Completed Inquiry: Increasing productivity [in UK PLC] by improving sales effectiveness in SMEs.
Looking at the challenges that SMEs have in hiring, developing and retaining the best sales talent for optimising their commercial success. What are the inhibitors to this? Is the culture of the founder/CEO a factor? Do larger companies crowd smaller ones out? Do SMEs look for the wrong types of commercial leadership? Do they struggle to make themselves attractive as an employer? As SMEs are over 50% of the private sector, helping them to be more successful through improving their sales capabilities will have a direct impact on the UK economy.
The report sets out 24 recommendations that can be condensed into four key changes that Britain needs to make:
- Learn: study sales ethics and techniques in schools and colleges and create sales research centres at universities.
- Train: help SMEs to develop sales skills, to manage sales better, and to embrace digital sales technologies.
- Respect: recognise sales as a profession with a standards body established by Royal Charter to ensure high ethical standards.
- Lead: appoint a sales tsar to take responsibility for driving change, and for ensuring that this vital part of the economy is understood at the heart of government
The report to this inquiry is published here.