Academic Dr Philip Squires, sales professional Umar Gill and marketeer Lucy Plisson share their experiences of the gains and the pitfalls of sales transformation
When business development software company SAP decided to retrain its 6,000 account executives and sales managers in the techniques of Challenger™ selling, it meant unlearning centuries of sales tradition based round agreeing with the customer.
Mounting research evidence suggests that the wider the range of ages and backgrounds in a sales team, the more buyers they attract and the more sales they make.
When Ideagen chose to switch to a sales culture, every employee from the CEO down was expected to focus on meeting the needs of the sales teams, and their financial bonuses were engineered to depend on sales success
Thursday, April 14, 2016: Science has already supplied the answer to what makes a more effective sales team. Trouble is, almost no-one is putting it into practice, says business psychologist Ian Price. The answer, Price told today’s seminar at the Association Of Professional Sales (APS), is to encourage optimism. To cope with the psychological pressures of … Continue reading Masters of destiny: what sales can learn from elite sport
Thursday, April 14, 2016: Conventional sales training is money down the drain, with 80 pence in every £1 wasted, warns Lance Mortimer, chartered occupational psychologist with Level 3 communications. “Training must die,” Mortimer told the Association of Professional Sales’s seminar on Understanding the Psychological & Behavioural Elements of Resilience in Sales. An expert with more than … Continue reading Why sales training is money down the drain
Take a long, hard look in the mirror, advises Mary Spillane. Do you project energy and confidence? Have you updated yourself recently? Or is there a sell-by date glaring out from your forehead?
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