What salespeople need to succeed in a new sales role
February 19th, 2024 by Journal Of Sales TransformationOf course, every new salesperson needs to have a clear understanding of what they are selling. But product knowledge is never enough to ensure success. Bob Apollo lists five things every new (and existing) salesperson needs to master: +
Five things to consider before stepping up to a sales management role
February 19th, 2024 by Journal Of Sales TransformationFor many salespeople, their obvious career goal is to advance into sales management. Unfortunately, this can turn into a frustrating move. Here’s what aspiring sales managers need to consider: +
KAM in 2024
February 19th, 2024 by Journal Of Sales Transformation2024 is going to be challenging, so what are the significant issues for KAMs this year? We asked some respected commentators. What a decade it has been so far: a global pandemic, war in Europe and the Mediterranean, increasing geopolitical uncertainty and uncoupling of global supply chains, the widespread adoption of artificial intelligence (for good and ill), recession in major…
Your first day
February 16th, 2024 by Bob ApolloWhat should a salesperson expect from their first few days in a new sales role? I suppose this article could have been titled “What do I wish I had known or done in my first day as a salesperson?” And maybe I might have benefited from reading it then – but that was a long time ago, and in a…
Addressing individual underperformance
October 13th, 2023 by Journal Of Sales TransformationSales managers have a responsibility to identify, understand and address the root causes of individual underperformance in their teams. Here are a few of the key considerations: +
Build a go-to-market coalition
October 13th, 2023 by Journal Of Sales TransformationEstablishing your own personal development plan
October 13th, 2023 by Journal Of Sales TransformationNo matter how comprehensive the training programme provided by their employer, salespeople need to establish and implement their own personal development plan. Bob Apollo highlights a few key considerations: +
Don’t sacrifice effectiveness
October 11th, 2023 by Journal Of Sales TransformationFive negative effects of sales efficiency. Efficiency in the sales process is a good thing, right? Well, it all depends on what you mean by “efficiency”. The definition of “efficient” is: “achieving maximum productivity with minimum wasted effort or expense.” In parentheses, the Google dictionary notes, “(especially of a system or machine).” And it’s that last part, I want to…
Negotiation as a trading process
October 11th, 2023 by Warren G LangleyHow to dodge three avoidable mistakes when closing a deal. It is as if it were yesterday. I can still see their faces: stern, unbending, implacable. The setting was innocuous enough: a small meeting room in the hotel for which I was sales director. On one side of the table, I sat with the general manager, and on the other…
Addressing underperformance
October 11th, 2023 by Journal Of Sales TransformationUnderperformance is not just about the individual; it can be a structural issue too. It would be an exceptionally lucky or gifted sales manager who has never had to address the issue of underperformance at some stage in their management career. Sometimes the causes appear to be external – changes in the market environment over which we have little influence…
Coaching conversations
October 11th, 2023 by Donald HowiesonMy Coaching Promise ensures sales professionals have better sales conversations. In today’s hybrid world of both face-to-face and virtual customer conversations, ensuring the best of the limited time we get with customers is paramount. I find it odd that it’s taken for granted that sports professionals have multiple coaches, yet sales professionals struggle to get time with their managers, who…
Gazing into the future
October 11th, 2023 by Mark MathewsWe look into our crystal ball to understand how technology is reshaping business and wider society via Industry 4.0. We recently sat down with Henrik von Scheel, a leading speaker on AI and an expert on the Fourth Industrial Revolution. As the originator of the term, he is highly regarded by businesses and governments for his insight into digital trends….
Cowell takes delivery of classic electric Mini
October 11th, 2023 by Journal Of Sales TransformationThe arrival of Mini eMastered heralds the dawn of an exciting new era for David Brown Automotive, an iconic British brand recognised globally for its handbuilt automotive creations. Michelle Gay, Sales, & Marketing Director, David Brown Automotive, tells the Journal: “We’re delighted to reveal Simon Cowell’s car – one of the very first customer examples of our new Mini eMastered…
News in brief
October 11th, 2023 by Journal Of Sales TransformationBluewater appoints EMEA sales director In September, water purification and beverage solutions specialist Bluewater announced the appointment of Fredrik Aminoff as sales director for EMEA and other key markets, including Southeast Asia. The move is designed to extend the company’s market reach. Based out of the Bluewater head office in central Stockholm, Aminoff brings a wealth of experience, having excelled…
Electric superbike company appoints legendary CRO
October 11th, 2023 by Journal Of Sales TransformationElectric superbike manufacturer Verge Motorcycles has appointed business and retail visionary George Blankenship as its new Chief Revenue Officer. With a career spanning more than 40 years, Blankenship is known for developing acclaimed retail strategies for world renowned brands such as software and computer maker Apple and electric car manufacturer Tesla. “Motorcycles have been manufactured with the same underlying format…
Trust unlocks online sales
October 11th, 2023 by Journal Of Sales TransformationA new report from “trust platform for digital commerce” Forter has found “alarming rates of false declines, cart abandonment, and trust issues” in online shopping. The 2023 Consumer Trust Premium Report explores the relationship between consumer shopping habits and brand trust. Over 73% of UK consumers have had a negative online shopping experience, with high rates of false declines (14%),…
Homebuilder extends ISP membership
October 11th, 2023 by Journal Of Sales TransformationHomebuilder Keepmoat has enrolled almost 120 sales professionals as members of the Institute of Sales Professionals as part of a focus on customer service through sales excellence. Announcing the move on 5 September, the ISP emphasised how the initiative will support continuous professional development of Keepmoat’s salespeople and promote high ethical standards. The salespeople will take the ISP’s registration exam…
Transform for the future
September 5th, 2023 by Cathy WardAnticipating the future puts you ahead of the game. Here is an innovative guide to driving change. Part I: We couldn’t possibly do that! How the “future readiness movement” began. It was the midst of the pandemic, and it was my first team meeting as I embarked in my new role as the Chief Operating Officer for SAP Asia Pacific…
GenAI for sales messaging
September 5th, 2023 by Journal Of Sales TransformationISP upgrades education offerings
September 5th, 2023 by Journal Of Sales TransformationThe Institute of Sales Professionals is promising a fresh approach to learning and development for salespeople with a comprehensive upgrade of its sales qualifications. The ISP has announced a revamp of its Level 4 qualification for established salespeople and says further changes to other qualifications will be made over coming months. The changes promise more flexibility and focus for salespeople…