From a fear of flying to wing walking – the sales revolution at Royal Mail

March 23, 2018: Search Google for Sales Transformation and in less than half a second you get 213 million results. Sales transformation could be one of the most over-used and least-understood phrases in business but for Royal Mail, transformation was not a luxury, it was business survival. At the start of 2006, Royal Mail’s 350-year […]

Congratulations to our MD on her new leadership role in sales

March 16, 2018 Our Group Managing Director, Denise Bryant, is moving on to a new role with the communications and technology firm Mitel, but we are delighted to say she is staying with the Association of Professional Sales (APS) in a senior capacity. Denise joined the APS as Managing Director with more than 30 years […]

The Association of Professional Sales launches in Asia

March 15, 2018: The Association of Professional Sales (APS) is pleased to announce that its new division is up and running in Asia. The Asia Pacific region is one of the most diverse and dynamic business regions in the world, and in recent years it has been the growth engine of the global economy. With […]

MPs to set up landmark group to promote sales industry

March 14, 2018: MPs are planning an important milestone for  the sales profession – the establishment of a new cross-party group to promote and advance the sales industry. The All Party Parliamentary Group on Sales is being established by Stephen Kerr MP, a Fellow of the Association of Professional Sales (APS). Its first meeting will […]

APS focuses on diversity strategy to mark International Women’s Day

March 8, 2018: To mark today’s International Women’s Day 2018, the Association of Professional Sales (APS) is pleased to announce details of a new initiative dedicated to women in sales, and the men who support them. As women around the world are encouraged to #Press for Progress, the APS is backing this international campaign with […]

Beware ‘arms race’ of handy tips that make sales look easy

March 6, 2018. Sales is crucial for any business and must not undervalue itself, writes Andrew Hough CEO of the Association of Professional Sales. I have just been talking to a sales leader who is becoming more involved with the Association of Professional Sales (APS). He was observing that sales seems to keep cheapening itself. […]

On historic day, APS announces Women in Sales Forum

February 6, 2018 To mark the centenary of women first winning the right to vote, the Association of Professional Sales is proud to launch a ground-breaking, Women In Sales Forum. The forum will meet monthly across the country to give women in sales, and men who care about supporting women in sales, the opportunity to […]

APS Insights: from sales plan to account plan

February 2, 2018 During our last APS Insight, we talked briefly about your sales plan. (If you missed the article, you can read it here.) APS members can listen to an expanded talk on that later this month, so if you want to polish your plan sign up! Today we want to explore more about converting your business […]

APS urges government to get apprenticeships on track

January 30, 2018: The Association of Professional Sales (APS) is urging the government to act quickly to approve more apprenticeships. The call from the APS follows the news that a new system to boost the number of apprentices is falling short. The government has set itself a target of three million new apprentices by 2020, […]

APS Insights: The New Year Sales Plan

January 29, 2018: We’re now well into the new year, so hopefully you have your annual target and you know which customers and prospects your company would like you to work with, or you have a geographic region to focus on. You have the systems and sales tools your company wants you to use to allow […]

Be a Founding Fellow of the APS

January 19, 2018: The Association of Professional Sales (APS) is looking ahead to a breakout year with a jump in membership and corporate supporters.  As we build on strong foundations, we are offering our early supporters the unique opportunity to be Founding Fellow of the APS. As our Association looks forward to the backing of many thousands of members, […]

Unlocking sales: the APS is opening doors across the world

January 16, 2018: The Association of Professional Sales (APS) is proud to be launching in Singapore in March. We are already attracting great interest from organisations in Asia and, in short order, the APS will be opening in India, Cambodia, Australia and New Zealand. We are also examining our growth options in Africa, Europe, and America. […]

How a tax break can help your APS membership pay for itself

January 11, 2018: Last year saw some great developments for the Association of Professional Sales (APS) and powerful recognition from the government, not least in our apprenticeships. One significant development has been the approval by HMRC of the APS as a recognised expense for professional development. What does this mean for you? It means you can […]

Our next step to the Chartered Association of Professional Sales

January 18, 2018: The Association of Professional Sales (APS) is working hard to achieve chartered status for the sales industry and we are pleased to announce the key support of an eminent sales leader as we focus on the next stage of our campaign. We are delighted that Graham Davis, sales leader and director of […]

New year, new you? Time to focus on career development

January 17, 2018: The Association of Professional Sales (APS) is delighted to be kicking off the new year by building on the strong engagement and delivery record we established in 2017. We have increased our relationships with corporate members to 50 and our overall membership has surpassed 2,000. Andy Hough, CEO of the APS, writes: “As the year […]

