michael page sales road ahead presentation
DESCRIPTION
In February 2014, the Michael Page Sales team delivered a presentation to clients which included insights on the economy, current industry trends, salaries and the evolving labour market.TRANSCRIPT
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27TH FEBRUARY, 2014
PRESENTED BY RICHARD DUNLOP & CHRISTY MOSES
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AGENDA
PageGroup Overview
Areas of Specialisation
The Decade in Review
What Did We See in 2013?
Current Industry Trends
Salary & Employment Forecast 2014
Has the Recruitment Landscape Changed?
Summary
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PAGEGROUP OVERVIEWGLOBAL COVERAGE
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PAGEGROUP OVERVIEWASIA PACIFIC COVERAGE
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MICHAEL PAGE SALESANZ COVERAGE
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MICHAEL PAGE SALESCAPABILITY AT ALL LEVELS
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THE DECADE IN REVIEWANNUAL EMPLOYMENT GROWTH
NSW & Australia (2004-2013)
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WHAT DID WE SEE IN 2013?
Overall, similar trends to 2012 – flat market
Subdued domestic market influenced by mixed global economic conditions
China continued to slow slightly The US continued to grow at a moderate pace The Euro area largely remains in recession
Slowdown in mining had a negative impact on the economy and signalled caution to other sectors - this appears to have stabilised
Early announcement of the federal election halted business decisions
Lean sales structures with little appetite to go for growth
The collective effect was a relatively flat employment market
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IS THE CURRENT MARKET THE “NEW NORMAL”?
There are no forecasts for a large spike in the market
Job volumes remain constant but employer confidence in making hiring decisions remains low with additional ‘hurdles’ for candidates to jump
Businesses are generally positive about the outlook for 2014
We are yet to see this translate into large movements in business or employment activity
There is a level of comfort that the economy won’t decline
Companies are continuing to be “bottom-line” focused
Increase in restructures within management teams
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INDUSTRIAL SERVICES AND MANUFACTURING
Candidate registrations
Increase in candidates registering due to retrenchment
Strong focus on streamlining and restructures of large blue chip organisations especially cutting middle management
Candidates from a leadership background are taking sales client facing roles due to lack of opportunities in people leadership.
Job registrations
Growth coming for sales focused individuals brought in to explore new channels and growth markets.
Although some Australian manufacturing going off shore many of these clients are investing heavily in sales and marketing structures.
New start ups in the Australian market being explored by Asian and European clients.
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CONSUMER GOODS
Job registrations
Most large blue chip business reducing headcount not adding.
Interesting opportunities arising in small / medium sized specialty business going through growth.
Certain consumer power brands in this space are still seeing year on year double digit growth.
Candidate registrations
Increase in candidate registrations due to restructures & retrenchments in global blue chip organisations at middle management and sales representative levels.
Candidates who have been holding roles for 2-3 years are now looking to explore new opportunities but only willing to move for premium roles.
Candidates are willing to consider small to medium sized business as they more nimble and are showing growth in the market.
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BUSINESS SERVICES
Job registrations
Clients are putting candidates through very thorough interview processes with a strong focus on internal placements.
Clients not willing to take risks with external candidates if not 100% – teams have been running lean with a high performance culture.
Regular re-structures & hiring freezes in large organisations while the medium and small business space has seen pockets of growth.
Candidate registrations
The active candidate market is made up predominantly of those not currently in a role.
Candidates from high performing, stable environments are keeping an eye on the market but are very passive.
Most candidates are now focused on career progression & stability over remuneration.
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IT/T
Job registrations
Telco vendors looking to diversify their solutions and have strong acquisition targets in the IT space to enable offerings of full end to end solution.
Most large organisations going through restructures therefore limited external hiring focus within these companies
Fewer international companies looking to start up in Australia
Candidate registrations
An increase in demand for true solutions based sales people as the market shifts from a hardware sell to a services/software sell
This hasn’t created growth within this space but a shift in skill set required from candidates
Remuneration & earning is a strong focus for candidates within this space
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DIGITAL & MEDIA
Job registrations
Relatively flat year after 2 years of strong growth
Majority of opportunities are within the small to medium sized business space with the launch of new creative products
A lot more consolidation within the digital space – job boards, group buying, property websites
Candidate registrations
Good candidates are risk adverse to joining new start ups and are opting for the more established global players
Still a candidate short market for true experts within the digital space
Less movement from candidates within this space due to retention strategies from employers
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HEALTHCARE
Job registrations
Increase in the amount of contract sales positions in the Pharmaceutical market.
Specialist roles in medical devices organisations are on the increase.
Consumables into hospitals are finding the market tough and the job market is very flat.
Candidate registrations
Candidates are still seeing the healthcare market as a attractive market to work in.
Candidates with strong expertise in technical sales e.g. cardiology are in demand.
Candidates from clinical specialist backgrounds i.e. Nurses / Physio’s are being encouraged to move into sales and education roles.
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SALARY & EMPLOYMENT FORECAST 2014RECRUITMENT ACTIVITY
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SALARY & EMPLOYMENT FORECAST 2014ATTRACTION & RETENTION
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SALARY & EMPLOYMENT FORECAST 2014ATTRACTION & RETENTION
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HAS THE RECRUITMENT LANDSCAPE CHANGED?
In larger Sales structures, companies are continuing to ‘de-layer’
THE EFFECT OF STRUCTURAL EFFICIENCIES
Traditional Structure
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HAS THE RECRUITMENT LANDSCAPE CHANGED?
The result is flatter, leaner Sales teams
THE EFFECT OF STRUCTURAL EFFICIENCIES
Efficient Structure
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HAS THE RECRUITMENT LANDSCAPE CHANGED?
Employees can see lack of career progression, causing staff turnover
Companies are short-term focused in their replacement strategy
This is in-line with a shorter term goal focus / cost focus in a challenging economy
Candidates become more specialised – less breadth of skills/industry knowledge
Creation of perpetual ‘job recruitment’ rather than career development
Often outside the control of staff retention strategies if the next step isn’t realistically available
THE EFFECT OF STRUCTURAL EFFICIENCIES
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HAS THE RECRUITMENT LANDSCAPE CHANGED?
Group discussion
Has the current environment affected your decision making when hiring new employees?
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HAS THE RECRUITMENT LANDSCAPE CHANGED?THE EFFECT OF STRUCTURAL EFFICIENCIES
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HAS THE RECRUITMENT LANDSCAPE CHANGED?
Access to candidates is now far
easier
Job boards provide an
un-targeted approach
Aggressive LinkedIn campaigns
can have a detrimental effect
Greater sophistication is
essential in effective candidate
management
MANAGING THE CANDIDATE MARKET
The difference between passive and active candidates is evaporating
Active Passive
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SUMMARY
The employment market proved to be steady throughout 2013
Should we accept the current market as the ‘new normal’? The outlook for 2014 continues to be cautious with some level of
optimism
Companies continue to be bottom line focused
There are longer term effects of efficiency restructures With greater access to a broad candidate pool, correct candidate
management is crucial for an efficient recruitment process and company EVP
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