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KEEP UP TO DATE with the latest sales news from around the world, including stories and developments with a commercial, educational and political theme of potential interest to sales leaders and their teams.

What qualities define performance?

April 7th, 2015 by

Verbal acuity, an achievement-oriented personality, the ability to display situational dominance and inward pessimism are the key attributes of high-performing salespeople compared with their less-successful counterparts, according to a specialist in “sales linguistics”. Writing in Harvard Business Review on 18 March, Steve W Martin asked the question: “What separates high-performing salespeople who exceed their quota from underperformers who miss their… 


Sales leaders toast Journal launch

April 7th, 2015 by

Sales leaders and academics gathered in the City of London on 26 February to celebrate the launch of the new International Journal of Sales Transformation. Celebrated author Professor Neil Rackham gave the keynote speech highlighting the importance of bridging the gap between sales academics and practitioners in terms of building a vibrant sales profession. He said: “The new International Journal… 


Marines inspire Toshiba TEC’s development focus

April 7th, 2015 by

In the crowded UK office equipment market, what are the chances a manufacturer could double sales through its dealer channel within five years? Not only is it a tough goal but it’s one that Toshiba Tec UK expects to achieve a year ahead of schedule, according to the Indirect Division’s sales director Carl Day. Day attributes much of the success… 


Powerful women across the world celebrate sales achievements

April 7th, 2015 by

High-achieving saleswomen in India have been celebrating the first ever Women in Sales Awards. The winners were announced last month. Ruchita Taneja Aggarwal, who is Director, North & East India Sales Head for Citibank, celebrated winning the award for Best Woman Sales Director and the overall accolade of “The Most Distinguished Saleswoman of the Year”. She says: “I hope this… 


Simply the best

April 7th, 2015 by

In the male-dominated profession that is sales,…