The science and art of selling has perhaps changed more in the last ten to fifteen years than it has through all of time. Daniel Pink’s latest book, “To Sell Is Human: The Surprising Truth About Persuading, Convincing and Influencing Others” covers this evolution and is well worth a read. Continue Reading
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Staying On Top In Sales
What makes someone a great sales person? It’s a question we’re asked a lot by clients.While there is no definitive answer to the question there are personality traits we see in a lot of Kingman Lennox candidates. Inquisitive is one,some might call it plain nosey. There is a driving need for information and knowledge, a die hard interest in learning how dots are connected.They need to understand situations and business politics, how it all works. Goal oriented is another. Could be a sales target, a meeting with a certain CEO, or sitting in a chair on the board. There is always a goal and there isalways a plan in the making, working out ways to reach it. Contrary to popular belief, not every salesperson is gregarious. Their success is often based on their clients’ respecting their views and accepting their leadership. Personality traits aren’t the only thing great sales people have in common. At the end of the day character will take you so far. The rest is an approach to work that gets results. After a quick pow wow with the Kingman Lennox team we agreed on five of the ways good sales people get really good.
Core Sales Skills can get you into the Oil & Gas Industry
Scotland’s Oil and Gas industry enjoys a global reputation for dynamism, drive, vision and innovation. Decades of experience recovering oil and gas from the challenging North Sea environment has given Scottish companies the expertise needed for oil and gas production and exploration. The Scottish Energy community has had a major impact in the global market place thanks to unrivalled innovation, knowledge and competence. The Energy industry has a strong entrepreneurial culture. Scottish companies harvest the gains from trading internationally and international companies use Scotland as a central business base.
This is one industry in the midst of a jobs boom. According to Price Waterhouse Coopers research, the Oil and Gas sector needs to recruit 120,000 new employees worldwide over the next decade. Companies in the sector are pushing hard to attract employees into this interesting, exciting and well remunerated industry. Continue Reading
Why Successful Sales People Leave Their Jobs?
My sales career has spanned 20 years and counting. In my career I’ve developed sales territories, key accounts and sales teams. The last few years I’ve been selling talent. My goal is to build a reputation for supplying high calibre sales people to Scottish businesseswho need help to drive sales and capture market share. Good sales people are a precious asset. While there are similarities in skills each sales person has a totally unique way of selling and getting their customers to sayyes. See ‘The Ten Greatest Salespeople of all Time‘ I know what makes sales people tick and I know what they need from a workplace to thrive. When I take a job brief from a client looking for a sales star its followed by a conversation which probes the environment the sales person will be working in. I want to put people in companies which won’t mess them around. Kingman Candidates represented by Kingman Lennox are those who can reach their targets, deliver business development strategies and win new business in highly demanding and competitive environments. These are the types of skills we’re known for sourcing. Continue Reading
Hope is not a strategy!
I recall reading the book “Hope is not a strategy” by Rick Page a few years back – a decent read for those in complex sales environments looking for some ideas on effective structure. Anyway, whilst that book is about sales strategy rather than sales recruitment, the fundamental principle is undoubtedly the same – to ensure success you need to have an effective and repeatable structure based upon sound reason.