Thursday, March 21st, 2019

Consultants suggest how to maximize the lifetime value of your sales force

A recent paper from consultants McKinsey & Co suggest that forward-looking sales leaders can use analytics to enhance performance management by using data to directly link talent management to increased financial value. Authors Eric Buesing, Alexander DiLeonardo, Maria Valdivieso De Uster and Ben Vonwiller suggest companies can apply similar techniques used to calculate long-term customer value to measuring the value… 


Thursday, March 21st, 2019

Sales shame holding back the profession

Shame and stigma surrounding sales is a key contributor to poor UK productivity, according to a poll conducted by Censuswide. Nearly a third (31.1%) of UK managers believe that “sales shame” is negatively impacting their business growth, the survey of 1,000 managers found. In addition, more than a quarter (27%) of managers also believe that this sales shame is holding… 


Friday, May 18th, 2018

Recruiting coachable salespeople

Can organisations understand how to recruit salespeople who are adaptable, coachable, and willing to embrace new learning? What makes a good salesperson? Arguably there are many characteristics and behaviours, and whilst some commentators pigeon-hole salespeople with simplistic titles to define their characters (Dixon and Adamson 2011), others take a different view and suggest that great salespeople demonstrate “differentiating mind-sets”, reflected… 


Friday, January 29th, 2016

Accelerating the potential of new talent

Hiring and onboarding is an expensive and time-consuming process. It pays to get it right. The costs of recruitment are on the rise again, with an increase of around 50% from 24 months ago, according to the Chartered Institute of Personnel and Development; meanwhile, four out of five employers are saying that the competition for well-qualified talent has increased over… 


Saturday, October 31st, 2015

HIRING IS KEY BUT AN ELUSIVE COMPETENCY

Average sales turnover across firms surveyed by… 


Saturday, April 11th, 2015

Re-imagining the hiring process to support growth aspirations

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.   [tint-panel] Background I have spent 24 of my 28-year working career in sales. For the past 15…