Tuesday, September 28th, 2021

ISP events 7.4 2021

Webinar: Outsourced sales – brand partners or guns for hire? 6 October 2021: 9.00 am – 9.45 am BST Dr Beth Rogers, Visiting Fellow at Cranfield University School of Management and examiner and lecturer in sales topics at two other universities in Europe. This talk explores research about the factors in the make-or-buy decision for sales activities and provides a… 

Monday, July 26th, 2021

Introducing the Institute of Sales Professionals

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

APS events 7.2 2021

Webinar: Cracking the Code for Communicating Price Increases 29 April 2021, 15.00-15.45 pm BST (09.00 am CST) Tim Riesterer, Chief Strategy Officer at Corporate Visions – Nearly 70 percent of companies describe their price increase conversations as “50:50” or worse in terms of how well they go over with customers. It’s no surprise that most price increases aren’t received well…. 

Friday, April 23rd, 2021

Landmark merger for UK sales profession

What does the merger mean for the sales profession as a whole? AH: In the UK, this clears up what people have been potentially confused about: one body being more focused on the custodianship of sales and the standards of sales, and the other being perhaps more commercial – open to sponsorship and doing magazines and award ceremonies. I think… 

Friday, April 23rd, 2021

Supercharging sales

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

APS events 7.1 2021

Webinar: Coaching your sales team through personal change. Why is it important? 4 March 2021, 14.00-14.45pm GMTPresented by Grant Van Ulbrich, Director, Sales Transformation – International, Royal Caribbean Cruises Ltd. We’ve all heard about change management through our work careers, and usually whenever organisations launch a new programme, there’s an element of change management that is involved. However, recent research… 

Friday, February 26th, 2021

4 key sales reads

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… 

Thursday, March 21st, 2019

Royal Mail sales boss elected new APS chair

Former head of sales at Royal Mail, Graham Davis has been elected the new chair of the Association of Professional Sales’ executive board, the Association announced on 4 March. “I’m very excited to be working with the APS on the next phase of our growth as we steer the industry towards professional chartered status,” he tells the Journal. Davis was… 

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… 

Thursday, March 21st, 2019

The global growth of professionalism in sales

The Journal is proud to be part of an increasingly professional global sales community. Here at the International Journal of Sales Transformation we are celebrating our fifth year of publishing. Over the time since we launched back in 2015, we have been able to chart a quite noticeable upturn in the professionalism of the sales community both here in the… 

Thursday, March 21st, 2019

Addressing the UK’s sales shame

To boost productivity it’s vital for companies to embrace an “everybody sells” approach and to harness the “hidden sales force” that is an energised customer service department. The UK is suffering a productivity crisis. Start-up companies and total early-stage entrepreneurial activity are still booming, but the number of high-growth companies in the UK has been steadily declining in the past… 

Tuesday, November 13th, 2018

2018: another step toward sales professionalisation

It’s all change for 2018, and much of it for the better. Next year will be a big one for the sales profession globally. As an international publication with a global readership – we already have readers in over 30 countries – we see evidence of a new sales professionalism developing around the world. Here in the UK, 2018 will… 

Friday, September 21st, 2018

Countdown to the new Journal

A new resource to help you be agile and resilient. The whole sales world is evolving. There’s disruption in the marketplace. Change is unremitting and relentless. It keeps gathering pace. Our customers require increasing attention and sophistication in our approach. Every sales situation is contextually unique. There are greater and greater demands on our time. Needs and solutions can sometimes… 

Thursday, May 17th, 2018

The transformation of professional selling

The nature of professional selling has transformed profoundly over the past few decades, resulting in a fundamental redefinition of the role of the sales force. Drawing on a study comprising interview data from 37 senior sales leaders, sales consultants and prominent sales academics from the US, UK and other European countries, I synthesise three key drivers for change and identify… 

Saturday, January 28th, 2017

APS announces full suite of sales qualifications

The Association of Professional Sales announced in February that it has launched a full suite of sales qualifications to represent the skills of salespeople at every stage of their career. Ben Turner, APS general manager, told the Journal: “We are putting in place the means for salespeople to demonstrate that they are professional people who are learning, and being assessed… 

Saturday, January 28th, 2017

The new age of sales enlightenment

2017 looks set to be a landmark on the road to sales professionalism. Could 2017 be a turning point for the sales profession? There are a number of factors that play into this question. First of all, we can see inescapable signs of the growing importance of sales roles within a wider business context. Equally, there is an increasing emphasis… 

Thursday, April 7th, 2016

ISMM suspends fees collection

The ISMM announced during the recent 2016 BESMA Sales Summit and BESMA awards ceremony at London’s Grosvenor House Hotel that it is seeking to rebrand “in order to provide an overall more effective offering for its members, including enhanced benefits, greater networking opportunities nationally, together with broader education and training”. A message posted on the ISMM website on 22 March… 

Thursday, April 7th, 2016

European Sales Competition seeks to raise appreciation of professional sales work

Long popular in the United States, sales competitions are now beginning to take off in Europe. Co-hosted by Haaga-Helia and Turku Universities of Applied Sciences. The second European Sales Competition takes place in Helsinki, Finland on 1 June. “The aim of the competition is to raise the appreciation of professional sales work, to learn the concept of selling at a… 

Thursday, April 7th, 2016

Sales as a career of choice

Are we on the verge of breakthrough? Will sales become a destination career? Could sales as a career choice be turning a corner in terms of its popularity with undergraduates? If so, this is good news, because selling is actually the number one destination for business school students. The organisers of this year’s Sales Educators’ Academy Conference at Aston Business… 

Wednesday, July 1st, 2015

Top 3 sales issues

We asked business thought-leaders from different sectors…