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With the economy flat lining, the fear of risk is beginning to change the behaviours of both recruiters and candidates, according to the BMS Quarterly Sales Index.

Whether or not the latest GDP figures are an ‘encouraging sign’ as Chancellor, George Osborne commented, or ‘just back to where it was six months ago’, as Ed Balls, his opposite number thinks, the fact is that the UK economy has flat lined.

A 'take a breath' quarter promises Q4 recruitment growth, according to the BMS Sales Index report Q3 2012

Candidate confidence and salaries are rising, and just last week the Office for National Statistics reported a 1% increase in GDP for the third quarter of the year.

But firms that cut sales teams or held recruitment could be in for a surprise. Many didn't. They held on to their good people, and even brought more in. It was a risky strategy, but they’ll have the edge if the economy grows. And the signs look good it just might.

‘Where have all the good guys gone’ is very much the theme of this quarter’s sales recruitment analysis. Having just completed a UK industry-wide survey into current and future sales recruitment trends (to support our regular jobs analysis) it seems candidate quality is coming under the microscope as enterprises look to hire sales talent capable of developing long term, profitable relationships.

In doing so, an increasing number are looking outside their traditional candidate pools, bolstering training and development programmes, and streamlining internal processes – so when top talent does appear it’s not lost to a more fleet-of-foot competitor.