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Friday, September 1st, 2023
Navigating the transition from sales to sales management. For many successful and ambitious salespeople, their first move into sales management is perhaps the defining moment in their career. Some will succeed. Some will fail. Some will make the move and then wish they had never abandoned the simpler life of a salesperson. And some will remain perfectly happy avoiding the…
Monday, July 10th, 2023
Keystone Sales Challenge hosted by Bloomsburg University,…
Thursday, July 6th, 2023
Maybe it’s time to re-examine what you may have always taken for granted. Salespeople are born not made Whilst having confidence, a positive attitude and being generally likeable are all useful traits, they do not guarantee success in sales. The skills required to be effective take years to learn and hone. Too many sellers are thrown in at the deep…
Wednesday, July 5th, 2023
Congratulations to all the students who participated in the European Sales Competition (ESC) hosted by Wittenborg University of Applied Sciences in Apeldoorn, Netherlands during May and June. This year’s competition saw twin parallel finals. Students were split into two groups, one selling software from ATOSS, a European company selling workforce management software, while the other main sponsor was TeamViewer, another…
Friday, April 21st, 2023
RNMKRS-Spring 2023 (virtual) April 12-13, 2023https://www.rnmkrs.org TCCSTC…
Thursday, April 20th, 2023
This paper has been adapted from the author’s Masters project and discusses how leaders can best cultivate “superpowers” that are applicable to multi-generational organisations and teams. Background During my time at the SAP Global Platinum Customer Unit in Walldorf (Germany), I was invited for a meeting with the Dutch SAP Managing Director. During that meeting he offered me the job…
Thursday, April 20th, 2023
How can effective coaching support the retention of employees within an organisation? Introduction This work-based project covers the topic of employee retention. The subject is very relevant for my organisation as we are 20 months into what’s being labelled the Great Resignation (Klotz, 2021). Employee talent is the lifeline of any business. My research project investigated how a successful coaching…
Tuesday, February 14th, 2023
VIRTUAL Redbird National Sales Competition, hosted by…
Monday, February 13th, 2023
Over 100 students from universities across South-East Asia recently competed in three rounds of the latest South-East Asia Sales Competition (SEASAC) 2022, sponsored by paint manufacturer PT Propan Raya. The competition offered participants a “great sales educational experience” one of the leading judges for the final round, Dr Colin Mackenzie told the Journal. The qualifying round was completed on 13-15…
Monday, February 13th, 2023
Marking the start of National Apprenticeship Week on 6 February 2023, senior UK Treasury minister John Glen has called for students to undertake apprenticeships as an alternative to a traditional university degree. As part of the government’s campaign to boost apprenticeships, the Chief Secretary to the Treasury says that apprenticeships can offer better ROI for young people and will also…
Tuesday, May 3rd, 2022
Philip Morris Limited (PML) opened its first sales apprenticeship scheme to applicants in February. The first group was scheduled to start work in April across four English cities: Nottingham; Northampton; Sheffield and London. +
Tuesday, May 3rd, 2022
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 Institute of Sales Professionals (ISP) is the new name for the Association of Professional Sales (APS) following a merger with the Institute of Sales Management (ISM). The new organisation was launched on 24 June and presents a “single, united voice for the entire sales profession, led by one team, under one name, dedicated to setting professional standards in sales”….
Monday, April 26th, 2021
Pensacola Pitch Collegiate Sales Competition – Hosted…
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, April 23rd, 2021
UK lawmakers warn that Britain is suffering from a shortage of salespeople and sales skills. MPs say much more needs to be done to recruit and train people with strong B2B selling skills. Last month’s report by Westminster’s All-Party Parliamentary Group for Professional Sales underlined a persistent problem for the sales profession in the United Kingdom: quite simply, not enough…
Friday, February 26th, 2021
NCSC VIRTUAL – National Collegiate Sales Competition…
Friday, February 26th, 2021
Four new books written by distinguished contributors to the Journal offer business leaders, sales professionals, students and academics new insights and guidance as they seek to navigate the complexities of selling and sales leadership today. Each of the authors delivers that rare combination of academic credibility and practical business experience. Sales Management That Works by Frank V Cespedes Rather than moving…
