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Friday, November 6th, 2020
Sales methods must change in a post-COVID-19 world. It is often said that people buy from people. Many of the world’s top salespeople have relied on their personality and ability to quickly establish a rapport with customers to become highly successful. While this trend may continue in future, the dynamics of sales have to change dramatically in a post-COVID-19 world….
Friday, November 6th, 2020
DO RIGID PROCESSES WORK IN TODAY’S WORLD…
Monday, July 27th, 2020
In a major step forward for professional selling, UK professional body the Association of Professional Sales has highlighted the achievements of 15 young salespeople who have become the first to complete a new, nationally recognized apprenticeship in sales. The pioneering 15 have successfully completed the Level 4 apprenticeship for sales executives. They have been trained by their employers and the…
Thursday, July 9th, 2020
A career in selling can be vibrant, fast-paced, bold and exciting. It can also be demanding, challenging and subject to long hours in a busy, target-driven environment. But the sales function is the bedrock of any business so, if you’re committed to developing client relationships and providing valuable solutions, sales can be a highly rewarding, dynamic and fulfilling long-term career….
Tuesday, July 7th, 2020
In the UK, sales apprenticeships are programmes that allow people to study for a professional qualification while being paid and receiving on-the-job training. Sometimes, off-site classroom training is also involved. Apprenticeships typically last one to three years. They’re open to anyone over the age of 16 and not in full-time education. As there’s no upper age limit, apprenticeships can be…
Monday, July 6th, 2020
Sales competitions are attracting the attention of students from around the world because they are a great way for sales course participants to showcase themselves in front of prospective employers. Equally, many corporate employers have embraced sales competitions as a convenient way of checking out the best of the new crop of sales talent. Competitors who perform well are likely…
Friday, July 3rd, 2020
Different industries have different pay scales for sales jobs. Research the industries you’re interested in to discover whether they’re a good match for your salary expectations. In the UK, entry-level sales salaries start at between £18,000 and £21,000, and can rise to £28,000 plus commission. The average entry-level salary is around £24,000. As you progress through your career, expect middle…
Thursday, July 2nd, 2020
A job in sales can give you the skills to become a future business leader. The skills you need Many people think that to be successful in sales you need to be able to talk. It’s true; being able to communicate well is massively important but the “gift of the gab” is not required now, and frankly, never was. What…
Friday, May 22nd, 2020
How to manage and lead through the current crisis with the wisdom of Aristotle. In a recent London Business School poll, we asked an audience of over 1,000 senior executives how as leaders they would like to look back on the current crisis. They could choose from five possible outcomes – for them personally as well as for their organisations:…
Wednesday, March 27th, 2019
How to make a successful transition from individual contributor to manager? Project aim The purpose of this project is to examine whether the transition from high-performing salesperson to effective sales manager can be made more successful. As McCall (2010) highlights, there is a big risk to this promotion: “When situations change dramatically, as is the case when a person is…
Thursday, March 21st, 2019
It’s easy to make schoolboy errors when you start selling, but ten-year-old Joe Beales is already well on the way to mastering telephone sales, thanks to his dad Kevin, the founder of Newcastle based start-up, Refract, a sales coaching platform. Beales junior has become an internet sensation – with approaching 100,000 views on LinkedIn – after his dad posted a…
Thursday, March 21st, 2019
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, May 17th, 2018
Sales talent analytics can drive competitive advantage and unlock new sources of corporate wealth. Pretty much everyone these days has heard of “big data”, but how many firms are actually using it to unlock new sources of corporate wealth in connection with their talent? Let’s start at the beginning: what is big data? Google defines it as: “Extremely large data…
Sunday, March 11th, 2018
Research findings uncover what high-performing salespeople want from their organizations and, just as importantly, what they don’t want. Understanding both categories is critical for organizations and leaders who want to create affective commitment and ultimately retain their best-performing salespeople. As a successful salesperson and a manager of salespeople, I am passionately interested in how high-performing salespeople can be engaged and…
Sunday, January 29th, 2017
Review and summary of sales talent analytics findings based on data from over 1,000 recent Sales Account Manager assessments. This “hybrid role” is one that many organisations use as the bedrock of their sales strategy. To have a core of salespeople able to carry out a straightforward account management function, while also being able to fulfil a new-business sales role…
Saturday, January 28th, 2017
Managing sales talent effectively through robust hiring and development processes is only half the story; we need to align these daily processes with company strategy… and we should be developing sales talent far earlier. Hiring and developing salespeople is costly – there is absolutely no doubt about that. According to a recent blog by Chally Group , while a low…
Saturday, January 21st, 2017
Sales Eductors Academy quotes a “recent study”…
Tuesday, November 29th, 2016
Hiring, developing and retaining salespeople have been something of a dark art. It’s often expensive and inefficient, but new talent-management techniques are bringing us into the 21st century. Skilled professionals have credibility with customers, and you can’t afford to compromise the credibility of your brand by sending second-best into the field Dr Beth Rogers In their 2015 Harvard Business Review…
Tuesday, November 29th, 2016
Jim Collins’ Good to Great has been the inspiration for many CEOs who are determined to elevate their companies from run-of-the-mill to lasting greatness. There are many lessons to be learned from the book but one of the most significant is the idea that, before organisations can stand a chance of realising their potential, they must get the right people…
Thursday, November 3rd, 2016
Comparing Finland with the “new order” of global players. Finland may seem like a strange choice of country to act as a baseline when comparing sales skills around the globe. But consider the nation’s economic history and maybe it is a touchstone for how the rest of Europe is likely to evolve. As a country, Finland was Swedish ruled for…
