Tuesday, February 14th, 2023
Sales competitions 9.1 2023
VIRTUAL Redbird National Sales Competition, hosted by…
Tuesday, February 14th, 2023
The SAP Masters alumni community: An ongoing transformational journey
You’ve achieved you Masters, but what next? Can the alumni group help to continue the transformation journey? By November 2019, our SAP Masters cohort was really hitting our stride. Collectively we (and I especially) were seeing success with our papers, we were learning new skills and many of us were seeing growth within our teams as our leadership practices improved….
Monday, February 13th, 2023
SEASAC draws over 100 competitors
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
20% cuts in pharma commercial roles?
The way that pharmaceutical and medical device companies market and sell their products is on the cusp of major change, according to a paper from industry consultancy Impatient Health. Significant cuts are expected across commercial departments in 2023. “By the end of the year we will see 20% trimmed in commercial roles, at both HQ and country level,” the authors…
Monday, February 13th, 2023
Talent to thrive: inspiring cultural change
How can sales leaders inspire cultural change so sales talent can thrive? Participants and speakers from leading organisations such as BT, SAP, Sharp, UCAS and Vodafone came together at the London Stock Exchange on 1 December 2022 for Consalia’s 17th annual Global Sales Transformation event to discuss professional development for sales teams and individuals, as well as the wider sales profession. …
Monday, November 28th, 2022
Developing the potential of talented salespeople
Why development is so much more than just training. In “Hiring salespeople with talent” (see pages 6-7), I explored the challenges involved in making good sales hires. Now I want to shift attention to some of the key things we need to do if we are to fully develop the potential of the talented salespeople that we have just hired….
Monday, November 28th, 2022
Hiring salespeople with talent
Why an evidence-based approach is the route to a successful sales hire. Finding and recruiting the right salespeople is perhaps the most important role for any sales manager or leader. Hiring the wrong person – or at the other end of the scale, failing to fill the position at all – is costly in so many ways. The wasted recruitment…
Friday, September 30th, 2022
Sales competitions 8.5 2022
Ohio Collegiate Sales Competition – Cleveland State…
Thursday, September 29th, 2022
Making conflict work
While conflict needs to be managed well, it can also be productive. Conflict is a frequent challenge among business relationships with customers, partners and suppliers. Inside organisations, conflicts within teams and cross-functionally are also common, yet sales professionals often feel ill-equipped to manage conflict well. Unresolved conflict can spread and grow, and result in stress and well-being issues for those…
Tuesday, May 3rd, 2022
News in brief
SalesWorks appoints trainers Consultancy SalesWorks has appointed Cara Pepper and Alzaysha Johnson as sales training leads. The role sees them working with clients to design and deliver sales training programmes, tailor programmes for advanced reps to refine and improve their skills, and spotlight areas of focus to up-skill teams, improve processes and increase revenue. +
Tuesday, May 3rd, 2022
Philip Morris sales apprenticeship scheme
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. +
Friday, April 22nd, 2022
Sales competitions 8.3 2022
ESC-European Sales Competition – Han University of…
Monday, January 10th, 2022
TOTAL Coaching
Developing and implementing a coaching culture within a sales environment to effect real transformation in coaching across your organisation. Throughout my career in sales leadership with SKF, the Swedish-based world leader in supply of bearings, seals and rotating equipment solutions, I have considered the importance of continual improvement in individual and team performance to be a fundamental element towards success….
Monday, January 10th, 2022
Character to lead
We interviewed Kelly Garramone and Phil Styrlund to understand how character is a key driver of organisational success in sales. They explained how sales organisations can take part in some ground-breaking research that will drive performance. What is character science? Pioneered by Dr Fred Kiel (amongst others), character science is a new field of study that was born out of…
Monday, January 10th, 2022
Learning through competition
Three perspectives on enhancing sales skills through sales competitions. What are the challenges of being a sales competition director? Johannes Reiterer: Directors of a sales competition are faced with various challenges. One of the biggest is to establish a realistic and challenging competition case study. The case requires development of a concrete and consistent storyline, generation of briefings for role-play…
Monday, January 10th, 2022
Creating an effective coaching culture
How embedded is coaching in your organisation? Let’s explore the fundamental question first: does coaching work and is it worth investing in a coaching culture? The use of coaching has increased, complementing established learning interventions and the research evidence of its effectiveness is robust. A recent review of quantitative studies concluded that workplace coaching does show a good effect size…
Monday, January 10th, 2022
Is coaching the critical sales management skill?
It’s all about time, skills and mindset. Successful sales managers must master a range of important skills. They need to make sure that they recruit the right people and help them to realise their potential, encourage their teams to follow and contribute to the organisation’s learned best practices, ensure that opportunities are well-qualified, that pipelines are well managed and that…
Monday, January 10th, 2022
Sales competitions 8.1 2022
NCSSC – National Collegiate Sports Sales Championship…