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Monday, April 26th, 2021
In the current ever-changing corporate world perennial adaptability is the key to sustainability and culture has become the conceptual foundation which should embrace ambiguity, uncertainty and complexity to ensure organisational success. Culture is not just mandated but it should be shaped at every level of the organisation and “even without a direct mandate from the top, people with passion, persistence…
Monday, April 26th, 2021
“When we listen and celebrate what is both common and different, we become a wiser and more inclusive and a better organisation” – Pat Wadors, head of HR at LinkedIn. At SAP, we have set ourselves a target of achieving 10% of young talent in our workforce in South East Asia (SEA) by 2023. This is a two-fold increase from…
Friday, November 6th, 2020
How to lead virtual (and hybrid) meetings. In spring 2020, meetings changed. Instead of physically meeting up with colleagues, everything moved online during lockdown. Of course, sales teams have been catching up with colleagues in the field by phone or video chat for years, but, in March, everything went remote: team meetings, client meetings and much, much more. While meetings…
Friday, November 6th, 2020
DO RIGID PROCESSES WORK IN TODAY’S WORLD…
Thursday, May 28th, 2020
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 three themes that focus on sales performance, customer management, and sales behavioural studies. Sales Performance…
Thursday, May 28th, 2020
What are the top sales leadership priorities for the coming months? What are sales leaders looking to accomplish? What would they do if money were no object? To find out, the RAIN Group Center for Sales Research surveyed 423 sales, enablement, and company leaders. Respondents were asked about the importance of 16 different potential priorities and asked the $64,000 question:…
Tuesday, May 26th, 2020
Research led to the creation of a “Success Guide to Leading A Cross-Functional Team”. My aim with this research is to help cross-functional team leaders garner better team performance by providing an easily consumable, repeatable set of recommended behaviours and actions to help guide them to success. Team leaders can utilize the knowledge provided from these research findings for guidance,…
Tuesday, May 26th, 2020
How to introduce a collaborative change methodology to further support embedding of a sales academy into an organization. “How will I introduce a collaborative change methodology to further support the embedding of the SPARK Sales Academy into our organisation?” Simon Sinek (2011) tells us to start with “why”. My concern begins to formulate by asking myself, “Why did my sales…
Friday, May 22nd, 2020
How to manage and lead through the current crisis with the wisdom of Aristotle. In a recent London Business School poll, we asked an audience of over 1,000 senior executives how as leaders they would like to look back on the current crisis. They could choose from five possible outcomes – for them personally as well as for their organisations:…
Tuesday, June 25th, 2019
A Harvard Business School professor’s insights into the science of sales. In this interview with Deirdre Coleman, Frank Cespedes, Senior Lecturer at Harvard Business School, dispels the myths surrounding technology’s impact on the future of sales and why the need to rethink sales also means rethinking sales leadership. He considers the social and financial impact of sales productivity, and stresses…
Tuesday, June 25th, 2019
The overwhelming priority for sales leaders is improving sellers’ ability to communicate value while their top challenge is hiring, a new survey from global performance improvement company RAIN Group finds. Top Sales Leadership Challenges and Priorities brings together the views of 423 sales, enablement, and company leaders to better understand their greatest obstacles and primary focus over the next 12…
Friday, March 22nd, 2019
This project from 2016 explores how to create a sales control system designed to deliver a company’s key objectives. Introduction Sales is no longer an independent isolated function within an organisation, but is an integral and cross-functional part of a company’s strategy (Storbacka et al 2011). Sales now not only executes the strategy, but helps create and drive the strategy…
Thursday, March 21st, 2019
The surprising thing I learnt from giving a 20-minute nonsense presentation to a well-known tech company. The greatest thing I ever wrote, something I’ve jokingly referred to as my magnum opus, was a 20-minute lecture on innovation for the executive team of a major US corporation. As they do not come out all that well in this story, I won’t…
Tuesday, December 18th, 2018
Participating in a Masters programme is a significant commitment. We asked two leaders about their journey. “Not all readers are leaders, but all leaders are readers” Stephen Gaskell is Director E-Commerce, Retail & Distribution at SONY Mobile. A member of SONY’s leadership programme, he has been on a journey of transformation in establishing his business unit within SONY Mobile. He…
Monday, September 24th, 2018
Can distributed leadership practice bring positive impact in a sales focused environment? Background The COE is a team of highly skilled and senior solution experts, each responsible for a specific solutions area, product line or area of focus. Their responsibilities include primarily sales pipeline (demand) management and revenue attainment for their responsible lines of business. Within these two main pillars,…
Friday, September 21st, 2018
For Camilla Harder Hartvig, the single trait that has defined her successful leadership has been a willingness to address uncertainty and get comfortable with it. She shares how she’s learned to transform complexity and ambiguity into something that creates enduring value. Some of the most important leadership lessons learned by Camilla Harder Hartvig were forged in the crucible of calamity….
Friday, September 21st, 2018
It is with great sadness that we report the passing of Robert Racine on the morning of 3 September. Despite a demanding role as Wipro’s VP, Global Sales Enablement, Robert always found time to contribute to organisations dedicated to furthering our understanding of sales enablement. He was a member of the Journal’s editorial board, a Fellow of the APS, and…
Thursday, May 17th, 2018
Dual WISA award winner, Emma-Leigh Waters only started her career in sales two years ago after a move from finance. Here, she talks about the value of accelerated and experiential learning, how resilient salespeople think, and how trusting the process and finding balance have worked for her. Fresh from scoring her double whammy win at the Women in Sales Awards…
Monday, March 5th, 2018
For Samantha Wessels diversity and inclusion is a business imperative. Here she explains why she is passionate about getting more women into sales and specifically into technology. If you haven’t mastered operations you’re going to suffer. Effective sales operations is an essential component for effective sales management. Sales is at the forefront of the organisation, and can drive organisational transformation…
Wednesday, December 13th, 2017
Hewlett Packard Enterprise (HPE) is building its strategy around the proposition that the right mix of private cloud, public cloud, managed cloud and traditional IT infrastructure will play a pivotal role in speeding innovation and growth. HPE is currently in the midst of transforming itself, reflecting the IT industry’s evolution from selling standardized hardware and software to providing more flexible,…
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