Nobody needs telling that business is tough at the moment. In the UK, GDP fell by 2% quarter-on-quarter for the first time since the last financial crash in 2008 and the next quarterly report is likely to be far, far worse. The government furlough scheme in which the state pays 80% of an employee’s wages now has more than 1 in 5 of all workers enrolled and has recently been extended to October.
If Salespeople Now Need To Sell Remotely, Why Not Recruit And Develop Them Remotely Too?
Prior to this global pandemic, the steady beat of the climate change drum was already becoming more urgent. Greta Thunberg had, to some extent, succeeded in ensuring that the climate crisis was a regular feature in news bulletins. In news that already seems a long time ago, Heathrow’s plans for a third runway was ruled illegal because the government failed to factor in the impact it would have upon its commitments to tackle the climate crisis whilst HS2 was given the green light.
With Physical Restrictions In Place How Can Organisations Develop Their Sales Functions?
Organisations currently implementing disaster recovery plans and operating in crisis management mode will soon begin to think longer term about adapting their business strategy to accommodate new realities.
Bloojam Bookclub: Issue 4
Title: Coaching for Performance
Author: Sir John Whitmore
Who is it for? Managers, leaders, Sales Leaders, coaches – anybody who wants to take a coaching approach to help others improve their work performance. Suitable for all levels of coaching experience.
What is it about? The role of the manager as a coach and the role of coaching in management. This book explains the principles of coaching drawing on examples from the worlds of sport and business.
Why should I read it? A highly practical and accessible book written by a leader in the coaching field. It helps those new to coaching by providing an easy-to-follow framework for coaching conversations. Equally, it serves as a helpful refresher and guide to more experienced coaches. The case studies bring the GROW framework (Goals, Reality, Options, Will) to life. Highly recommended.
The Case For Sales Skills In Professional Services
I have assessed hundreds of candidates who are up for promotion to more senior roles in professional service firms and I am yet to come across one whose burning desire is to become the top salesperson. Experts in their field, trusted partner to their clients, yes. But not a salesperson. The word ‘sales’ is rarely mentioned. Client management, business origination, occasionally business development, but sales? No, we’re a little more sophisticated here thank you!
Insights from Psychology That Explain Why People Are Responding Differently To The Covid-19 Crisis (Part 2)
At the moment some people, quite understandably, may be less focused on work than normal. Anyone who studied business or economics at school will have come across Maslow’s Hierarchy of Needs and it remains a useful guide in the current circumstances.
Insights from Psychology That Explain Why People Are Responding Differently To The Covid-19 Crisis (Part 1)
The world has changed. That has created a lot of uncertainty for many people both personally and professionally. As business psychologists we, here at Bloojam, understand people and behaviour and are privileged to share our expertise with others to add some value at this challenging time.
In this 2-part blog we thought that it might be helpful to share some behavioural theories and models for you to bear in mind when considering your own response, and that of those around you, to the current situation:
Bloojam Bookclub: Issue 3
Title: Emotional Intelligence: Why It Matters More Than IQ
Author: Daniel Goleman
Who is it aimed at? Business Leaders, Salespeople and anyone who wants more than a cursory understanding of emotional intelligence
What is it about?
Written from an organisational perspective, the author argues that EI has business implications for employees and leaders alike. Goleman’s key premise is that cognitive intelligence (IQ) is not the sole predictor of workplace success – Emotional Intelligence (EI) is an equally important non-cognitive skill. He defines EI as a set of skills that encompass self-motivation, social abilities, empathy, and impulse control, among others and argues that, with the right training and support, these can be developed and improved.
Why should I read it?
Whilst it is no longer a new topic, EI is a term that is bandied about with an expectation that we all know what it means. If you want a more in-depth understanding, this book is a great place to start.
Bloojam Bookclub: Issue 2
In our second issue of Bloojam Bookclub we’re recommending a title that has something for both B2B salespeople and those in leadership roles:
Title: Stop Selling and Start Leading
Author: James Kouzes, Barry Posner, Deb Calvert
Who is it aimed at? Salespeople and Leaders
What is it about?
Research showing that at its core selling, like leading, is based on relationships. Written by highly respected experts in Leadership, this book describes their research into sales and the striking similarities between the behaviours that drive success in both sales and leadership roles. For each of the 10 behaviours described, there are practical activities that you can implement immediately.
Why should I read it?
This book combines our two favourite subjects- B2B sales and Leadership- and makes a great case for why both are important in business, and how both can learn from each other. For any aspiring leader or strategic salesperson the insights are invaluable.
When Only The Best Is Good Enough
In this latest Bloojam podcast, Jim discusses how identify top sales performers before they join your business and how to get a better return from your sales team.