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“More human than human”: The motto of the Tyrell Corporation, from the 1982 film Blade Runner. Recently watching that movie again, in preparation for a showing of the sequel Blade Runner 2049, I was struck (as I often am) by the interesting differences in what we can imagine the future to be like for different technologies. Of course, Blade Runner…
In previous articles of this series in the International Journal of Sales Transformation, “Managing and Measuring Sales Performance” and “Setting Sales Targets”, we presented an outline of the properties of effective sales performance measurement systems guidelines to minimise the unintended consequences of sales targets. In this last article of the series, we address employee motivation and its relation to sales…
Most learning models that encourage salespeople to adapt their selling styles to meet the needs of different buyer “types” don’t easily translate across to B2B selling scenarios. The author proposes a new model based on personal experience. The new model being proposed here provides a more practical learning tool, at least for those salespeople for whom it has been designed…
Decades of research now point to emotional intelligence as the critical factor that sets star performers apart from the rest of the pack. Peter Salovey and John D Mayer coined the term “emotional intelligence” in 1990, describing it as “a form of social intelligence that involves the ability to monitor one’s own and others’ feelings and emotions, to discriminate among…
While inside sales has long been no stranger to automation, it is now poised to take another leap forward as AI-assisted sales acceleration technology and gamification help prioritise the most promising opportunities and energise the sales floor. As customers seize the balance of power and more aspects of the sales process migrate online, leading B2B sales organisations find they must…
In our previous article in this series, “The classic performance dilemma”, we presented a brief outline of the properties of effective sales performance measurement systems. In this follow-up article, we focus on a widespread practice in sales organisations: the use of sales targets or goals. We highlight the key issues associated with performance targets and offer guidelines to minimise their…
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…
Based on anecdotal evidence, personal observation and experience, the authors examine the challenges still being faced by some of the UK’s leading financial institutions in the wake of the 2008 global financial crisis – specifically, their need to navigate high standards of ethicality in the way their sales operations are organised and executed while also maintaining their effectiveness. In the…
The GSK bribery scandal rocked pharma when a record fine was handed down in 2014. It has forced the company and the wider industry to reconsider their sales approaches. Just over two years ago the Wall Street Journal reported that UK drug giant GSK’s local subsidiary in China had been found guilty of bribery and fined nearly half a billion…
