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Bloojam Blog - Recruitment, People Development & HR Bloojam

Don’t waste your sales training budget in 2020.

Wednesday, January 8th, 2020

Are you fed up of commissioning sales training that fails to improve the performance of your salesforce? Do you want a sales training programme that is bespoke to the development needs of your salespeople? Do you want to accurately measure the impact of your sales training on your sales revenue? Here are 4 things you […]

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In the news… our November digest of HR articles

Thursday, November 28th, 2019

Welcome to our November digest of HR articles that we feel are worth sharing. This month’s selection is primarily focused on the development of your managers. Enjoy! What not to do when you’re trying to motivate your team (Harvard Business Review) Are your managers sharing the right conditions in which to motivate their teams? According […]

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Leadership truths no 2: Great leaders unite others behind a clear future vision

Tuesday, November 26th, 2019

Here’s the second in our series aiming to simplify the maze of leadership theories – by highlighting common themes and findings that are supported by robust research. For Truth #1 click here Truth no. 2: Great leaders unite others behind a clear future vision Successful leaders have a clear long-term vision that they are able […]

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The importance of driving behavioural change in sales transformation

Friday, November 22nd, 2019

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.[1] As I reflect on this it make perfect sense. How can […]

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In the news… our October digest of HR articles

Monday, October 28th, 2019

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 […]

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Leadership truths no 1: Great leaders are open-minded and always learning

Thursday, October 24th, 2019

Do you find the myriad of different leadership models and theories difficult to navigate? You’re in good company! Personally, I find it helpful to focus in on areas of commonality or convergence, as well as what the research tells us about these areas – this tends to lead me away from the buzz words and […]

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5 minutes with… Greg Barton, Managing Director, Surfachem

Tuesday, October 1st, 2019

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 […]

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In the news… our September digest of HR articles

Thursday, September 26th, 2019

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 […]

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5 minutes with… Mark Blackmore, Managing Director – Lammore Consulting

Wednesday, August 21st, 2019

This month I’m pleased to announce a new series where we interview sales professionals about their careers and their thoughts on key trends, as well as asking them to share advice for their peers – all in 5 minutes! We begin with Mark Blackmore, Managing Director at Lammore Consulting. Mark is an experienced consultant and […]

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The Charisma Red Herring

Monday, August 12th, 2019

There have been a huge number of references in the press and media in recent weeks to “charisma” and the varying amounts the Tory leadership contenders each possess it.  Now that we have our tousled-haired PM in place, the references to his “charisma” and “charm” continue. I understand that charisma can be a vote-winner and […]

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Why customer experience matters in B2B sales and how to deliver it.

Monday, July 8th, 2019

In the latest ‘State of the Connected Customer’ report from Salesforce, your B2B buyer’s needs are laid bare. 89% of buyers say the experience a company provides is as important as the products or services it provides. The salesperson’s role in providing that experience is critical and the great news is, if you can provide a quality […]

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What is 360 survey best practice? (part 2)

Wednesday, July 3rd, 2019

A review of 360 research shows that when best practice approaches are used 360 programmes can lead to increased self-awareness and improved performance (e.g. Fleenor, Taylor and Craig, 2008). However, when done poorly, 360-degree feedback programmes can lead to disengagement and a reduction in performance (Nowack & Mashihi, 2012). In the final part of this […]

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What is 360 survey best practice? (part 1)

Monday, June 10th, 2019

A review of 360 research shows that when best practice approaches are used 360 programmes can lead to increased self-awareness and improved performance (e.g. Fleenor, Taylor and Craig, 2008). However, when done poorly, 360-degree feedback programmes can lead to disengagement and a reduction in performance (Nowack & Mashihi, 2012). In this two-part blog we use […]

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How sales-focused 360 feedback can help technical experts become your strategic sales stars

Thursday, May 16th, 2019

Some months ago I wrote about a fictional senior accountant “Jo” who was promoted and now needed to accept her ‘salesperson’ role. When a technical expert (e.g. lawyer, management consultant, human capital consultant, accountant, IT consultant) is promoted into a leadership role, it is likely they will also inherit a portfolio of client accounts they […]

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Klopp’s lessons on leadership

Monday, May 13th, 2019

This reluctant football supporter has become just a little fascinated by the leadership phenomenon that is Jürgen Klopp. Surrounded by Liverpool FC supporters at home, I’ve begun to embrace the emotions of the club’s unbelievable fans and their seemingly impossible journey to the Champions League final. Klopp’s post-match interview after LFC’s amazing comeback in the […]

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What can online 360 feedback do for my sales team?

