The clearing and forwarding industry is facing a significant shortage of proficient sales skills, mainly due to emigration and sales personnel transitioning to key account management positions or exiting the sector altogether. This intensified competition is leading to heightened stress levels among sales professionals, according to Steff Boyd, managing director at Switch Recruit.“It is an industry where experience and skills still hold more weight, so it’s very concerning when experienced staff leave the sector. Attributes such as the ability to work autonomously, strong communication skills and an entrepreneurial mindset are consistently in demand.”Boyd is quick to add that despite these challenges, the industry is experiencing a positive upturn. “Towards the end of 2023 and now, at the start of 2024, recruitment has shown a positive trend, with a significant number of new positions opening up compared to replacement roles. This growth is attributed to the expansion and broadening of horizons following the Covid-19 pandemic.”She explains that technology – particularly a platform like LinkedIn – is inf luencing the recruitment sector by enabling direct outreach to candidates. However, despite its benefits, certain factors, such as time constraints and limitations in screening and referencing, persist as challenges when utilising these platforms.“A s a recruitment agent in this space, we leverage our extensive network to verify references and ensure the authenticity of candidates,” she says, underscoring the agency’s value in effectively screening job applications. “We typically receive hundreds of job applications per job specification, with only about 5% meeting the requirements. Moreover, we’ve observed that the most suitable candidates are often not found solely through technology platforms, necessitating our agency to conduct personal headhunting and outreach.”According to Boyd, most employers need clearing and forwarding agents to be able to hit the ground running. Thus, it’s important for candidates in the sector to be upfront about the systems they have used and which ones they can operate. “I cannot stress enough the significance of experience and skills in this industry. While qualifications hold importance, they are not always mandatory.”Agents must possess exceptional communication skills, be adept at handling pressure, and be capable of making sound decisions in challenging situations. These attributes are paramount to success in the industry as they enable agents to navigate complex situations effectively and achieve optimal outcomes, says Boyd.While she acknowledges South Africa’s many challenges, her outlook for the future is positive. “Given the mounting pressure on the country’s ports, numerous clearing and forwarding agencies are turning to neighbouring countries like Mozambique and Namibia for operations. This shift signifies a growing trend of expansion into Africa, indicating a rising demand for skilled and experienced individuals, both locally and on an expatriate basis,” she says. “While I anticipate the South African market to maintain stability in terms of recruitment, bridging the gap between employers seeking quality staff and job seekers pursuing roles will remain a challenge for the foreseeable future.”
