Exactly how are buyers & suppliers supposed to collaborate effectively? In summer this year, we launched a research project to look at how buyers and sellers see collaboration around strategically important issues. For example, many organisations are trying to be more sustainable and to achieve that, they really need to engage their suppliers. How well … Read more
Are you managing a sales force right now? Join our practitioner’s workshop on 9th July 17:00 hours BST. Also, our latest whitepaper helps you review when it’s time to make a change and how to do it.
Are the top performers successful because of hard work and skill or luck? In February, we asked you to complete our’ ‘luck in sales’ survey. Thank you to all of you who took part. The results are very interesting. Associate Professor Chengwei Liu, who has won several awards for his research on luck & behavioural strategy, … Read more
During June and July this year, we surveyed 90 MBA students to better understand how ambitious people see sales and whether they aspire to enter the profession themselves. The results are fascinating, and offer a clear message to business schools in the UK and to sales managers more generally. Is sales management seen as a … Read more
The Good The Bad & The Ugly Dirty Tricks in Buying and Selling Many thanks to all of you who contributed to the “Dirty Tricks in Negotiation” survey – the results are FASCINATING! For example……. Both professions are prepared to lie (29.4% overall). BUT buyers are twice as likely as sales people … Read more
We are pleased to announce the release of version 6.0 of the sales excellence diagnostic, updated after our summer research review. The last year shows what an exciting profession sales & business development have become! Considerable intellectual muscle is being applied to increase sales efforts, through technology, good change & project management and most significantly, … Read more
https://www.surveymonkey.com/s/SILcommercialethics How often have you wondered during a commercial negotiation whether your counterpart has something up their sleeve, is withholding information, or is outright misleading you to get the best deal? How much do you trust the person you are negotiating with, when a lot of money is at stake? The … Read more
The Spring 2013 issue of Personal Selling & Sales Management features an article presenting research done on listening. Surely we have learnt all we need to about this topic? Is there anything new to say? As so often is the case with sales research, we often see a study that tells us what we already … Read more
Many thanks to those of you who took part in our research into sales person resilience. They are really interesting and quite a wake up call for sales management: We found for example that 30% of sales people said that their organisations actively contributed to their stress levels. Sleep, relaxation and also nutrition, all drivers … Read more
It is 2013 and the recession continues. Sales people are being pushed from pillar to post to close opportunities and meet deadlines. But what support does your organisation provide to help you to deal with the knocks and shocks of a sales role? How do they ensure you don’t suffer from burn out whilst still … Read more