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… 


Friday, September 22nd, 2017

Why EQ drives performance

Decades of research now point to emotional intelligence as the critical factor that sets star performers apart from the rest of the pack. Peter Salovey and John D Mayer coined the term “emotional intelligence” in 1990, describing it as “a form of social intelligence that involves the ability to monitor one’s own and others’ feelings and emotions, to discriminate among… 


Friday, April 28th, 2017

The Sales EQ: How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal

Jeb Blount (author), Anthony Iannarino (foreword) The sales profession is in the midst of a perfect storm. Buyers have more power more information, more at stake, and more control over the sales process than any time in history. Technology is bringing disruptive change at an ever–increasing pace, creating fear and uncertainty that leaves buyers clinging to the status quo. Deteriorating… 


Friday, April 28th, 2017

Sales Management. Simplified. The Straight Truth About Getting Exceptional Results from Your Sales Team

Mark Weinberg Why do sales organisations fall short? Every day, expert consultants like Mike Weinberg are called on by companies large and small to find the answer – and it’s one that may surprise you. Typically, the issue lies not with the sales team – but with how it is being led. Through their attitude and actions, senior executives and…