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The importance of driving behavioural change in sales transformation
If you’re a business leader thinking about undergoing a sales transformation programme consider this. Less than a third of transformations succeed as expected, with a staggering 70 percent of failures due to an organisation’s inability to adopt the required new behaviours quickly and completely.
Listener Q&A
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In the news… our October digest of HR articles
Welcome to our October digest of HR articles that we feel are worth sharing. This month’s selection are primarily focused on wellbeing, leadership, training and development and the future of work. Enjoy! Always on’ work cultures putting British employees at risk (HR Director) The first article this month is one from HR Director magazine, where [...]
Good salespeople are low in empathy, aren’t they?
According to a recent YouGov survey, a majority of Britons feel that empathy is on the decline in the UK. Are we turning into a nation of people who see events only from their own perspective? Are we less interested in other people’s views? And if this is the case what relevance does it have for sales?
Whether we’re being cold-called by our utilities provider to commit to a longer-contract with more add-ons for only an extra £7.50 a month or encouraged by our car insurance provider to add legal protection or no claims discount cover again for just a small increase in our premium, it seems that the customer is increasingly seen as someone who should be wrung dry for every available penny regardless of what their actual needs might be.
Developing your future sales leaders
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5 minutes with… Greg Barton, Managing Director, Surfachem
This month we’re delighted to speak with Greg Barton, Managing Director at Surfachem, a leading distributor of speciality chemicals. Greg shares his views on how to create a high performing sales team, what he looks for when recruiting for sales roles, the importance of ongoing development for his people and some interesting learnings from his career – all in 5 minutes!
In the news… our September digest of HR articles
At Bloojam we believe strongly in sharing and broadening the debate on various topics. So, we’re introducing a new monthly blog where we will share 5 interesting articles from the HR and national media. This month’s selection is primarily focused on leadership development and the candidate/employee experience. Sure fire ways of losing your talent and [...]
Effective ways to assess candidates for a sales role
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The importance of the salesperson in complex sales
In a strategic sales environment, selling is complex:
Potential customers are more informed about both the selling organisation and their competitors. 82% of business buyers agree that technology has made it easier for them to take their business elsewhere. (State of the Connected Customer, Salesforce Research October 2016)
There are more individuals involved on the buyer side. The number of people involved in B2B solutions purchases has climbed from an average of 5.4 two years ago to 6.8 today (The New Sales Imperative, CEB 2017)
These individuals come from different departments and have different, often conflicting, goals and priorities. As a result, decision-making takes longer; 84% of customers report that their purchase process took longer than expected so that the average purchase decision now takes 4.9 months (CEB 2017)