Point of view …where we catch up with passionate practitioners in sales management. This edition, we catch up with Suzy Hunt, a qualified coach and DISC practitioner, who also had a stellar career in FMCG sales management at brand giant Lucozade. Suzy is also one of our wonderful associates, and has been heavily involved with … Read more
Emma: The Sales Manager’s view This year we have had an influx of new members to the sales team and one of the challenges I have to continually work on is email communication. Many of our new recruits do not have much sales experience and the quality of their written communication is very variable … Read more
Are you adding value beyond ‘closing deals’? TAKE THE TEST TODAY Organisations depend on predictable revenue streams. Who is responsible for achieving them? Sales managers! Often ‘super reps’ in their time, taking on the management of a broader range of abilities and motivation represents a totally new organisation challenge. And today, there are many more … Read more
Growth and new business development are still the biggest challenges We run a free-to-use on-line free survey that invites visitors to self-assess their sales organisation against 10 key areas. Take the test Results from 2018 show the areas organisations feel least comfortable about are their ‘new business development activities’ (How good is sales management … Read more
New year, new you! We hope you enjoy our short video, below, about boosting our professionalism in sales. Feel free to share / recommend your sources of sales knowledge to help us all get better in this dynamic world.
Many progressive organisations who do regular sales training for their teams have created sales academies to manage this. This raises several questions: What actually is a sales academy? Do you need one? What can a good sales academy deliver? In our last update, we explained that we are collaborating with WillowDNA to build the Kojo … Read more
Many of you will be aware of the Association of Professional Sales (APS) and their excellent progress this year in developing accredited training to drive professionalism in the industry. Thanks to their efforts, it is now possible to do a degree level apprenticeship in the UK. We have decided to support this initiative in a … Read more
After Christmas and New Year most of us have eaten and drank in excess and are turning our thoughts to starting new healthier habits and stopping old bad habits. Why not extend this thinking to our role in sales? New Year resolutions are made and most are broken within the first month or two. … Read more
What ‘impossible’ things would you like to make possible in 2017? “Nothing is impossible, the word itself says ‘I’m possible’.” Audrey Hepburn A 1-hour ‘phones-off meeting with myself’ is a wonderful opportunity to reflect on our success and learning and plan for the future. We invite you to block an hour somewhere with a Christmas … Read more
Keep the sales team in pole position Anderson Hirst Isn’t it funny how every other business presentation seems to refer to the “science of marginal gains” these days? In Mathew Syed’s thought provoking book, “Black Box Thinking”, he quotes James Vowles, Chief Strategist for Mercedes Formula one team as saying: “The secret to modern F1 is … Read more