The Challenger Sale is a MUST READ book for anyone involved in business to business sales. Based on extensive research by the Sales Executive Council it is a real game changer!

The book is not only a clear explanation of the research but also contains practical steps and actions for all Sales Managers and Sales Executives to help them implement the learning.

Details of the research can be found on the Sales Executive Council's dedicated website - http://www.executiveboard.com/challenger/index.html

Here's a link to a short book list we have put together containing some of our favourite, and practical , reads on leadership, management and coaching. What are yours?

ow.ly/8Lip8

 

Happy new year to everyone. We're off to a busy start with many of the team heading to the Middle East to deliver a range of sales related training courses this month.

We are starting with an introduction to sales for a newly recruited group of Graduate Managers in the travel industry. These are always exciting programmes to run as we endeavour to provide a more realistic view of the importance of sales teams compared to the stereotypical, and not always complimentary, view that people come along with. The aim is to improve understanding and offer an insight in to the sales organisation to encourage these talented young people to consider a longer career in the field.

The month continues with a Key Account Management programme, negotiation and sales presentation skills and a workshop for managers to support them in their sales coaching activities.