Monthly Archives: November 2017

//November
28 11, 2017

Four crucial points to remember when setting sales targets

By |2018-04-25T06:09:10+00:00November 28th, 2017|Insight|0 Comments

Targets are king in the world of sales.  The fixation on achieving goals is what keeps many salespeople motivated and of course, hitting targets is essential for business revenue and growth. But when it comes to setting targets, there are lots of things to consider. You can’t simply pluck a figure out of the air, and it isn’t only statistics on paper that matter. Here are some crucial points to consider [...]

28 11, 2017

Love Hate Relationship

By |2018-07-31T05:15:02+00:00November 28th, 2017|Alison Edgar, Member Content|0 Comments

I’ve recently watched an online video from a thought leader in his field talking about sales. As a self-made multi-millionaire, he shoots from the hip and is always forthcoming and to the point with his opinions. It was his comments on sales people which have led to me writing this blog. He feels that in order to sell, you have to love sales because it’s full of rejections and without the love, [...]

28 11, 2017

How Not To Make a Cold Call?

By |2018-07-31T05:15:25+00:00November 28th, 2017|Alison Edgar, Member Content|0 Comments

Cold calls – let’s face it most people don’t like them. They can seem pushy and they’re often inconvenient.  In case you’ve been living off the grid and don’t know what we’re talking about… a cold call is a phone call from a company or business you don’t know, who are trying to sell you something. It’s one of the easiest things to get wrong for anyone working in sales. But [...]

24 11, 2017

50% of salespeople fail to achieve their targets!

By |2018-07-31T05:20:19+00:00November 24th, 2017|Guest Posts, Rathbone Results|0 Comments

A Harvard business review article, published in July-August 1964 by David Mayer and Herbert Greenberg, stated that “A very high proportion of those engaged in selling cannot sell! Today fifty-three years later, business leaders continue to be faced with similar challenges, an expensive resource of sales professional who are underperforming. There is a constant discord between sales performance and the salesforce’s inability to deliver sales targets; this is a fundamental [...]

21 11, 2017

How do people like to be sold to and why do they buy?

By |2018-04-25T06:09:18+00:00November 21st, 2017|Insight|0 Comments

To be a successful salesperson and crucially, to be a successful sales manager, you need to get to grips with motivation. Motivation is everything in the sales world, underpinning everything from whether your sales team meet their targets to why customers buy in the first place. Why people buy The key to understanding motivation is knowing that there is no one-size-fits-all approach. Each customer should be approached as an individual with [...]

14 11, 2017

Creating super social content for sales

By |2018-04-25T06:09:29+00:00November 14th, 2017|Insight|0 Comments

If you’re struggling to generate new leads, social selling could be the answer. Social media is a fertile ground for salespeople as well as marketers, as research suggests that both B2C and B2B buyers use social platforms for researching products and engaging with brands as well as actually purchasing. Accenture revealed in its State of B2B Procurement Strategy report that the majority (94%) of B2B buyers conduct at least some research [...]

11 11, 2017

Growth Engineering Win Big at BESMA

By |2018-12-13T11:49:11+00:00November 11th, 2017|BESMA, BESMA Press Room 2017, ISM In The News|0 Comments

Our cheeks are hurting today after all the smiling, laughing and cheering we did at the spectacular British Excellence in Sales Management Awards (BESMA) on 9th November. We’ve only gone and won the award for Best Training Centre of the Year 2017! Amidst the screams of pure delight, we were presented with our (super heavy!) gong by the awesome Jimmy Carr. Then it was superhero sodas all round, as we danced [...]

11 11, 2017

LCV dealership wins ‘BESMA Senior Leadership Team of the Year’ award – their second major national accolade of 2017

By |2018-12-13T11:49:41+00:00November 11th, 2017|BESMA, BESMA Press Room 2017, ISM In The News|0 Comments

Leading commercial vehicle dealer David Spear has been awarded the Senior Leadership Team of the Year accolade at this year’s British Excellence in Sales Management Awards (BESMA). This is the second major national award that the renowned dealership has won this year. Earlier this year the company won the prestigious Business Transformation of the Year accolade at the 10th annual Auto Trader Click Awards. The company was also recently shortlisted for the Commercial [...]

8 11, 2017

Introducing your President – The ISM has appointed Frank Rowe as its President for the coming year.

By |2017-11-14T09:27:52+00:00November 8th, 2017|ISM News|0 Comments

Frank Rowe is probably best known to ISM members as Head Judge for the British Excellence in Sales Management Awards (BESMA), a role he has fulfilled since 2013. He has more than 35 years’ experience in sales, marketing and training, working in the UK and overseas for major blue-chip companies in the construction industry. Along the way he has been a sales director, a VP of marketing, and a training director. [...]