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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. Background I started in my current role as a key account manager at possibly one of the most challenging times this company has faced. Senior management had left…
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. Background I have spent 24 of my 28-year working career in sales. For the past 15 years…
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…
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