We all face the challenge of growing our businesses and we know that in order to do this you have to grow your people. When we looked to grow the sales team we felt we could do this by introducing two graduate roles. These were designed to be non-area specific, provide long term succession within the team and pick up accounts where we haven’t always had the resource to investigate the potential.
We know that our customer base is changing. As we get older and the ‘Millennial’ generation progress their careers we know that we consume information and communicate differently. What has worked for us in the past may not always work in the future and bringing in two graduate roles means we are recruiting that generation and we need to listen to them.
We partnered with an organisation called Pareto Law as they source and select graduate candidates for sales roles. We felt that Pareto mitigate the risk of recruitment and provided a good training base in the first year. On top of this, in the first year, we put both our graduates through their LIA Certificate course. this gives them the introduction to light and lighting needed to progress within their lighting careers. We also offer in house product training and support from the business.
In the short time our graduates have been with us we have seen great progress; one being promoted to manage an area and having a £100K order intake month.
Growing your business is never just one thing and we needed to embrace the way the market was changing. We know that if you grow the top line through your people, this investment is one that is worthwhile. To develop the individuals over time ensures we capture future customers by keeping up to date with the trends. We accept that our sales communication is changing and we will ensure we keep in step with the change by training the future generation of the lighting industry.
Chloe Rainey and Megan Moriarty