Wednesday, April 17th, 2019

As a leader of a sales team you want to maximise the performance of your team to deliver your sales target. In a world where salespeople may only spend one-third of their time on selling, it’s no wonder that nearly 60% expect to fall short of their quotas*. So, what can you do to help […]

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4 ways to use 360 feedback to improve your Sales team performance

Thursday, April 11th, 2019

A well run 360 feedback survey can produce many benefits for both companies and more importantly, individuals. Not only does a robust 360 feedback process identify an individual’s strengths and weaknesses, but it also helps to develop their self-awareness. But what about from a sales lens? How can the use of 360 feedback truly help […]

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Brexit. The Ultimate Strategic Sale (Part 3).

Thursday, February 21st, 2019

In this three part series of blogs we’re looking at the Brexit negotiations as a complex sales process and whether Theresa May has the key characteristics required, according to the Acuity® for Strategic Sales model, to deliver a successful outcome.        In Part 2 we looked at the Prime Minister’s ability to understand […]

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Brexit. The Ultimate Strategic Sell. (Part 2)

Wednesday, February 13th, 2019

In this three part series of blogs we’re looking at the Brexit negotiations as a complex sales process and whether Theresa May has the key characteristics required, according to the Acuity® for Strategic Sales model, to deliver a successful outcome.  In Part 1 we looked at internal factors relating to drive and resilience that underpin an […]

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Brexit. The Ultimate Strategic Sell (Part 1).

Tuesday, January 22nd, 2019

Brexit. It’s a bit of a mess isn’t it? Whatever your political persuasion there appears to be very few people in the country who are happy with progress to date. There is no doubt that Theresa May has a very difficult job on her hands when the country appears so divided. A lot has been […]

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Good salespeople are low in empathy, aren’t they?

Tuesday, October 23rd, 2018

                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 […]

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Empathy is key to effective Leadership

Thursday, October 4th, 2018

                According to a recent YouGov survey, 51% of people in the UK believe that Britons’ ability to sense, understand and share the feelings of others has declined over the last 12 months.  This is particularly interesting as it comes at a time when appreciation of the importance […]

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The importance of the salesperson in complex sales

Wednesday, August 29th, 2018

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 […]

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Why does sales training fail?

Thursday, August 9th, 2018

In short it is about motivation, not ability. I’m going to make this really personal. My first ‘real’ job was a sales role. I was attracted to a career in sales at the time because my house mate who had graduated a year before me had embarked upon his own sales career and was enjoying […]

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Why a career in professional services means you are in sales.

Thursday, May 24th, 2018

When you began your career in professional services did you ever think you’d end up in sales? Probably not. Maybe you still don’t. However, in most consultancies once you reach the level of Partner you are given a formal sales target to achieve. Welcome to sales! But don’t worry, you are not alone. We have […]

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Do your technical experts have the Acuity to be successful in strategic sales?

Tuesday, May 1st, 2018

Jo is a technically brilliant accountant who has worked hard to climb her way up to the upper echelons within a large management consultancy firm. Along with her strong technical skills, Jo has always been great with clients, providing an efficient, flexible and supportive service, building relationships based on trust, and providing insight and advice that […]

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New sales recruitment process receives ‘thumbs up’ from Managers

Tuesday, June 20th, 2017

We’re delighted to have received the following feedback from a Sales Manager following our redesign of the recruitment process for salespeople within their organisation: “The introduction of Bloojam and increased input into the recruitment process has projected a more professional image to candidates. In addition the process is now much more robust and improved to […]

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Award Winning Housing Developer Redesigns Sales Recruitment

Monday, May 15th, 2017

We’re pleased to have helped another business to recruit top salespeople by designing a new assessment process for candidates applying to work in the sales function of an award-winning property business. FABRICA, one of the largest housing developers in the UK and part of the A2Dominion Group, has over 70 years of experience and an asset base […]

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E-learning Supplier of the Year seeks ‘Sales Stars’

Tuesday, January 10th, 2017

We’re delighted to have successfully completed the design of a new assessment process for candidates who apply to work in the sales function of an ambitious e-learning business. Virtual College, the 2016 e-learning supplier of the year is aiming to double turnover to £7.5million within three years and to deliver this level of growth the Ilkley-based […]

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Does your Business Harbour ‘Toxic’ Workers?

