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RESEARCH SOURCES Independent win-loss reviews commissioned by PRP clients between 2012-2015. More than 100 individual companies interviewed, all in B2B arena. 80 %+ independent win-loss reviews commissioned by chief sales officer, occasionally the CEO. Business sectors: technology, process outsource, finance, engineering support services and electronics. Geographies: UK, Europe, APAC and North America. Almost all clients chose to review specific deals…
Key takeaways There are clear common themes across all regions, especially notable is Planning and organising. “You would have thought that this would be a key factor for sales managers to be strong but clearly not!” comments Andrew Dugdale of SalesAssessment.com, the company that provided the data. Also notable by its absence is Interpersonal sensitivity – “yet another key sales…
What did companies prioritise? The first section of the report reveals that, at the overall level, Relationship & value building (farming) takes top priority. However, it is not an emphatic victory – it comes out on top because half the respondents rated it in their top three. People & competencies is a strong second overall and Brand & proposition completes…
Methodology This dataset was provided by a sample of 500 people who sat the Core Sales Skills module of SalesAssessment.com’s Universal Sales Skills Audit (USSA) during Q1 2015. The sample consisted of a block of anonymised data, with a random start point in the USSA candidate database. This random sample included candidates from the UK, USA, Dubai, Jordan and Egypt….
Forrester Research forecasts that one million US B2B salespeople will lose their jobs to self-service eCommerce by the year 2020. Its report Death Of A (B2B) Salesman estimates that, of the 4.5 million US workers employed in B2B sales and sales-related professions in 2012, just over 20% of all B2B salespeople will be displaced. Author Andy Hoar explains: “While B2B…
As businesses start to compete on their ability to perform and deliver results over time, contract terms are becoming the new platform for successful selling, argues the IACCM’s CEO Tim Cummins. Successful selling has never been an easy task. As time passes, it seems to become harder. Buyers are increasingly informed, aggressive and often cynical. Internet search has disrupted the…
When SAP set out to update its go-to-market approach, sales enablement also embarked on its own journey in support of the process. Axel Ferreyrolles talks about his voyage of discovery. With the advent of “the cloud”, shifting market conditions and changing customer expectations, enterprise application software giant SAP understood that it had to adapt. For Axel Ferreyrolles, head of sales…
Dr Roy Whitten and Scott Roy discuss how selling can be a catalyst for change and a force for good in the developing world. Selling stuff to poor people – sounds shameful, doesn’t it? Well, it isn’t ¬– that is, if you want them to actually use products that can literally change their lives. Sanitary latrines that prevent contamination of…
Tim Riesterer, chief strategy officer at Corporate Visions, explains why articulating a customer’s “unconsidered needs” can make you stand out. The proposition Does the following scenario sound familiar? It’s your first sales conversation with a prospect in the field. There you are, face-to-face with a potential buyer, launching into your pitch. So far, so good. Why wouldn’t it be? You…
These pages aim to keep readers informed of recent published research on sales-related topics, by including abstracts of a selection of peer-reviewed academic material published in a range of journals. We have grouped them in the following broad themes: sales performance; customer management; capability development; behavioural studies; leadership; and systems and processes. In this edition, we start with two articles…
At the recent APS Annual Conference, Gill McKay of MyBrain International explored how neuroscience can help transform our coaching style. We’re probably all aware of the benefits of effective coaching: transforming salespeople into sales champions; maximising their potential and motivating people to be the best they can be; increasing engagement and talent retention; driving accountability; developing a more agile organisation;…
As part of his MSc Professional Practice in Sales Leadership, Sony Mobile’s Gustavo Mancera describes how research and reflection led to a new mind-set and approach that created differentiation in the marketplace. The problem to be addressed The rapidly changing market affected the entire team´s mind-sets including myself. We had fallen prey to negative mind-sets (Squire, 2009) while struggling to…
Does coaching work best when team members are not even aware it is happening? Angie Dixey investigates. As organisations increasingly turn to coaching to help improve sales performance and develop talent, performing the role of “coach” has become a commonplace responsibility for sales managers. Yet, even as organisations continue to expect this activity from their managers, the issue of whether…
New research suggests the most successful programmes pursue a calculated blend of sales training and coaching activities. The bar has been raised. In a world where businesses are becoming increasingly proficient at managing a range of multi-channel, multi-touch and highly customer-focused interactions, how can we ensure that our newly recruited salespeople measure up to customers’ expectations? Toward this end, many…
A sophisticated self-administered online assessment of hundreds of individuals around the world provides us with a snapshot of the global sales profession. Although salespeople tend to be lumped together in one group, sales is not a generic, one-size-fits-all activity; selling can actually be divided into various distinct roles, so it is important to hire and develop the right person for…
From online shopping outfits to industrial conglomerates, airlines to pharmaceutical companies, businesses of all shapes and sizes are tapping into the immense resource that is business intelligence. No more do companies have to rely on out-of-date information on which to base key business decisions. Casey Stengel, the 1950s American Major League Baseball outfielder, famously said: “Never make predictions, especially about…
These pages aim to keep readers informed of recent published research on sales-related topics, by including abstracts of a selection of peer-reviewed academic material published in a range of journals. We have grouped them in the following broad themes: sales performance; customer management; capability development; behavioural studies; leadership; and systems and processes. Sales Performance “Salespeople as knowledge brokers: a review…
As part of his SAP Masters programme, Paul Devlin is exploring how sales transformation can be implemented within his team and wider organisation. Here, he discusses how he has used reflection, “action research” and “appreciative inquiry” to enhance the sales recruitment process. Current situation I lead a sales team of 18. The SAP MENA teams and my annual growth…
