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9 04, 2020

Professional Sales Certification (PSC)

By |2020-08-22T05:49:51+00:00April 9th, 2020|Adam Brook, ISM Team, Sales Training & Development|0 Comments

Developed by the ISM in conjunction with its partners and industry leaders, Professional Sales Certification (PSC) is a competencies-rich framework for cultivating and recognising a salesperson’s skills, enhancing CPD and helping to support and build a rewarding career path. The PSC process helps salespeople and their organisations identify and work towards individual development goals while drawing on ISM member benefits such webinars, video content, networking groups and wider [...]

16 10, 2019

You can teach old dogs…

By |2020-08-22T05:48:29+00:00October 16th, 2019|Meta-Morphose, Sales Training & Development|0 Comments

I hear all too often…’Why should I invest in sales training for my existing team, they have been here a while, they have been around in sales for years, they know what they are doing, some are better than others, they may not be as hungry as they were, perhaps they spend too much time with their favourite clients, maybe they play golf occasionally when they shouldn’t, maybe they don’t make [...]

16 10, 2019

Mentoring Skills

By |2020-08-22T05:46:19+00:00October 16th, 2019|Maguire Training, Sales Training & Development|0 Comments

So it was said in a recent meeting, “We need to do some coaching and mentoring with him”. To which my question was, “Both, or which one should take precedent?”. This was met with a somewhat blank look and the reply, “They are the same thing aren’t they?”. Read more here:

16 10, 2019

What can coaches learn from a water sports holiday?

By |2020-08-22T05:42:43+00:00October 16th, 2019|esb, Sales Training & Development|0 Comments

How venturing out of our comfort zones on holiday can give us confidence back at work. This summer, my family and I had the fantastic pleasure of a wonderful week away doing water sports and wild swimming, and I learned some valuable lessons to apply to my coaching practice. Read more here:

16 10, 2019

What can performance managers learn from watching Bake Off?

By |2020-08-22T05:44:06+00:00October 16th, 2019|esb, Sales Training & Development|0 Comments

This week, as my son reluctantly filled Tuesday evening’s Bake Off-shaped hole with GCSE homework, I was putting the finishing touches to a leadership development programme, and reflecting on what we could learn from the process which has absorbed so much of our attention over the past few months. Read more here:

16 10, 2019

What can new managers learn from young musicians?

By |2020-08-22T05:45:04+00:00October 16th, 2019|esb, Sales Training & Development|0 Comments

Vladimir Horowitz was a 20th century concert pianist who was still performing internationally well into his 80s. He attributes his success to the hours of practice required to perfect his pieces. Last week students from our local Upper Schools Music department performed a brilliant flash mob in a local department store for their fashion show. Read more here:

14 10, 2019

Extroverts and Introverts Working in Sales: What Can They Learn from Each Other?

By |2020-08-22T05:41:23+00:00October 14th, 2019|Sales Training & Development, VanillaSoft|0 Comments

Before we get started, let’s get one thing clear; introverts and extroverts are two extremes. Yet you can still find both extroverts and introverts working in sales. Yes, most people fall anywhere in between and show a blend of introverted and extroverted traits, with a slight-to-greater-inclination to one extreme. Read more here:

14 10, 2019

New world. New skills.

By |2020-08-21T12:54:01+00:00October 14th, 2019|PwC, Sales Training & Development|0 Comments

Our jobs are changing, and fast. Many roles are disappearing altogether, while new ones are springing up. The discrepancy between the skills people have and those needed for jobs in the digital world is one of the most critical problems of our time. Read More:

14 10, 2019

Sales Manager in the “Premium Class”

By |2020-08-22T05:40:21+00:00October 14th, 2019|Mercedes, Sales Training & Development|0 Comments

Anja Hagemann discovered her love for sales early on: An internship at Mercedes-Benz Hannover during her studies in business administration opened her eyes. Her career in the commercial vehicles industry and her career as a truck sales manager began in the year 2006. Actually hired as a junior Vans salesperson, she unexpectedly landed in Vans Materials Planning. Read More:

13 10, 2019

Essential Foundations of Sales Management programme

By |2020-08-21T13:43:14+00:00October 13th, 2019|Howarth Timber, Sales Training & Development|0 Comments

We recently awarded the first graduates of our new sales development programme, which provides new skills to Graduate Sales Personnel as well as External Sales teams, to further strengthen our recently restructured National Sales function. The programme is accredited by the Institute of Sales Management (ISM) as an Essential Foundations of Sales Management programme, allowing two individuals from our annual graduate sales intake to showcase their fantastic commercial achievements. Read More: [...]