ISM Team Blog2018-07-31T16:40:12+00:00

Keep up to date with the latest thoughts from The ISM Team

We have launched the ISM Mentor Scheme!

On Monday we launched the ISM Mentor Scheme. All our mentors are carefully selected ISM Fellows who have agreed to volunteer their time to helping other members develop themselves professionally. Mentees can choose which mentor they want to partner with based on which mentor profile best fits their requirements. The scheme will work on a 1-2-1 basis, and communication between the mentor and mentee can take place either via email, on the phone [...]

By |September 13th, 2018|Categories: ISM Team|0 Comments

Thank You

For two days last week the Institute of Sales Management welcomed professionals from across the sales industry to take part in the Finalist Judging, to determine who will be the recipient of one of the 17 prestigious BESMA awards for 2018. I was personally humbled by the overwhelming number of award nominations that the ISM received this year. After speaking with the some of our amazing judges, expertly led by our incomparable Head [...]

By |September 13th, 2018|Categories: ISM Team|0 Comments

An Open Letter: Farewell to our President

Dear Frank, Your leaving marks the end of an era here at ISM. We know we will all come to appreciate you even more when we try to fill the void that you will leave. During your time with us, you have been a mentor to all of us. Everyone agrees that you possess a rare combination of vision, fairness, and understanding--crucial qualities for an effective leader. Many of us have additional personal [...]

By |August 14th, 2018|Categories: ISM Team|0 Comments

The launch of the ISM London

The launch of the ISM London regional events proved to be a thriving success. Attendees turned up early at this breakfast meeting to take advantage of the opportunity to network with other sales professionals, and to share ideas and insight. We were thrilled to be joined by Mike Lever, Director of New Results Training and winner of Sales Trainer of the Year BESMA 2013. Mike delivered a highly engaging session that investigated the [...]

By |July 23rd, 2018|Categories: ISM Team|0 Comments

Webinar: How to Turn an A-Player into a B-Player in under 4 weeks

Hire Slow; Fire Fast You’ve just invested the price of a small mortgage hiring James Bond. You’ve scoured the market for candidates, suffered the indignity of working with recruiters, scanned dozens of CVs, interviewed for hours and sifted out the C-players and weaker B-players. You’ve found an A-player, you’re hoping s/he’ll be a superstar but you don’t want to come across as a micromanager or control freak, so you leave them to their own [...]

By |June 26th, 2018|Categories: ISM Team|0 Comments

Webinar: Why Is Your Sales Manager Is Your Biggest Liability?

The correct sales manager can help a team transform from average to great. The wrong sales manager can turn a high performing team into a bunch of losers, whiners and excuse makers and will drive away your top performers, leaving you with the deadwood and inconsistent performers. In this, no punches pulled, webinar, Marcus Cauchi from Sandler Training will help you identify if your sales manager is Winston Churchill or Winnie the Pooh. [...]

By |June 26th, 2018|Categories: ISM Team|0 Comments

Webinar: How to build a powerful partner channel & 13 mistakes to avoid

Channel sales is too often seen as the bastard, ugly sister of direct sales but this is a huge mistake. Forrester and Gartner agree that most of all sales and technology will be sold through the channel over the next 10 years. Unless you have a strong channel sales strategy and effective partnerships you risk being left behind. Partners sell for their reasons not your reasons and you had better understand them or you [...]

By |June 26th, 2018|Categories: 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 Kirkpatrick’s four levels of [...]

By |May 29th, 2018|Categories: ISM Team|0 Comments

Kerry Nutley, Vice President Digital GS – Sales at BT, appointed BESMA 2018 Head Judge

Press Release: Kerry Nutley, Vice President Digital GS - Sales at BT, appointed BESMA 2018 Head Judge It is with great pleasure that the ISM is today able to announce the appointment of Kerry Nutley, Vice President Digital Sales at BT as our Head Judge for the British Excellence in Sales Management Awards 2018. Kerry will be responsible for leading and supporting the wider panel of industry experts who will judge [...]

By |May 22nd, 2018|Categories: ISM Team|0 Comments

Making waves – and friends – in Malaysia

The ISM has been proactively building its global networks, most recently in Malaysia, where we were delighted to be able to strengthen our links Members have been talking to us for some time now about the desire to be part of a Sales Professional Body with a truly global reach. Although the ISM is UK based, we do already have an established global presence and reach but our ambition to continue to develop and increase [...]

By |May 21st, 2018|Categories: ISM Team|0 Comments