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.
You can find out about the other presenters on June 18 and register for the June breakfast here:
http://www.saleseffectiveness.com.au/sales-effectiveness-breakfast-event-series-18-june-2010/
You can find out more about The University Sales Education Foundation here:
http://www.saleseducationfoundation.org/index.html
And find out about The Charles Sturt Account Management program here:
http://www.itmasters.edu.au/WhichQualification/AccountManagementSales.aspx
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”
If you would like to connect with Paul Sparks please email paulsparks [at] saleseffectiveness.com.au
{ 1 comment… read it below or add one }
I think it would be a terrific idea for universities in Australia to offer a Masters Degree in Professional Selling and Sales Management. In my capacity as a sales trainer myself, I encounter thousands of people in sales jobs who have never had any training, are in that role “winging it”, and not getting very good results.
I would recommend the University training involved a lot of practical on the job training where the student could get critiqued and learn how to improve. The students can read sales techniques in books as a start but there is nothing like being put into a live sales situation so they can put these techniques into practise
Experienced salespeople with a masters degree would always be in demand by employer then..
Just with a bit