it is to ensure that IT sales people are truly challenged in their role and that they understand where their role is headed. Sales managers, ignore this at your peril!
Money is becoming an even bigger motivator
When we last ran this survey in 2013, money, was the 4th most popular reason for leaving. Now it’s the 2nd, with 15% of candidates now leaving due to issues with their basic or commission.
We think this is a clear sign that market conditions have improved and IT Sales people know that there are lots of jobs out there, lots of demand and their sense of worth is increasing…
Reasons to be cheerful
Happily, our bottom two reasons for leaving, were job security and redundancy, again showing buoyancy in the market. These results would have a looked a little different 2008! The fact that job security scores are so low is no surprise whatsoever as we are dealing with highly confident successful individuals, more concerned about improving their position than losing their job.
Our advice to sales managers based on these results
The survey clearly shows that sales people need to be in a role that challenges them and they need to know where it is headed. More people quit for a new challenge over money but candidates are getting more savvy and money motivated than ever.
To guard against IT Sales people leaving Finlay James would advise that Sales Managers ensure that goals are clearly aligned and that their IT Sales People know what their career development plan is from the outset.
It is also clear that salespeople will walk if they feel they’re not earning enough. We still speak to some sales managers who try and scrimp on salary, who think that it is some sort of post-recession ‘buyer’s market’.
We know first-hand that the IT Sales jobs market is red hot, so if you don’t pay them what they are worth, someone else will!
New challenge - 19%
Money & commission - 15%
Career advancement - 12%
Direction of company - 11%
Unhappy with role - 10%
Mis-sold role - 9%
Location - 7%
Management relations - 6%
Made redundant - 6%
Product - 3%
Job security - 2%
By Sarah Socha, Senior Consultant, Finlay James Ltd.