11/9/2011 10:57:36 AM
The Big HCM Software Drive
It’s been over two months since I began focusing on the Human
Capital Management (HCM) software arena, and I am confident
that I made the right choice. I am now working with some of the key
software vendors in this arena, and they are all looking for top
software sales professionals that have HCM expertise, or are
looking to gain that expertise.
Why is this such a great market to be a part of?
According to this year’s Workforce Management Trend Survey, 20%
of organisations are yet to convert from their manual processes,
with 46% using a combination of manual processes and vendor
developed solutions rather than using an ERP HCM solution. It is
for this very reason that ERP HCM software vendors are expanding
their sales teams so rapidly; they still have 70% of the UK’s
private and public sector to target. So if you consider that there
are over 4.3 million SMEs in the UK private sector alone (not
counting corporate organisations), and if you also consider that
the average contract size for ERP HCM software solutions are
upwards of £30K, we can calculate that at a minimum there is £129
billion to be made from selling ERP HCM software. So if that's not
an incentive for a money-driven sales executive to get into this
arena, I really don't know what is!
What skills are most advantageous to employers in this
market?
The same Workforce Management Trend Survey has identified the
three top areas within Human Capital Management Software, so if you
don't have a background in covering the whole portfolio or ERP HCM
Software, you might still be considered a strong candidate if you
have experience in one of the following:
· Efficiency and compliance software
· Productivity and workforce scheduling software
· Workforce business intelligence software
Equally, if you are working in a different area and are happy to
take a step back in order to gain entry into this desirable market,
there are plenty of HCM software vendors willing to offer the
product training for those with a superb track record in sales.
Have I convinced you to get your fingers in the HCM software
pie? If not you may want to re-read this blog!
Send your CV to jessicab@arm.co.uk, and I will be
in touch to discuss the exciting opportunities my clients are
currently offering.
Jessica Balfour
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