Why world-class training for sales managers wins business

July 12 2017: It’s a paradox that sales manager have the most complicated and influential job in sales, yet consistently receive less training than the people they lead. New research has revealed that this approach is shortsighted. The potential rewards of a proper development programme for sales managers are large. Why are sales managers left […]

APS launches two powerful free tools to improve customer experience

In future all APS members, corporate and individual, will have free access to a pioneering new method of measuring whether customers were happy with the sale process. Sales professionals will also be able to set up secure virtual meeting rooms, where they can talk to their clients and stakeholders in privacy about an individual deal, and safely exchange and store key data.

Comment: why sales needs a professional body

Why does sales need a professional body? Hasn’t the industry been getting along fine without one all these years? Sales people don’t need ethical standards or a string of letters after their name to do the job. So long as they carry on making their number everything’s fine, right? Wrong, says Ben Turner, the general manager of the Association of Professional Sales.

Fellow of the Association of Professional Sales elected MP for Stirling

June 9 2017:  The Association of Professional Sales is proud to announce that Stephen Kerr, one of its Fellows, has been elected MP for Stirling at the General Election. Andrew Hough, the chief executive of the APS, sent his congratulations to Mr Kerr, a career sales professional whose most recent role is as sales operations […]

Conference 2017: key quotes at a glance

June 6, 2017: “Let me tell you about the Association of Professional Sales’s vision for the future. We want to be chartered, we want to put sales in the same place as all the other professions like accounting and engineering.” Andrew Hough, CEO of the APS “The ability to articulate value is at the heart […]

Conference 2017: in pictures

June 6, 2017: The Conversations That Win conference, presented jointly by the Association of Professional Sales (APS) and Corporate Visions, provided a masterclass in how salespeople can tell the best story at the three critical moments in the sales process. The conference was held at the Mermaid Theatre, London on Tuesday, June 6. Here are some […]

Conference 2017: the best story, told the best, will always win

June 6, 2017: “The best story, told the best, will always win.” These were the closing words at today’s Conversations That Win conference, which provided a masterclass in how salespeople can tell the best story at the three critical moments in the sales process. Presented jointly by the Association of Professional Sales (APS) and Corporate Visions, Conversations That Win […]

Good habits in sales presentations that will wow your clients

May 24, 2017: Can there be anything more doomed to failure than delivering a sales presentation that doesn’t win business one week, then delivering exactly the same presentation the following week? Yet this is what an enormous number of salespeople do, says communications consultant Andy Bounds, who delivered a thought-inspiring webinar for the Association of Professional […]

Premier Inn looks ahead to another successful year with the APS

May 22, 2017 The Association of Professional Sales (APS) is delighted that Premier Inn is extending its alliance with the APS through 2017. Premier Inn says the news follows a successful period of team development and progression, since first joining the APS in 2016. The continued partnership between Premier Inn and the APS is  based on a common vision […]

Professional Sales Awards 2017: the winners in pictures

Here are the winners of the Professional Sales Awards 2017 in partnership with the Association of Professional Sales. The biggest winners on the night were Blue Sky, the sales performance specialists in partnership with Wickes home improvement. Blue Sky won in three categories, including overall winner, 2017. They received a silver, runners-up award for sales […]

Professional Sales Awards: The winners

May 18, 2017 The winners of our prestigious Professional Sales Awards, which recognise excellence in selling have been announced at a black-tie dinner and awards ceremony in central London. These are the Association of Professional Sales’ first annual awards, and we have been delighted by the level of enthusiasm and support for the judging process […]

Professional Sales Awards: The finalists

May 11, 2017 Wednesday, May 17, is judgement day for the talented individuals and teams shortlisted for the Professional Sales Awards 2017, Britain’s first fully independent awards for the sales profession. A glittering, black tie gala dinner and awards ceremony at the Connaught Hotel beckon in the evening, but before that the finalists have to […]

APS June conference 2017: Why being there makes the difference

May 10, 2017 It’s easy to underestimate the power of the personal touch. Our fast-moving business world is held together by hi-tech communications like email, social networks and video calling. But when you really want to connect, there is nothing that can replace being in the same room, holding a face-to-face conversation. At this year’s […]

The secrets of selling – what the experts told us

May 5, 2017 Does sales have a secret code? Three authors revealed some of the hidden truths about selling, as they launched new books at a networking event hosted by the Association of Professional Sales. Secret Skill, Hidden Career.. “Sales changed my life,” says Paul Owen. The author of the forthcoming Secret Skill, Hidden Career, told a […]

