Jan Mertens runs a Brussels-based headhunting agency specialising in IT sales profiles. He was recently commissioned asked by the Econocom Group to recruit new sales agents in Belgium.
With over 30 years' experience, it has built up a relationship of trust over the years with the 15,000 or so sales representatives and sales managers whose careers it has accompanied.
As someone who knows the IT market well, what do you think is special about the Econocom Group?
Econocom is unquestionably a leading European player in the distribution of IT equipment, digital services and related financing solutions. It is a company with a strong entrepreneurial character. It's a company that strives to achieve its growth targets, but also attaches great importance to its teams and the human factor. It's a fair company, where integrity is not an empty word! It's an open and supportive company that encourages its employees to take the initiative.
It is a fair and ethical company, where integrity truly matters. Econocom fosters an open and supportive environment, encouraging employees to take initiatives.
To complete the picture, I'd say that Econocom has a strong customer culture. Here, customer satisfaction is resolutely placed at the heart of the commercial approach.
Additionally, I would say customer focus is deeply ingrained in Econocom’s culture. Here, customer satisfaction is at the very heart of the commercial approach.
Econocom has asked you to recruit sales agents for the Belgian market. What's so special about this status?
A sales agent is an independent professional. They need to be able to work independently, prioritise in a dynamic and competitive environment, and rise to both technical and commercial challenges. They must be able to present and sell customised solutions to customers, while building lasting relationships based on trust. Econocom offers them the support and tools they need to succeed in this environment.
They must present and sell tailor-made solutions to clients while building long-term, trust-based relationships. Econocom provides the support and tools needed to succeed in this environment.
However, it's not easy to start out as a sales agent. In some cases, it can be tricky: agents only receive commission on the margin of their sales. And building up a profitable customer portfolio from scratch takes time! That's why Econocom can offer a ‘two-stage rocket’: start out as a sales representative, with a fixed salary and commission or, with agent status, benefit from financial support for the first few months, while you build up your own portfolio.
What makes becoming an Econocom sales agent a unique opportunity?
First of all, becoming an Econocom agent means having the freedom to work as an independent while benefiting from the support of a group operating internationally. In other words, you can start your own business... without the risks associated with setting up a business from scratch.
Secondly, Econocom agents have the opportunity to earn considerably more than in traditional sales roles. With the commission model, their income is directly linked to their performance. It's a motivating financial incentive to keep aiming higher!
Finally, although agents work independently, at Econocom they are never alone. Econocom offers extensive support, including access to an experienced back-office team, marketing support and a wide range of training courses.
What do you think is the right profile to succeed as an Econocom sales agent?
Being a sales agent requires both know-how and interpersonal skills. First and foremost, you need to have an entrepreneurial DNA, a results-oriented mindset, a sense of customer service and a taste for a challenge! But you also need to have an in-depth knowledge of the IT ecosystem and its players, and a mastery of the issues involved in the digital transformation of organisations. It's clear that we're looking for more senior profiles with good sales experience in these sectors.
This status represents a unique opportunity for professionals with the right profile who dream of independence!
Read the testimonials of Econocom sales agents