Entries by Adam Harding

APS welcomes Chancellor’s Budget focus on apprenticeships

March 8 2017: The Association of Professional Sales (APS) believes the Chancellor’s strong endorsement of apprenticeships, set out in his Budget, is good news for the future of the sales industry. During the Budget, Rt Hon Philip Hammond MP said the government had seen the start of 2.4 million apprenticeships between 2010 and 2015. And […]

Sales leaders offer inspiration on International Women’s Day

March 8, 2017: This year the challenge of International Women’s Day, March 8, is to #BeBoldForChange. We asked senior women in sales what they would like to have said to their younger selves, to inspire them to be bold and reach for even greater achievements. Denise Bryant, former UK Sales Director, Arrow ECS My advice to my […]

How planning, performance and skiing took Richard Hilton to the top

February 23, 2017: The Association of Professional Sales and Miller Heiman Group have forged a partnership to promote professionalism in sales. To mark this link up, the APS talks to Richard Hilton, managing director EMEA at Miller Heiman Group, about what good selling means. Finding the best route down a steep mountain in a white-out […]

Champagne experiment highlights our irrational decisions

January 6, 2017: In their second article on the psychology of sales, leading business psychologists Lance Mortimer, of Level 3 Communications, and Bryan McCrae, managing director of Sales Motivations, analyse how we can be tricked by irrational thinking. As humans, we make around 35,000 decisions every day. We may believe we compute the options rationally, and […]

Is money the best motivation for a sales team?

December 7, 2016: It’s amazing what motivation you can inspire with a plasterboard half-moon stuck into a plant pot, says Ed Fotheringham, head of sales at Premier Inn. The sales leader revealed his unexpected and inspirational technique to drive results at his hotel chain in a recent APS seminar on money and motivation. We get out of bed for […]

Comment: myth-busting – what science really tells us about sales psychology

November 16, 2016: In a competitive world, salespeople are drawn to the latest thing that might give them advantage. But beware: when it comes to sales and psychology, not all is based on sound science. Leading business psychologists Lance Mortimer, of Level 3 Communications, and Bryan McCrae, managing director of Sales Motivations, help you separate the fads from the […]

FTSE 100 software company Sage in landmark deal with APS

17 October 2016: FTSE 100 company Sage has agreed a landmark deal with the Association of Professional Sales to set 400 of its UK sales staff on the road towards professional accreditation. Sage, a global market leader in accounting, payroll and payment systems, which has its headquarters in Britain, is committed to developing the UK’s most ethical […]