Inside the Mind of the Buyer: ten things you need to know about procurement

May 9, 2017 Not long ago, many sales people viewed the procurement team on the opposite side of the negotiating table as the enemy. Today, however, co-operation and collaboration  are often essential. Scoring points helps nobody and greater understanding is the way ahead. John Murphy, Fellow of the Chartered Institute of Procurement & Supply, and former procurement […]

The best coaching helps people think for themselves

May 8, 2017 Ask most managers in business whether they coach and you will no doubt get the answer “Oh yeah, I coach. Have been for years”. So when trying to instil a coaching culture into an organisation, it can feel like pushing against a closed door. Why would any company need to spend money on […]

Five tips to help your team be ‘sales superstars’

April 5, 2017: Managing a sales team can be tough, especially for a new sales manager, write Lance Mortimer and Bryan McCrae, in the latest in their series on sales psychology. Selling has become tougher as buyers research products and services for opinions and reviews without even contacting a salesperson. The balance of power has […]

APS announces breakthrough degree apprenticeship in sales

March 31, 2017: The Association of Professional Sales is proud to announce that the government has provisionally approved plans for the first degree-level apprenticeship in sales. The APS has provided vision, leadership and resources to help launch this pioneering development in business-to-business sales training. We submitted an initial bid to the government last June and recruited […]

More companies join the APS sales revolution

April 3, 2017:  The Association of Professional Sales is pleased to welcome four more established companies to our growing stable of corporate members. We are proud to announce that we have been joined by Inmarsat, Neopost, RS Components, and SIG. These diverse companies, specialising in satellite and terrestrial communications, electronic components and the construction industry, will […]

Ten ways to add value and retain your customer’s business

March 23, 2017: When you fall in a hole there are many salespeople who will want to sell you a ladder, but the one you need to do business with is the seller who will help you to stop falling in holes. This famous saying by Neil Rackham, the sales guru who is patron of the Association […]

If IQ gets you hired, does EQ get you promoted?

March 10, 2017: As salespeople we need to understand our buyers’ emotions, write Lance Mortimer and Bryan McCrae, in the latest in their series on sales psychology. Most people have heard of Intelligence Quotient (IQ), and some may even have sat one of the recognised tests, such as the Wechsler Adult Intelligence Scale (WAIS).  A Google […]

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 […]

APS Seminar: Coaching and the challenge of managing millennials

March 9 2017: The digital generation we call “millennials” will be in the majority in the salesforce within a very few years, bringing with them their own distinct management challenges. Sales leaders attending yesterday’s APS seminar, Creating A Successful Sales Coaching Culture, described millennials as sometimes having unrealistic expectations in the workplace. They are used to instant gratification, […]

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 […]

APS launches sales qualifications to set benchmark for sales industry

February 6, 2017: The Association of Professional Sales has launched a full suite of sales qualifications to represent the skills of sales people at every stage of their career. The qualifications have been developed to the highest standards to reflect the latest thinking in sales learning and development. They offer unique flexibility to the learner and their […]

Case Study: How the APS Can Help You Shape Your Future Role

Planning for future success is possibly the most exciting challenge we face in our sales careers, but it is not always easy. When contemplating a move, we can all benefit from wise and impartial advice from someone more senior than ourselves in the sales profession. Too often, however, there is no-one we can rely on […]

Whats In it For Me: How the APS Can Help You Shape Your Future Role

February 6, 2017: Human resources departments are at their busiest in late winter, sifting through piles of CVs. Many sales professionals return to their desks after the long festive break with itchy feet, hoping for a new job. Every single one of those CVs will be promising sales brilliance and 140%. How do you get your CV to […]

Leading consultant Francis Ingham to advise APS in quest for Royal Chartered status

February 2, 2017: The Association of Professional Sales is pleased to be working with Francis Ingham* in its quest to achieve Chartered status as the professional body for sales. Mr Ingham has steered a number of other organisations through the complex process of submitting a request to the Privy Council for permission to be incorporated […]

Extrovert or introvert: How does personality affect your sales ability?

February 3, 2017: It is often said the best salespeople are extrovert, write Lance Mortimer and Bryan McCrae, in the latest in their series on the myths around sales psychology. We have all met them: larger than life, gregarious and confident, extrovert sales people are the life and soul of the meeting, and get energised from being in […]