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About ISM

We are the UK’s most effective and influential sales organisation. We provide our members with the influence, insight and access they need to plan ahead with confidence and grow.
3 08, 2018

ISM’s Roger Bradburn features in Raconteur’s Sales Performance Report 2018

By |2018-08-03T05:13:16+00:00August 3rd, 2018|Corporate Announcements, Press Release|0 Comments

Sales currently has no code of ethics for salespeople to follow. ISM Chief Operating Officer, Roger Bradburn featured in Raconteur’s Special Report on Sales Performance in The Times. A few days ago, we received a call to our office. The caller claimed to be a friend of mine and advised that the matter was urgent. After some interrogation, we found out that he was not a friend of mine and [...]

26 06, 2018

Sales in a Digital Age – How Can We All Sell with More Certainty?

By |2018-08-22T06:14:48+00:00June 26th, 2018|Guest Posts, Pipedrive|0 Comments

According to new research commissioned by Pipedrive into the challenges faced by 1,000 sales professionals, we found the following three alarming problems the sales industry needs to address: 74% of sales pros say they are under pressure to raise their current performance 1 in 3 need to improve their sales time efficiency Only 23% of salespeople feel like their sales team are well motivated Bottom line: Salespeople must hit [...]

25 06, 2018

By |2018-06-25T07:32:31+00:00June 25th, 2018|Events|Comments Off on

“SELLING” Professional Services 7 June Time: 11:00 – 13:00 BST Location: NatWest, 2 St Philips Place, Birmingham This workshop discusses the pitfalls of traditional approaches, and outlines an alternative. The Sandler approach to the business development process is a consultative, and low-key. It’s a proven system for client development. An ethical system that is congruent with the professional service provider. Workshop includes your own copy of “Selling Professional [...]

29 05, 2018

By |2018-07-31T05:23:33+00:00May 29th, 2018|ISM Team|0 Comments

Press Release: ISM Launch Learning and Development Leaders’ Forum Last week saw the launch of the ISM’s new Learning and Development Leaders’ Forum which provides ISM Corporate Partners with a platform for engagement to come together, share best practice, discuss common challenges and further inform the work of the ISM. Chaired by ISM Fellow Andy Gray and hosted by Speedy Services, the first meeting was underpinned by [...]

10 05, 2018

How to pick more winners

By |2018-06-05T11:50:49+00:00May 10th, 2018|ISM In The News, Partner Content|0 Comments

Darren Spence explains how you can take the luck out of recruiting great salespeople It still surprises me that employers and specialist recruitment companies don’t work better together to improve the way salespeople are hired and onboarded. Too much emphasis (and risk) rests on the shoulders of the employer to manage the process effectively – recruiters could do more. I’ll come back to that point later on, but first let me [...]

8 05, 2018

Tips for managing a mobile sales team effectively

By |2018-05-08T06:28:01+00:00May 8th, 2018|Pre-Approval|0 Comments

Managing an office-based sales team can be difficult enough, but how do you effectively manage a team that is spread out in many different locations? Whether home-based or out in the field, or in satellite offices all over the country, managing remote workers can be a real challenge for sales managers. How do you keep your team motivated, and how do you ensure they are meeting their targets? There’s no one-size-fits-all [...]

8 05, 2018

The art of active listening – have your sales professionals mastered it?

By |2018-05-08T06:25:37+00:00May 8th, 2018|Pre-Approval|0 Comments

There are many skills required to be an exceptional salesperson, but right up there at the top of the list has to be listening. So many people think that the ability to talk, to present and persuade, is what makes someone good at sales. However, it’s actually the ability to listen to the customer’s needs and problems that can make a deeper connection and can secure the sale. The difference between [...]

2 05, 2018

Daily or monthly quotas – which is the most effective for motivating a sales team?

By |2018-05-02T06:48:08+00:00May 2nd, 2018|Pre-Approval|0 Comments

A piece of fascinating research has shed light on one of the most crucial parts of sales motivation – the frequency of sales quotas. Scores of previous studies have focused on the rewards of achieving goals and the impact of different incentives to motivate people. However, this study looked at how often goals are set and whether this had any effect on motivation both in the short and long term. The [...]

18 04, 2018

Building a buyer persona – how to turn data into customer insight

By |2018-04-25T08:55:51+00:00April 18th, 2018|Insight|0 Comments

At the heart of all marketing is one very important question – who are you aiming to reach? Unless you know exactly the kind of customers you are targeting, you will never know how best to engage with them. No strategy can be developed without detailed buyer personas and running campaigns without this crucial point of focus is essentially just shooting in the dark. Why are buyer personas so important? According [...]

4 04, 2018

An introduction to agile sales management

By |2018-04-25T06:11:46+00:00April 4th, 2018|Pre-Approval|0 Comments

You may assume that ‘agile’ approaches to projects and management is limited to the worlds of IT and software development. This may have been where the term ‘agile’ was coined, but the methodology is now spreading rapidly to other industries – including sales. The principles of agile management Agilemethodology.org, a site dedicated to helping people to understand the agile movement, describes it as follows: “Helping teams respond to unpredictability through incremental, [...]