Tuesday, May 3rd, 2022

Measure behaviours as well as outcomes

Only 25% of sales organizations are directly measuring sales behaviours that drive sales success, claims ValueSelling Associates. “Our research findings mean that 75% of sales teams are driving down the interstate with their focus fixed on the rear-view mirror,” President and CEO, Julie Thomas tells the Journal. +


Tuesday, May 3rd, 2022

2022 8.3 Research Review – edited by Jeremy Noad

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…. 


Tuesday, May 3rd, 2022

The secret power of introverts

Too shy to sell? Why organisations need introverts. Do you ever hear the words “introvert” and “sales” in the same sentence and wonder if it is even possible to be successful in sale and shy or introverted? The conventional stereotype is that sales is an extrovert’s playground, but the reality is that this is simply not true.Countless industry giants are… 


Monday, July 26th, 2021

The gift of anxiety

Perhaps surprisingly, the nature of anxiety means that it offers an inherent opportunity for personal and professional growth. In high-value and complex B2B sales, ambitious sales targets and growth plans are common. Typically, sales professionals are measured on outcomes they can control only to a certain extent. As they mature in their career, many develop ways of managing sales pressure… 


Monday, July 26th, 2021

Establishing the foundations of a coaching culture

The ability to coach is a key attribute that distinguishes truly effective first-level sales managers from the pack. What’s the one thing that separates truly effective first-level sales managers from the rest? You can make a case for their ability to motivate or to create an environment of responsibility and accountability, but there’s good reason to believe that their ability… 


Monday, April 26th, 2021

2021 7.2 Research Review – edited by Jeremy Noad

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, sales behaviours and sales automation. Sales… 


Friday, April 23rd, 2021

WORKING-FROM-HOME BURNOUT

FOR SALESPEOPLE, THE DEMANDS OF THE CONNECTED… 


Friday, February 26th, 2021

2021 7.1 Research Review – edited by Jeremy Noad

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, capability development, and sales behaviours. Sales… 


Friday, February 26th, 2021

Team tenure

Why understanding team tenure can be a key to healthy sales-team dynamics and a rapid alignment of teams. The longer a team has spent together with the same composition of team members, the more harmonious interpersonal relationships become. The shared experience builds trust and psychological safety, leading to smoother team processes, more effective use of resources and increased team performance… 


Thursday, May 28th, 2020

2020 Q1 Research Review – edited by Jeremy Noad

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… 


Tuesday, May 26th, 2020

Moving from “I” to “We”

How a relationship-based group coaching model can improve performance. As a salesperson and subsequent sales leader with more than two decades of experience, on-the-job learning has provided me with valuable insights and business management skills. However, given the rapidly evolving business environment, I realised the need to embark upon a continuous learning path. On learning about the SAP Master’s programme,… 


Tuesday, May 26th, 2020

Helping cross-functional team leaders achieve better results

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, June 25th, 2019

Cruise line receives sales award

Royal Caribbean Cruises have been presented with the APS Investor in Sales award for passing the professional registration assessment. Professional registration with the APS demonstrates a commitment to ethical selling and the Investor in Sales award is granted to sales teams when more than 50 percent pass an exacting test. So far, more than 130 salespeople in the company’s pan-European… 


Tuesday, June 25th, 2019

APS expanding globally and locally

The Association of Professional Sales held its first meeting in francophone Africa on 19 June. The inaugural event in Dakar, Senegal, featured a presentation by Emmanuel Delvaux, Global Sales and Marketing Director, Schlumberger. Delvaux, who also doubles as International Development Manager of the APS, discussed “The art of negotiation: what challenges for a win-win approach?” Meanwhile, in the UK, the… 


Tuesday, June 25th, 2019

New incentives platform

Edenred UK recently launched Connect Incentive, an SaaS-based incentives platform designed to drive performance through their channel or internal sales and customer service teams. The platform enables incentive programmes to be set up in minutes rather than weeks or months, removing admin challenges, and making them more cost-effective to run because they don’t need a costly IT project to get… 


Tuesday, June 25th, 2019

Win Rates

Win rates are an important metric for… 


Friday, March 22nd, 2019

2019 Q1 Research Review – edited by Jeremy Noad

These pages aim to keep readers up to date with recently published research on sales-related topics. The review highlights short abstracts of academically peer-reviewed research from a range of academic journals. In this edition, the abstracts focus on three themes: sales performance; customer management, and sales-related behavioural studies. Sales performance Salespeople’s ability to learn impacts value-based selling approaches This paper… 


Friday, March 22nd, 2019

Creating a sales control system

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

Why don’t goals work?

That’s a question many of us ask… 


Friday, September 22nd, 2017

How can intra-collaboration approaches enhance sales performance in a complex global enterprise?

Introduction Working most of my career for global companies like PWC, IBM and SAP, I have been confronted with solutions and services of rising complexity, which are sold and delivered to increasingly knowledgeable customers in a competitive and transforming global environment. The daily activities of my sales team in direct relation with its customer are central: they are understanding the…