Select the content CATEGORY and/or article TAG from the dropdown menus to find the sales topic you need. Then press the FILTER BUTTON to display list of relevant articles. Use the SEARCH CONTENT field (top left) to search by author or for a specific phrase or word.
Search hundreds of articles on sales by keyword or author's name. Simply enter your search phrase/word and click the search icon.
Monday, February 13th, 2023
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
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
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…
Thursday, September 29th, 2022
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
Too shy to sell? Why organisations need introverts. Do you ever hear the words “introvert” and “sales” in the same sentence and wonder if it is even possible to be successful in sale and shy or introverted? The conventional stereotype is that sales is an extrovert’s playground, but the reality is that this is simply not true.Countless industry giants are…
Friday, November 26th, 2021
As we tentatively emerge from the pandemic, the consensus is that selling has moved on significantly – and not just in the most immediately apparent ways like the switch to the hybrid selling world of virtual and in-person engagement and the accompanying transition from field sales to inside sales. Such changes will be persistent, despite some shortcomings (such as issues…
Friday, November 26th, 2021
Q: What are the top-three new agenda items that sales leaders will be thinking about for 2022? IM: Buying behaviours have evolved tremendously throughout the digital age, seeing the most accelerated growth specifically throughout the pandemic, and sellers must rapidly adapt accordingly. Working and living in the same space caused many people to rethink what is important to them, leading…
Friday, November 26th, 2021
Australian Institute of Sales, New Zealand Institute of Sales – Stuart Edmunds, Director; Association of Professional Sales – Andrew Hough, CEO Q: What will be the top-three agenda items for sales leaders as businesses emerge from the pandemic? SE: 1) Staffing (retention, attraction, development – with the skills shortage). 2) New-customer acquisition and accelerating pipeline. 3) Increasing virtual/remote selling capabilities….
Friday, November 26th, 2021
Waldemar Adams, Global Senior Vice President, SAP Customer Success COO Office; Grant Van Ulbrich, Director, Sales Transformation – International, Royal Caribbean International Q: What will be the top-three agenda items for sales leaders as businesses emerge from the pandemic? WA: 1) Ensure customer success. 2) Budget achievement and growth plans. 3) Manage their teams successfully, with empathy. GVU: Our focus…
Friday, November 26th, 2021
Dr Frank Cespedes, senior lecturer, Harvard Business School; Professor Mark Johnston, Professor of Marketing and Ethics, Rollins College; Professor Nick Lee, Warwick Business School; Dr Colin Mackenzie, specialist lecturer, Edinburgh Napier University; Dr Javier Marcos, Associate Professor, Strategic Sales Management and Negotiation, Cranfield School of Management; Dr Beth Rogers, Visiting Fellow, Cranfield School of Management Q: What will be the…
Friday, November 26th, 2021
In the bold new world of sales, a mental shift is required. The pandemic turned the whole world upside down: it made us shift our priorities away from things that we once thought were important to new ways of working and living. As people switch careers and re-evaluate how they spend their time, naturally their behaviours have fundamentally changed. In…
Friday, November 26th, 2021
What should B2B sales leaders be prioritising in 2022? As we head towards 2022, sales organisations are emerging from a tumultuous two years. Across many markets and industries, the sales function has had to cope with transformational changes that have been compressed into a short period of time. Inevitably, some sales organisations have managed to adapt better than others. They…
Tuesday, July 27th, 2021
How applicable is agile leadership within a traditional organisational structure? The focus of my research project will be understanding what makes an agile leader and their ability to create and manage an agile organisation. What are the specific characteristics, cultural traits and mindset that define an agile leader and what makes them different? I investigate whether it is possible for…
Monday, July 26th, 2021
Nostos (Ancient Greek: νόστος) is a theme common in Ancient Greek literature. It was brought to life in Homer’s Odyssey. Nostos concerns an epic hero returning home by the sea and retaining both his status and identity. In a metaphorical sense, I planned to use Homer’s Odyssey to draw upon my business life experiences and journey. Little did I know…
Monday, July 26th, 2021
Perhaps surprisingly, the nature of anxiety means that it offers an inherent opportunity for personal and professional growth. In high-value and complex B2B sales, ambitious sales targets and growth plans are common. Typically, sales professionals are measured on outcomes they can control only to a certain extent. As they mature in their career, many develop ways of managing sales pressure…
Monday, April 26th, 2021
The theme of my research is to explore the extent to which companies need to adapt and change to cater to a multi-generational workforce, define what the distinct differences really are using facts data, and in the process also draw out similarities. I will look at how stereotypes and unconscious bias skew realities, responses and attitudes. My research seeks to…
Friday, February 26th, 2021
Why understanding team tenure can be a key to healthy sales-team dynamics and a rapid alignment of teams. The longer a team has spent together with the same composition of team members, the more harmonious interpersonal relationships become. The shared experience builds trust and psychological safety, leading to smoother team processes, more effective use of resources and increased team performance…
