From the category archives:

Education & Training

Is Australia ready for a Masters Degree in Professional Selling and Sales Management?

by Paul Sparks on June 13, 2010

According to ABS statistics, nearly a million Australians work in the field loosely called “sales”.  If we add the large group of managers responsible for the performance of this group, plus the tens of thousands of small to medium sized business owners directly involved with the sales function, we could comfortably assume that well over 1.5 million Australians would value current, evidenced based information on how to achieve better sales outcomes.

Why then does only 1 of our Universities offer a graduate program in sales and sales management?  Why do virtually none of them offer a “sales” component in their innumerable marketing certificates and degree offerings?

Consider these figures from other parts of the world.  The University Sales Education Foundation (USEF) was established in 2007 to promote the profession of sales and its role as the driving force to the global economy.

In 2008, the USEF listed 26 Universities with undergraduate and postgraduate courses in sales and sales management.  Some 4,745 students were enrolled in these programs.  All of these were in the USA.

When the information was published in 2010, the USEF listed 48 Universities with undergraduate and postgraduate courses in sales and sales management (an increase of 185%).  Some 9,871 students were enrolled in these programs (an increase of over 200%).  5 of these Universities were outside the USA – 2 in France, 1 in Austria, 1 in England and 1 in Ireland.

Something’s happening in the world of sales training and development.

For the last 2 years, Sales Effectiveness Australasia has been helping sales professionals and sales managers keep abreast of the latest ideas, trends, innovation and research in selling and sales management.  At our third breakfast for 2010, we will be joined by Martin Hale – Adjunct Senior Lecturer at Charles Sturt University – who has been responsible for launching a Graduate Certificate in Account Management – a “toe in the water” in relation to post graduate study in the areas of sales and sales management.

For our talking point on June 18, let’s consider this:

  • Is Australia ready for a Masters Degree in Professional Selling and Sales Management?
  • If so – what should it look like?

Martin will be pleased to comment and provide feedback on your views and opinions.  Continue Reading…

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Creativity, education and professional selling

by Paul Sparks on June 11, 2009

I came across the video below after chatting recently with my son about his teacher training.  The video is part of a presentation given by Sir Ken Robinson at an education conference in the US in 2006.  Sir Ken is an impassioned advocate for creativity and a much sought after speaker and consultant.

The topic is creativity and education.  One of the points being made is that our current education systems – in the UK, the US and certainly here in Australia – are geared around students getting things “right” – there’s little room for “wrong” answers.

I couldn’t help but relate this to our organisations and – in particular – our sales teams.  I’ve been working in B2B sales, sales management and consulting for 25 years.  In that time I’ve rarely been in an environment which actively encourages a creative approach to the art, craft and science of selling.

This is surprising – because the opportunity for creativity abounds.  We can be more creative in all of the following areas:

  • How we approach business development, canvassing and networking
  • How we build and deliver presentations and proposals
  • The way we bundle and package products and services
  • The way we work with external partners – customers, suppliers and others who can complement or enhance our offerings
  • How we work with internal partners – service, marketing – even finance and logistics
  • And lots of other things

I’m not advocating open slather on our sales approach.  But – particularly in these challenging times – a new approach can not only lead to unexpected success, but can also simply provide a more invigorating and stimulating environment to work in while the wave of recession passes.

Creativity is a cornerstone of innovation.  And – as with most innovation – try it first in a small division or with a selected client or prospect group.  And leverage all your salespeople and teams by getting them to work in small groups to come up with as many ideas as possible.  Nothing should be taboo. 

What have you got to lose?

Have a look at the video – and think laterally as you watch.

And, if you’ve got kids, grandchildren or relatives at school – it’s good food for thought.

Ken has a very British, Hugh Grant type of delivery style.  This may not appeal to everyone – but persevere if it’s not to your usual taste – you will be challenged.

 

 

 If you want to find out more about Sir Ken’s work go to:

www.sirkenrobinson.com

Thanks for reading this post – Paul Sparks, Sales Effectiveness Australasia.

“Taking you beyond sales training and keeping you informed about the latest ideas, trends, innovation, research & best practice in professional selling and sales management”

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