Thursday, December 8th, 2016

How do you spot a ‘toxic’ worker? And if you have one what can you do about it? We explore some actions to help you to minimise the risk to your business.

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Normative or Ipsative. Which Personality Questionnaire should I use?

Thursday, December 8th, 2016

What is the difference between a normative and an ipsative questionnaire format? In what circumstances should you use either one? Find the answers here.

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Brexit. Opportunity or Threat for Sales?

Tuesday, December 6th, 2016

Brexit. We all have our personal opinions but what does it mean for businesses in the UK, their future growth and prosperity? This article explores how and why top salespeople continue to sell even in challenging economic times.

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Getting Sales Recruitment Right

Monday, July 4th, 2016

Sales recruitment is no different to recruiting for any other role. For each candidate you need to identify the ‘how’, ‘can’ and ‘will’. Interviews assess whether your candidate knows ‘how’ to sell but do not identify whether they ‘can’ or ‘will’. A sales role-play can help you understand whether a candidate ‘can’ sell. Their ‘will’ […]

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What is the best leadership style?

Monday, June 6th, 2016

Type this question into Google and you’ll be offered a vast array of different ‘types’ of leadership from Transactional, to Charismatic, to Agile and much more. We explore the concept of Situational Leadership and how it can aid the creation of a high-performance working environment.

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Spotlight on… Psychometric Tests (Reliability and Validity)

Wednesday, January 6th, 2016

As independent suppliers of psychometric testing services, at Bloojam we are able to offer a wide range of reputable and effective psychometric tests. We look at the concepts of Reliability and Validity to help you choose a good quality test.

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Beware the ‘Dark Side’ when Recruiting Leaders

Monday, October 19th, 2015

When recruiting to key leadership roles in an organisation isn’t it important to know how an individual will act when the pressure’s on? It’s all well and good knowing how a leader will behave most of the time, but in times of crisis isn’t that when they really earn their money and when their response […]

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Bloojam Redesigns Call Centre Recruitment for Major Insurer

Wednesday, September 16th, 2015

When a major UK insurer undertook a review of their call centre recruitment process they identified a number of issues: The existing exercise materials were in the public domain, shared on online forums by candidates. Recruitment agencies were coaching their candidates to help them pass. The role-play was not challenging enough as few people were […]

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Bloojam helps airline programme management department to take off

Monday, September 14th, 2015

Bloojam has successfully delivered a series of personalised management development sessions for a major international airline. In 2014 the airline decided to create a single project management department to manage strategic change programmes across the organisation by merging various project management teams from across the business. Having done so senior managers were keen to better […]

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How to Hire Top Sales Talent

Friday, June 19th, 2015

Your biggest competition is NOT other companies — it’s your customers. Global Insights business CEB identifies that today’s customers are able “to learn on their own, meaning they determine needs, and establish buying criteria and budgets before reaching out to suppliers.” In fact, they are already 57% of their way through the buying process before they […]

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Virtual College now using sales personality test to recruit salespeople

Tuesday, May 19th, 2015

With over 1.5 million online learners, Virtual College is one of the leading providers of e-learning in the UK. Virtual College has over 300 courses available to choose from, including market-leading e-learning tools focused specifically on helping organisations improve their training practices and efficiency by adopting online tools. To continue their ambitious growth plans Virtual College […]

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How a Simple Funnel will Improve your Recruitment Process

Thursday, April 9th, 2015

According to research by the ILM (Institute of Leadership & Management) nearly 40% of workers plan to leave their jobs this year. This is likely to mean a significant increase in the number of applications received which leads to higher recruitment costs because. A recent report from Oxford Economics put the average cost of recruiting one staff member at over £30,000. So what can employers do to bring costs down and improve the recruitment process?

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Business Brief

Thursday, April 2nd, 2015

Two-thirds of executives put gut instinct before analytics when making major strategic decisions. (source: PWC)

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Why use personality tests in the workplace? Here are 5 reasons they are worth the investment.

Wednesday, April 1st, 2015

Making the business case for using personality assessments can be an uphill struggle. Whether you are using them for the selection of new recruits or the development of existing staff, Business Psychologist Sarah Clapperton discusses 5 ways to persuade your stakeholders they are worth the investment.

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