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Tuesday, April 8th, 2025
How do you hang onto the good salespeople your employ? Enhancing mental health and well-being in sales organisations is key. Retaining top sales talent is a growing challenge for sales leaders. Sales professionals today operate in a competitive marketplace where opportunities are abundant, and organisations must ensure they provide compelling reasons for their best people to stay. The ability to…
Tuesday, April 8th, 2025
There is no doubt that sales can be an excellent and satisfying career. As a reader of this Journal, I hope that you already believe this as strongly as I do. I am encouraged by the work being done by a growing number of schools, educational establishments and bodies like the UK’s Institute of Sales Professionals (ISP) to establish and…
Tuesday, April 8th, 2025
Why winning globally starts with one consistent sales methodology. Global sales success demands precision, alignment and a relentless focus on delivering value. Yet many sales organizations expand internationally without a unified plan. This haphazard approach leads to fragmented strategies, inconsistent messaging and unpredictable results. To succeed globally, companies need a single, consistent playbook built on a proven sales methodology. This…
Monday, January 13th, 2025
SEASAC-South-East Asian Sales Competition 1 January 2025https://seasalescompetition.com…
Monday, September 30th, 2024
Learning is not just important; it’s essential for success in sales. When we saw the headline on the cover of this Journal (edition 9.5) “Do Salespeople Have Time to Learn” we were left with a massive feeling of déjà vu and drifted towards a discussion of what was top of the pop charts when we first heard that said. Thankfully,…
Wednesday, September 18th, 2024
To improve female representation in the salesforce in 2024 and beyond, chief sales offers should address gender-based differences at three different career stages, according to Gartner: Despite making up nearly half of the global workforce, women represent only 40% of mid-level B2B sales employees, dropping to 31% at the senior level, Gartner has found. In 2023, the consultancy conducted a…
Wednesday, September 18th, 2024
The Institute of Sales Professionals is publishing a new, modular version of the ISP Sales Framework outlining the knowledge, skills, behaviours, and tools required by sales professionals to be “effective and ethical in the prosecution of their profession, supporting personal development, professional advancement and improved business results”. Acting as a guide for effective, competent sales performance in line with organisational…
Tuesday, April 23rd, 2024
Sales managers need to both trust and be trusted by their sales team. Here are a few of the most important ways in which this can be established: +
Monday, April 22nd, 2024
Consalia’s Senior Sales Leadership apprenticeship programme has been graded outstanding by UK education inspectorate Ofsted, the sales business school announced recently. The inspection took place over three days in February. Questionnaires were sent in advance to employers and apprentices and the government inspectors also conducted detailed interviews with Consalia’s Academy Team, apprentices, employers, and delivery partners Middlesex University and Runway…
Monday, April 22nd, 2024
Is sales training dead? I recall reading a blog about the issue on LinkedIn back in 2016. Of course, it sought to refute this premise. That was then, but what of today? Well, the sales landscape has undoubtedly moved on, driven by evolving business practice, technology, and the advance of relatively new disciplines such as sales enablement. Firstly, the traditional…
Monday, February 19th, 2024
Of course, every new salesperson needs to have a clear understanding of what they are selling. But product knowledge is never enough to ensure success. Bob Apollo lists five things every new (and existing) salesperson needs to master: +
Monday, February 19th, 2024
For many salespeople, their obvious career goal is to advance into sales management. Unfortunately, this can turn into a frustrating move. Here’s what aspiring sales managers need to consider: +
Monday, February 19th, 2024
UTISC – University of Toledo Invitational Sales…
Friday, February 16th, 2024
What should a salesperson expect from their first few days in a new sales role? I suppose this article could have been titled “What do I wish I had known or done in my first day as a salesperson?” And maybe I might have benefited from reading it then – but that was a long time ago, and in a…
Friday, October 13th, 2023
Sales managers have a responsibility to identify, understand and address the root causes of individual underperformance in their teams. Here are a few of the key considerations: +
Friday, October 13th, 2023
No matter how comprehensive the training programme provided by their employer, salespeople need to establish and implement their own personal development plan. Bob Apollo highlights a few key considerations: +
Friday, October 13th, 2023
Steel City Sales Challenge hosted by Duquesne…
Wednesday, October 11th, 2023
Do salespeople have time to learn? Salespeople hold extensive power, influencing buying decisions that potentially have significant commercial impact and which can dictate both the future trajectory of their customers and the success of their own organisations. With so much responsibility falling on the shoulders of their salespeople, why then don’t more companies embed a learning culture within their sales…
Wednesday, October 11th, 2023
Underperformance is not just about the individual; it can be a structural issue too. It would be an exceptionally lucky or gifted sales manager who has never had to address the issue of underperformance at some stage in their management career. Sometimes the causes appear to be external – changes in the market environment over which we have little influence…
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