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Tackling obstacles to transformational leadership in corporations. As middle managers, we sit at the intersection of the executives who have power and the employees who can create momentum. However, corporations are collections of people scattered across multiple departments with many hierarchies. While the organisation may appear to be united in reaching its ultimate objective, behaviour appears to be independent and…
As AI-guided selling takes hold, ethics remains an important foundational principle. Today, AI can do things that humans could never do before like finding the quickest route to a destination; personalising suggestions for books, films, music, and clothes; identifying new chemical compounds and medical treatments; predicting equipment failures and coordinating maintenance across complex supply chains; using quality-assurance data to improve…
How can sales leaders inspire cultural change so sales talent can thrive? Participants and speakers from leading organisations such as BT, SAP, Sharp, UCAS and Vodafone came together at the London Stock Exchange on 1 December 2022 for Consalia’s 17th annual Global Sales Transformation event to discuss professional development for sales teams and individuals, as well as the wider sales profession. …
The research review aims to help readers keep up to date with recently published research on sales-related topics. The review highlights short abstracts of academically peer-reviewed research. This selection of published research is from a range of academic journals. In this edition, the abstracts include four themes that focus on sales performance, capability development, behavioural studies, and systems and tools….
The research review aims to help readers keep up to date with recently published research on sales-related topics. The review highlights short abstracts of academically peer-reviewed research. This selection of published research is from a range of academic journals. In this edition, the abstracts include four themes that focus on sales performance, customer management, behavioural studies, and systems and tools….
Developing and implementing a coaching culture within a sales environment to effect real transformation in coaching across your organisation. Throughout my career in sales leadership with SKF, the Swedish-based world leader in supply of bearings, seals and rotating equipment solutions, I have considered the importance of continual improvement in individual and team performance to be a fundamental element towards success….
We interviewed Kelly Garramone and Phil Styrlund to understand how character is a key driver of organisational success in sales. They explained how sales organisations can take part in some ground-breaking research that will drive performance. What is character science? Pioneered by Dr Fred Kiel (amongst others), character science is a new field of study that was born out of…
The research review aims to help readers keep up to date with recently published research on sales-related topics. The review highlights short abstracts of academically peer-reviewed research. This selection of published research is from a range of academic journals. In this edition, the abstracts include four themes that focus on sales performance, customer management and sales automation. Sales Performance Being…
The strategic implications of trust building in B2B client relationships and the way towards enhancing them to create mutual economic value. Trust is recognised as a central concept in relationship marketing (Blois 1999) and this may be attributed to the significant impact on many outcomes in this area (Seppanen, Blomquist and Sundquist (2007). This paper considers the strategic implications of…
What makes a great global account director? What do we mean by great? Across both academia (Yip & Bink, 2007) and industry it is acknowledged that the main task of a GAD is to coordinate the sales and support of a company serving a customer that has negotiated global terms. Therefore, my definition of a great GAD is one who…
