In today’s competitive hiring market, flexible working is no longer a “nice to have” — it’s a core consideration for top candidates. If you’re trying to hire sales staff in Scotland — whether that’s a Business Development Manager in Glasgow or a Sales Executive in Aberdeen — your approach to flexibility could be the deciding factor in securing the right person.
But how do you meet rising candidate expectations while still protecting productivity, culture, and team cohesion?
Candidate Expectations Have Changed
According to a global survey by JLL, UK workers are among the most flexibility-focused in the world — averaging just two days per week in the office, and preferring even fewer. In fact, only Filipino workers showed a stronger preference for remote working than Britons . This mirrors ongoing trends in the UK, where over 28% of employees now work on a hybrid basis .
When we speak to candidates, particularly in sales, flexible working consistently ranks as one of their top three decision-making factors, alongside salary and company culture. It’s especially relevant in field-based roles, where travel and autonomy are already standard.
Salespeople Already Work Remotely — But Connection Still Matters
Field sales professionals have historically worked from home — particularly in areas where the employer has no local office presence. This isn’t new. But what has changed is how employers maintain visibility, accountability, and team culture when their people are remote.
For businesses looking to hire remote sales staff in Scotland, this raises an important question: how do you keep your team connected and integrated?
Here are some proven strategies:
- Regular virtual meetings: Scheduled video check-ins foster collaboration and create a shared rhythm across the team .
- Clear communication tools: Platforms like Microsoft Teams or Slack help remote salespeople stay aligned and reduce isolation .
- Defined KPIs and performance goals: Clear expectations create accountability without the need for constant oversight .
The takeaway? Flexible working doesn’t mean giving up control — it means replacing presence with structure.
Does Flexibility Impact Productivity?
It’s a fair question. Many employers still worry that flexibility means reduced focus. However, our experience — backed by studies — shows that measured flexibility can boost morale, reduce absenteeism, and even enhance output, particularly in roles where autonomy is essential.
Of course, one size doesn’t fit all. That’s why high-performing employers are implementing structured flexibility:
- Office-based onboarding to build culture
- Core team days for collaboration
- Field or home working for focused sales activity
This approach balances candidate expectations with business needs — and it works.
The Recruitment Reality in 2025
The Scottish sales recruitment market is highly competitive. Whether you’re based in Glasgow, Dundee, or Inverness, the best candidates are in high demand and often have multiple options. If your business can’t demonstrate a degree of flexibility, you risk losing out to competitors who can.
At Sales Recruit Scotland, we specialise in helping businesses across the country find and hire high-performing salespeople, from entry-level executives to experienced regional managers. We work with independent firms, SMEs, and national brands — all of whom face the same challenge: attracting quality candidates in a market that’s moving faster than ever.
Hiring a Business Development Manager, Sales Executive or Sales Manager in Scotland?
Let us help you get it right — from employer branding to candidate engagement and onboarding.