Women in Sales Awards 2017: the winners

December 5 2017: The class of 2017 – a new cohort of women sales leaders – has been recognised and celebrated at a gala awards ceremony partnered by the Association of Professional Sales. (APS) As part of our campaign to foster a revolution in sales we are delighted to support this event and congratulate this year’s winners. […]

Apprenticeships, and the long road back from mis-selling scandals

December 6, 2017: If you need something that doesn’t exist, someone has to create it. That was how the Association of Professional Sales (APS) began its campaign to develop apprenticeships for sales, writes Ben Turner, APS general manager. To understand why, you need to wind back three years to when the APS started, with a daring […]

APS celebrates another milestone – apprenticeships for sales executives

December 6, 2017: We’re celebrating a new milestone at the Association of Professional Sales (APS) – apprenticeships for frontline sales executives. You may know we’ve already won government approval for the first, degree-level apprenticeships. Now this has been backed up with an agreement about the standards needed for a post-A Level qualification for everyone at the […]

‘One comment made my APS membership worthwhile’

December 7, 2017: They say two heads are better than one, so imagine a place where you can engage with hundreds of experienced sales professionals, to network, source useful content, or solve your complex sales problem. That’s what happened recently to one of our corporate members.. This week, we have officially launched our global communication platform – […]

Why explaining value is more tricky than ever

November 29, 2017 Over the last couple of decades, the salesperson’s mission has evolved from selling what the customer says they want, to co-operating with them to define what they actually need. SPIN theory and its near relative Challenger selling have changed the world of sales by teaching salespeople to become experts, both in their […]

At a glance: how the budget affects the sales industry

Wednesday, November 22, 2017 How does Chancellor’s budget effect your job of selling? Here’s a quick guide to the main business initiatives unveiled by Philip Hammond.   Business Rates The Chancellor has brought forward the switch from RPI to CPI when calculating business rate increases, a move likely to keep rises low and cut the […]

Cracking the Brexit puzzle and unlocking opportunity

15 November 2017: In the run-up to Brexit, the Association of Professional Sales is canvassing opinion about what leaving the European Union will mean for British business. Over the next 18 months, as Britain counts down to Brexit, we will be looking at how professional salespeople need to adapt to thrive in a new-look marketplace. We […]

APS patron Professor Neil Rackham awarded honorary doctorate

27 October 2017: APS patron Neil Rackham has been awarded an honorary doctorate by Edinburgh Napier University in recognition of his world-renowned achievements in the theory and practice of sales. Professor Rackham pioneered consultative selling, after using his psychology degree to devise what remains the largest piece of practical research ever conducted into the way […]

Mapping the customer journey

October 25, 2017: Understanding your customer and their needs is the key to every good business. If you know how your customer thinks and what they want, and you can deliver it, your business is set fair. The trouble is, getting to grips with your customers’ needs is tricky because need is driven by emotion. […]

Profit from your APS membership with Client Share

October 24, 2017: The APS is always looking at ways of benefiting our members. Our latest initiative is a link-up with the Client Share business platform where we can talk to you, and you can talk to us. Client Share is a forum for APS members to network, share ideas and find out important information from […]

Enabling APS members to gain more value from the APS Client Share platform

October 24, 2017: APS Client Share is rapidly becoming our most important platform for the distribution of our growing wealth of APS content, writes APS Managing Director UK Denise Bryant, in this open letter to members. You, our members, are telling us you really like the ability to comment online about the content we are providing and to participate […]

Tell customers the value you add to their business

18 October 2017: Putting a real price in money terms on the value that a product or service could add to a customer’s business is one of the most powerful things a salesperson can do. Research has shown repeatedly that if a buyer is given a credible, proveable estimate of the amount of money a […]

How to get to customers earlier in the buying cycle

October 16, 2017: One of the biggest challenges facing sellers today is how much harder it is to speak to customers before they have already made up their minds. Customers are on average 68% of the way along the buying process before they contact a sales organisation, according to the expert research group Forrester. The wealth of […]

How digital marketing can deliver better sales results

October 16, 2017: Digital technology that helps us buy and sell has revolutionised the selling industry, leaving many struggling to keep up. Traditionalists can see the revolution as a threat to the way they have always done business, but for digital marketeers like James McCarthy, the founder and CEO of Brightfly, the opportunities to deliver better sales […]

The Association of Professional Sales makes its mark at Westminster

12 October, 2017: The role of the Association of Professional Sales has been recognised in a parliamentary debate on maintaining high standards in the sales industry. APS Fellow and new MP Stephen Kerr told MPs in a debate on data protection and Brexit that he was proud to have spent the last 30 years of […]