Institute of Sales Professionals
Promoting Professional Selling, Driving Business Growth.
Sales is renowned as one of the most stressful professions, often leading to burnout. We believe that improving the wellbeing of salespeople is crucial for enhancing performance and achieving better revenue outcomes. Our recent round table discussion brought together industry leaders to address this critical issue and explore solutions. Key Aspects of Wellbeing The round … Read more
Chris Whyatt explains how Value Realisation Reviews are a systematic approach to ensuring customer value is realised and acknowledged. “Delivering Value is fundamental to keeping and growing business – but we rarely ask if that is happening”. Value is a word thrown liberally into most sales conversations, but how often does sales check with the … Read more
ANISE FROST looks at how you can learn to communicate with a calm confidence that is so natural it looks effortless In this article, Anise Frost, who has coached hundreds of senior leaders to become effective communicators, sets out nine simple strategies in three steps, looking at behaviours, actions and training to help you communicate successfully … Read more
Doug Strycharczyk looks at why trust might be more about you than what others are doing or saying Trust matters. It matters in sales where relationships – internal and external – matter. A lack of trust gets in the way of performance, wellbeing and teamworking. It also matters in leadership, where creating trust is crucial. … Read more
Shelley Walters explains how what you ask when, can open new doors to sales success Throughout our education, we have been conditioned to believe that success hinges on having all the answers. From early classroom days to advanced professional training, the main focus has been on acquiring knowledge and providing solutions. But this can leave … Read more
GAVIN COULL explains how a new approach to sales has put the environment and engineering centre stage Heavy engineering and the environment might not sound like an obvious ecological partnership, but SKF, market-leaders in machine bearings which keep the wheels of industry running, are working with customers to employ green solutions with positive results for both … Read more
In today’s fast-paced business environment, many companies are making significant investments into sales productivity technology and allocating training budgets to the use of this technology. However, there is a concern this is not yielding results in terms of sales improvement, with many companies not seeing the anticipated return on investment (ROI) in sales performance. Why … Read more
This article considers the psychology of influence and how great salespeople motivate people to act. The ability to positively influence others is an essential skill for any sales professional. It is central in guiding clients toward wise purchasing, making connections with new prospects and building stronger relationships with partners and colleagues. While influential people may … Read more