Total benefits 'should be used in sales recruitment process'

Employers of those in sales jobs should promote total benefits rather than total rewards, even during the sales recruitment process, an expert recommends.

Head of sales and client management at Mercer Tony Morgan says this will allow companies to maximise their schemes' effects, employeebenefits.co.uk reports.

Talking to the Employee Benefits Live conference, he claims this will produce an average figure between a tenth and a quarter higher than if the total reward is given.

Suggesting this should be brought into play during sales recruitment, Mr Morgan says this could allow a candidate to realise their £30,000 pay cheque is actually closer to £39,000.

He says: "All of a sudden that starts to look very good when you start to throw all of those amounts back into it."

Last month, delegates at a Chartered Institute of Personnel Development conference were told poorly-planned incentive schemes such as those used in the UK banking sector could damage the companies which implement them.

Aaron Wallis are a Milton Keynes sales recruitment agency with a unique service offering that includes 12 months rebate. Psychometric profiling and online skills testing are also included within a fixed recruitment price.

Filed: 01-10-2008