By: Matt Webb, CEO, Mentor Group.
As we head into National Apprenticeship Week, sales training company Mentor Group takes a look at the value of apprenticeships in the sales profession to understand how they can support continual learning and the opportunity to pursue a career in sales later in life.
The national picture
Typically, the recruitment of apprentices focuses on the younger generation. Apprenticeships can create a smooth the transition for young people coming out of education into the world of work, offering a defined career path with vocational learning and qualifications, particularly if their education has not naturally lent itself to any career path in particular. Apprenticeships were common in the practical trades such as plumbing and joinery but recent years has seen the introduction of apprenticeships to areas such as management, marketing and sales, offering a new route into what have traditionally been seen as more white collar roles.
But despite the perception of apprenticeships as being for the young and those just starting their learning journey, they can be just as appropriate for a person looking to retrain in a totally different career, or for those wishing to enhance their skills. Apprenticeships provide skills that are designed to create meaningful career-based learning and create clear progression pathways for those who are already in a role that they want to develop as well as those starting their journey in a new area.
National statistics from 23/24 academic year show that:
- Under 19s equate to only 23.2% of learners
- 4% are aged 25 and over
- 8% of all apprenticeships started are degree level apprenticeships (level 6 and 7)
What are the benefits?
Apprenticeships can be tailored to accommodate a variety of learning styles, making them a more accessible option for individuals of all ages. Unlike traditional methods of education, apprenticeships promote hands-on experience, allowing learners to hone practical skills that are directly relevant to their field of choice. This route is not age-restricted, anyone, regardless of their academic background or career history, can benefit from a more immersive and applied approach to the sales profession. Ultimately this type of learning is more practical than learning from textbooks as it provides real life examples and allows apprentices to test their understanding as they develop, providing a much faster development route.
The versatility of apprenticeships also allows for individuals who have taken a career break or are re-entering the workforce in a different role, to upskill quickly to the latest requirements. Apprenticeships can be an ideal springboard, providing a structured learning environment for those looking to learn new skills and gain knowledge.
A change in career
Many people seek career changes or advancements during their life, which attracts professionals from diverse age profiles. The Institute of Sales Professionals (ISP) has released figures that show that over half of apprenticeships in sales are over the age of 25 (56%) which is higher than the national figures. In addition to this, a further 4% are over the age of 45, making sales an attractive career choice for those who wish to change lanes at a later stage in their working lives.
For those undertaking a career change, apprenticeships provide a unique opportunity to make a seamless transition into the world of sales. Apprenticeships can offer specialised knowledge and skills without having to commit to a lengthy, and sometimes expensive, full-time academic programme. This flexibility is especially appealing to those who have already sales experience in other fields but want to professionalise their skills and hone their knowledge to pursue a more fulfilling and long-term career in sales.
The ISP believe that sales apprenticeships are crucial at levels 3, 4, and 6 for several reasons:
- Level 3: At this level, apprenticeships help individuals acquire the essential foundational sales skills and gain practical experience right out of school and/or as early career salespeople.
- Level 4: These apprenticeships offer more specialised training and the opportunity to develop advanced sales techniques focused on creating well-rounded sales professionals.
- Level 6: This is where apprenticeships are equivalent to a Bachelor’s degree. They prepare individuals for senior sales roles by integrating academic knowledge with real-world experience.
Commenting on the value of apprenticeships, Dan Hodgetts, Head of Awarding and Qualifications as the ISP, said, “Sales apprenticeships not only provide comprehensive training but also ensure a continuous supply (and retention of) skilled professionals for all employers ready to drive business growth and innovation.”
The changing landscape of sales
As the sales profession evolves and new dynamic techniques involving AI develop, the need for up-to-date learning is vital. Apprenticeships provide a dynamic platform for upskilling and staying ahead of the latest developments. This allows apprentices to develop the skills required to adapt their techniques to create a better and more meaningful sales journey for customers. Experienced professionals looking to update their knowledge can also find apprenticeships an effective means to ensure they remain at the forefront of the sales industry.
Within the sales sector, apprenticeships represent an adaptive and forward-thinking approach to career development. By recognising the relevance of apprenticeships, we can unlock doors to rewarding opportunities for professionals at every stage of their careers.
