World expert on selling becomes APS patron

Neil Rackham

Neil Rackham

Sales guru Neil Rackham, internationally renowned for his research into the science of effective selling, is joining the Association of Professional Sales as our patron.

Professor Rackham has advised some of the largest companies in the United States. His book, SPIN Selling, is ranked number one in the Top 10 ‘How To Sell’ books of all time.*

Now we, at the APS, are pleased to announce that Neil is joining our sales revolution.

Prof Rackham says: “The Association of Professional Sales is the only game in town at a high level. Selling is becoming highly sophisticated, complex, professional, but until now there has been no organisation that represents the sophisticated end of selling.

“It’s at the sophisticated end that the important developments happen, where the highest level people are employed and work. The APS fills a gap across the whole range of sales support.”

The mission of the APS is to be recognised as the responsible voice of sales by providing development, standards and leadership to the profession. Our association already has some big-name partners including EY, HP, Royal Mail, DHL and Vodafone. Prof Rackham’s unique vision will help the APS to build on its expert credentials, demonstrating a breath and depth of knowledge that will engage and inspire our profession.

Andy Hough, the chief executive officer and director of the Association of Profession Sales, says: “Neil is a great person to turn to for his insight, considered views, advice and guidance. He has a deep understanding of the science of selling. This will be invaluable for the APS as we go from strength to strength. We are tremendously excited about the journey we are on together.”

Known internationally as a speaker, writer and pioneering thinker on sales and marketing issues, Prof Rackham conducted the largest-ever study of the sales profession. His multi-million-pound survey of sales effectiveness observed more than 35,000 sales calls across 20 countries. This has given Neil a dynamic and objective understanding of sales strategies. He has used this insight to help individuals and organisations distinguish themselves in the face of fierce competition.He has worked with IBM, Xerox, AT&T and Citicorp and is a visiting professor at four British universities: Cranfield, Sheffield, Portsmouth and Edinburgh.

Prof Rackham says the APS will be an important mark of quality assurance for employers, consumers and the wider world: “It’s part of raising the standards of the profession. In the 17th century and into the 18th century anyone could call themselves a doctor or a surgeon – just set up shop. It meant that people took a great risk in employing anyone.

“It’s only once you start having formal professional associations that consumers can be guaranteed quality assurance, and the consumers of high-level sales are the major corporations. These are the people who are making business happen and, at the moment, they are going out on the streets and looking for sales people. It’s rather like going out on the street in the 17th century and looking for a doctor. You just don’t know whether you are going to get someone professional and competent, or whether you are going to get someone who is just an amateur masquerading.”

Three of Neil Rackham’s books, including the renowned SPIN Selling, have been on the New York Times best seller list and his works have been translated into more than 50 languages. He has been Chairman and CEO of three international research and consulting firms.

(*SPIN Selling was ranked number one in the Top 10 ‘How To Sell’ Books Of All Time by Inc. magazine. Inc. also publishes an annual list of the 500 fastest-growing private companies in the US, the “Inc. 500”)

More information:

Read Neil Rackham’s interview with the APS