Ben Turner, sales director at the Institute of Sales & Marketing Management, explores the new reality of selling
Sales Performance 2014
900,000 people in the UK work within sales and marketing, yet selling remains a much maligned and misunderstood profession. As marketing and sales functions continue to merge, and buyers of the ‘information era’ become increasingly savvy and demanding, organisations must respond to the rapidly evolving landscape. This report investigates how greater focus on skills and education, effective data analysis, outsourcing, social media and ethical selling can help businesses effectively plug the sales "value gap".
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In this report
Demand for high-level professional development in sales is growing as selling improves its reputation. Nick de Cent reports
The changing role of sales is well suited to women who offer valuable skills to complement those of their male colleagues, says Professor Lynette Ryals, pro-vice-chancellor of education at Cranfield University
Organisations and their sales teams must understand customer needs to create and sell products that deliver real value if they want to boost revenue, writes Dan Matthews