Business to Business Selling

Lee Rowley Excerpts

Tuesday 19th April 2022 Westminster Hall

[The Parliamentary Under-Secretary of State for Business, Energy and Industrial Strategy (Lee Rowley)]

It is a pleasure to serve under your chairmanship, Sir Mark. I am grateful for the opportunity to respond. I am also grateful to my hon. Friend the Member for Rugby (Mark Pawsey) for securing this debate so that we can highlight the fantastic work that British industry and businesses do every day throughout the year. The ability to talk about that even for a few minutes is a great opportunity to celebrate their fantastic work.

I congratulate the APPG and my hon. Friend the Member for Rugby, who chairs it, on the work done under his chairmanship and under the chairmanship of the much-missed former Member for Stirling, who we all wish was still in his place. I was at the initial APPG meeting. I admit this was not an area of huge knowledge to me, but the former Member for Stirling was looking for Members to attend and managed to achieve quite a large number at the initial meeting. That was a testament to the former Member’s powers of persuasion and to the continuing ability of my hon. Friend to highlight this important issue.

I was involved in business for most of my career prior to coming to this place five years ago, so I have a little bit of experience in business-to-business selling. I used to be a management consultant and I would try to find somebody else who could do the business-to-business sales because I was not particularly good at it. I also worked in a bank for several years, building processes so that we could sell financial products to businesses. That brought home to me the importance of capable and competent individuals—and they were not easy to find, as my hon. Friend the Member for Rugby has correctly indicated. They have an incredibly difficult skillset, and I am in awe of those people who can walk into a room and sell at the level of technicality, competence and ability that so many B2B and professional salesmen have.

Such a skill takes many years to hone. We have an understanding in government that that skill is difficult to procure and not easily taught. It is often learnt on the job, but it is hugely important. My hon. Friend pointed out the difference between retail sales and business-to-business sales, which are often merged together but should be considered separately because they have very different skillsets. From a BEIS perspective, I assure my hon. Friend that the Department absolutely recognises the importance and value of business-to-business selling in the UK.

We know that the sector has been through a significant challenge, as every sector has, over the past couple of years. The pandemic has brought many difficulties for businesses and sectors all around the country, so I will take this opportunity to thank the sector for its work, its efforts and its contribution to the UK during that difficult time. I affirm that the Government value and wish to continue to support the sector where they can.

We have near full employment and lots of vacancies, but there are challenges regarding the skills that are more difficult to procure and create in the type of selling that we are talking about. In the past couple of years, gaps have appeared or been exacerbated. Covid has taught us that many business activities can be conducted successfully anywhere and that technology can allow us to get past geographical barriers, but ultimately it is the sales and the techniques that are hugely important.

My hon. Friend the Member for Rugby highlighted the international opportunities to go out and sell UK plc if we have the right skillsets in UK businesses to do so. We are proud to have already delivered a trade agreement with the EU, which came into force last year and has been debated many times in this place and beyond. It is the first that the EU has signed that grants tariff-free and quota-free access to its market, ensuring that British businesses can continue to have a strong trading relationship with our European neighbours and build on the skills that we have been talking about. It is the most liberal market access that either party grants to any trading partner, and gives us opportunities to sign new trade deals—the first opportunity in 50 years.

We have already signed trade deals with Japan, Australia and New Zealand, and this gives us the opportunity to use the skills already in place in UK plc and to seek new opportunities as we build that skillset even further. We will continue to support British businesses to be able to make that case all around the world—not just in the EU, but in all the new markets that are opening—through measures such as the 12-point plan, which will support SMEs to manage import controls, and the export support service, which provides a single point of entry and support for businesses exporting to Europe.

We have included a chapter dedicated to protecting the interests of SMEs in the trade and co-operation agreement, and have various helplines for customs and international trade. All those measures seek to give our businesses and salespeople, and the B2B people who are selling in and around these markets, the tools and the ability to help them with the knowledge and expertise to do what they do best—to find business and help UK businesses grow.

I turn to the importance of skills and productivity in sales. My hon. Friend the Member for Rugby is right to highlight the maxim that nothing gets made until a salesperson ultimately takes an order. There is the challenge of building skills in those who are just coming into the workforce, and of augmenting skills for those who are already there.

B2B sales can be a dynamic and lucrative business activity, which can attract young talent. It is for employers, ultimately, to convey the benefits of those roles for prospective workers. The Government are keen to highlight the opportunities in the B2B market, and the abilities and fantastic capabilities in UK plc. As Minister for industry, I look forward to doing more where I can, and I know that my colleagues elsewhere, in BEIS and beyond, are also keen to do so.

[Mark Pawsey]

Does the Minister think that having a chartered status for sales professionals would raise the esteem of the sector, and encourage more bright and capable people to consider it as a career option?

[Lee Rowley]

That is an interesting question, and one that many industries are debating. There is huge value in chartered status and the accreditation that it provides. At the same time, we must ensure that in creating those things—I am sure it will not be the case in this sector—barriers to entry are not raised at the same time, as that could exacerbate some of the challenges that my hon. Friend has rightly highlighted throughout the debate.

In the few moments I have left, I will touch on productivity and highlight the importance of the schemes already in place, such as Help to Grow: Digital and Help to Grow: Management. Help to Grow: Digital provides businesses with free, impartial online support and guidance on how the digital technology that my hon. Friend rightly highlights can boost their performance. Up to 100,000 eligible businesses can take advantage of discounts of up to 50%, worth up to £5,000, to buy some of the basic productivity-enhancing tools highlighted by my hon. Friend, such as customer relationship management and accountancy software.

On top of that, Help to Grow: Digital enables people to consider the best way, from an e-commerce perspective, to help businesses make the best of selling online. That will be useful for many people, but does not take away from the important point—highlighted by my hon. Friend the Member for Rugby, and the hon. Member for Strangford (Jim Shannon)—about people understanding what they are selling and having the capability, competence and technical knowledge to do so.

This has been a hugely important, if quick, debate. I am grateful to my hon. Friend the Member for Rugby and the APPG for continuing their important work in this sector. There are parts of commerce that do not often speak as loudly as others; they just get on with the job and do brilliant work, day in and day out. This is one of those examples—people who are really pushing UK plc to do more. They are working through how we can grow, do better, and collectively take on more jobs. I congratulate the sector on all the work it has quietly done over so many years; as the Minister for industry, I offer my personal support.

If it is helpful to my hon. Friend, I am happy to talk to the APPG on a different occasion, in more detail, about how we can work together on this issue. I am keen, if we can, to do a visit—or something along those lines—so that we can see, publicise and highlight all the great work in this sector, which has done so much over recent years to put UK plc in such a good position, and will continue to do so in the years ahead.

Question put and agreed to.