You in the mirror – Excellence comes as standard! On one level, we can be cynical about New Year’s resolutions. On the other, it’s a chance to surf a wave of self-development, which with a little effort, acts as a catalyst for a deeper, more permanent change. Here are three areas to think about for … Read more
What gets inspected gets respected Research published in 2012 by Jason Jordan & Michelle Vazzana* gives us an excellent insight into what sales organisation can and should measure. Many of us use January as a month for making goals, changing behaviour and achieving new results. The purpose of this article is to pose the fundamental … Read more
What is the profession of business development if not to spot opportunities and convert them to happy, paying clients? In the last month, we had several requests to “increase commercial awareness” in our clients / prospects. Where do we start? What does it actually mean to be commercially aware? It could be argued that the … Read more
Who of us in sales is not wrestling every day with time management? In some ways effective time management techniques are no different in sales compared to other professions: In some ways it is very different. We would like to share some thoughts with you to help in this ever present challenge. Due to geographical … Read more
Would you benefit from a 1 day resilience programme ? Is it about time your employer recognised your health and wellbeing as a strategic priority? Would you benefit from learning resilience strategies to deal with your everyday stresses created from your high powered sales role? We are running a 1 day Resilience Programme for Sales … Read more
Influence is a vital part of our tool kit in sales. We would like to give you our free guide “innovations in influence” to update you about the conclusions of modern psychological research on this topic. Selling Interactions is committed to reviewing current sales research so that you don’t have to. You don’t need to … 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
There has never been a better time to take up a sales career. Many organisations have been through the cost cutting round, and now the main defense they have in a challenging economy is to grow sales, after all cost cutting has a finite limit, sales usually doesn’t. Academy though….doesn’t it sound a bit grandiose? … Read more
v5.0 of the sales system analysis is ready following incorporation of the last 6 months of sales best practice research. We have now renamed it as the “Sales Excellence Diagnostic” (SED) to hopefully make it clearer what it does! The diagnostic was created 3 years ago to help organisation prioritise where to allocate resources ( http://www.sellinginteractions.com/diagnosis.php) … Read more
Whenever researchers use “meta-analysis” to draw conclusions, you can be sure of 2 things: First, the results are worth taking seriously and second, only someone with a PhD in Statistics can decode the research! With this in mind, it’s no surprise that Wood & Bole’s work on trust that was published in 2008 in the … Read more