Finance and Sales: different audiences?
In our recruitment & selection practice, we speak with a variety of finance and sales professionals on a daily basis because that’s where our focus lies.
You often hear in your environment that these are really very different types of candidates. To what extent is that perception actually true? Or was that the case in the past? So what about now?
Time to test the preconceptions and take a look at the similarities (and differences)!
The 'big 5' in a row:
Let’s start with a very important trait: communication skills. Both roles require strong communication skills. For financials to explain often complex financial concepts to non-financial colleagues or customers. Sales professionals must be able to communicate effectively to sell products or services and build relationships with customers.
Both finance and sales candidates need to think analytically and interpret data to make decisions. Financial analysts use this ability to identify trends and make forecasts, while sales professionals use data to develop sales strategies and understand their market.
And although in different ways, both roles revolve around serving the customer: customer focus. Financials must understand and support the needs of internal stakeholders, while sales professionals focus on understanding the needs of customers to sell products or services that meet their needs.
Both roles are often results-oriented. Finance professionals must strive for accuracy and efficiency in managing financial processes, while sales professionals are focused on achieving sales goals and generating revenue.
In both finance and sales, collaboration is important. Teamwork is the word! Finance teams must work together to prepare financial reports and make decisions, while sales professionals often collaborate with marketing, customer service and product teams to develop strategies and meet customer needs.
Now you would almost begin to think that there are only similarities…..But of course that is not so.
And the differences...
Consider risk-taking; the average salesperson is often more opportunistic and impulsive, while the financial is rather more thoughtful and usually only takes responsible risks.
The background of the professional is also different. Financials often have a background in finance, economics or accounting with a strong foundation in quantitative analysis. Sales professionals often have backgrounds ranging from business studies, engineering or communications. Here, there is often more emphasis on practical experience and communication skills as well as personality.
Because the average salesman or woman is used to traveling a lot, travel distance plays a minor role. Whereas for financials it is very important because of the recurring commuting pattern. Despite the fact that working from home for a day is quite common nowadays, we often hear that an hour one way is really too far.
– Peter van Geel
The ideal candidate
It is good to keep an eye on a number of aspects if you think you have spoken to the ‘ideal’ candidate. When in doubt about skills or knowledge, an assessment can be a useful tool to get a better ‘grip’ on the candidate.
There are plenty of agencies in the market that can help you with this. We also offer this service, where we have very nice practical and professional tools for both sales and finance to see if your ideal candidate fits your organization and the expected individual contribution to the company’s ambition!
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