Friday, August 7th, 2026

Protected: Sales onboarding: from early learning to first customer contact

There is no excerpt because this is a protected post.

Tuesday, July 14th, 2026

Sales onboarding: from early learning to first customer contact

Sales leader and commercial change practitioner Dr Jeremy Noad has teamed up with sales education specialist Dr Beth Rogers to produce a practical book series for people entering professional selling. In this article, Beth explores how the challenges of onboarding new hires shaped their thinking. Recruiting salespeople is difficult, costly and timeconsuming. That makes the first months in role too… 

Sunday, April 23rd, 2017

The future of KAM

Professor Malcolm McDonald and Dr Beth Rogers look back on two decades of key account management and consider where it can go from here. In 1998, Malcolm McDonald and Beth Rogers wrote a small book called Key Account Management: Learning from Supplier and Customer Perspectives. It was based on their research at Cranfield School of Management about the then relatively… 

Friday, January 29th, 2016

Accelerating the potential of new talent

Hiring and onboarding is an expensive and time-consuming process. It pays to get it right. The costs of recruitment are on the rise again, with an increase of around 50% from 24 months ago, according to the Chartered Institute of Personnel and Development; meanwhile, four out of five employers are saying that the competition for well-qualified talent has increased over… 

Saturday, October 31st, 2015

Can the Internet of Things create a new wave of value?

Dr Beth Rogers ask whether the “Internet of Things” is set to transform the sales paradigm yet further. Imagine a future where customers’ needs are met even before the customer has identified them or a salesperson has prompted for them. It is a future where the role of the salesperson is focused on high-profile change projects, rooted in idea generation… 

Sunday, April 12th, 2015

Is sales performance simply down to luck?

Dr Beth Rogers reports from the 8th… 

Saturday, April 11th, 2015

From KAM to commission

Beth Rogers leafs through some recent Masters dissertations to see what has been exercising the minds of sales managers. One of the joys of running a course such as a top-up Masters programme for sales managers is that their learning is applied to their company, and both tutor and student can see the potential impact. One of the downsides is…