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Saturday, September 3rd, 2016
Tim Walbert, CEO, Horizon Pharma, explains how doing right by the patient can still lead to significant profits, but hiring the right sort of sales representatives is crucial. Tim Walbert helped to launch two of the world’s biggest-selling drugs, Humira and Celebrex, and is now in charge of a $3 billion company with big ambitions – plus he knows what…
Saturday, September 3rd, 2016
Bob Apollo on Building Scalable Businesses In the majority of sales organisations, a high percentage of sales revenue is generated by the same minority of top sales performers, quarter after quarter. According to research published by the CEB in The Challenger Sale, this performance gap between top salespeople and the rest is amplified in complex, high-value sales environments. They found…
Friday, January 29th, 2016
Hiring and onboarding is an expensive and time-consuming process. It pays to get it right. The costs of recruitment are on the rise again, with an increase of around 50% from 24 months ago, according to the Chartered Institute of Personnel and Development; meanwhile, four out of five employers are saying that the competition for well-qualified talent has increased over…
Thursday, January 28th, 2016
Nick Lee on… The myth of natural talent Why the superstar culture is bad for both the “stars” and the rest of the team. One of the more pervasive ideas in the popular perception of success in almost any field is that of the “natural”. What I mean is that we humans appear to be almost hardwired to explain the…
Saturday, October 31st, 2015
Average sales turnover across firms surveyed by…
Tuesday, July 7th, 2015
Methodology This dataset was provided by a sample of 500 people who sat the Core Sales Skills module of SalesAssessment.com’s Universal Sales Skills Audit (USSA) during Q1 2015. The sample consisted of a block of anonymised data, with a random start point in the USSA candidate database. This random sample included candidates from the UK, USA, Dubai, Jordan and Egypt….
Tuesday, July 7th, 2015
Forrester Research forecasts that one million US B2B salespeople will lose their jobs to self-service eCommerce by the year 2020. Its report Death Of A (B2B) Salesman estimates that, of the 4.5 million US workers employed in B2B sales and sales-related professions in 2012, just over 20% of all B2B salespeople will be displaced. Author Andy Hoar explains: “While B2B…
Monday, July 6th, 2015
New research suggests the most successful programmes pursue a calculated blend of sales training and coaching activities. The bar has been raised. In a world where businesses are becoming increasingly proficient at managing a range of multi-channel, multi-touch and highly customer-focused interactions, how can we ensure that our newly recruited salespeople measure up to customers’ expectations? Toward this end, many…
Saturday, July 4th, 2015
When hiring sales executives, over 58% of employers believed that “salespeople should know what they are doing”, according to joint research from the British Institute for Learning & Development (BILD) and the Universal Sales Skills Audit (USSA). Just over 58% of employers also reported that “maybe some [sales executives] aren’t as good as we would like” and only 38% of…
Sunday, April 12th, 2015
A sophisticated self-administered online assessment of hundreds of individuals around the world provides us with a snapshot of the global sales profession. Although salespeople tend to be lumped together in one group, sales is not a generic, one-size-fits-all activity; selling can actually be divided into various distinct roles, so it is important to hire and develop the right person for…
Saturday, April 11th, 2015
As part of his SAP Masters programme, Paul Devlin is exploring how sales transformation can be implemented within his team and wider organisation. Here, he discusses how he has used reflection, “action research” and “appreciative inquiry” to enhance the sales recruitment process. Current situation I lead a sales team of 18. The SAP MENA teams and my annual growth…
