e²m - helping you drive more sales

www.esquaredm.com

Sales teams are under pressure as we work through the "downturn"; the need to succeed at every interaction with a customer becomes critical.

Successful organisations now see the benefits of a continuous assessment process - identifying where people need focused coaching and support to improve their performance at that most critical part of selling; the sales call.

Accredit Ltd has taken the core elements of the programmes they run for existing clients and now provides an online coaching and assessment  service for sales teams.

The online service provides a structure for sales managers who want to regularly assess and coach their sales teams. e²m improves an individual's sales skills, tracking performance over time and managing developmental objectives using a simple team manager dashboard. It also provides on-line coaching modules.

The Accredit assessment approach has been endorsed by the ISMM.

We are pleased to announce a number of significant changes and improvements within ISMM Education, all designed to make it easier and more cost-effective to deliver our qualifications.

• The Level 1 and Level 2 syllabuses have had some minor revisions, making them easier to use.
• The Fees Handbook has been updated. Please note that our registration fees have not increased this year and we have also made it easier and cheaper for candidates to "upgrade" from one version of a qualification to another (Award to Certificate, for example).
• A number of significant changes have been made to the Qualification Administration Handbook.

The syllabuses can be downloaded from: www.ismm.co.uk/ed_new_syllabus_files.php

The two Handbooks can be downloaded from: www.ismm.co.uk/ed_accredited_courses.php

We are also very pleased to let you know that students are now able to sit the Level 1 EMA online.

Using the online assessment is both cheaper and faster than using our paper-based system - we are able to provide results within two weeks of students sitting the assignment. Students can also sit the assessment far more frequently - the online EMA is available 22 times a year. You can download a timetable for the online EMA from: www.ismm.co.uk/ed_new_syllabus_files.php

If you would like access to a demonstration version of the assessment please contact education@ismm.co.uk

The ISMM recently undertook one of the largest ever surveys into sales training needs in the UK.

The survey was sent to nearly 60 000 people and we would like to thank everyone who responded.

You can download a summary of the responses here: http://www.ismm.co.uk/education/documents/ISMM_Survey_Summary_-_April2009.pdf

The ISMM congratulates all the Winners, Runners-up and Rising Stars who received their well-deserved trophies at the recent British Excellence in Sales & Marketing Awards ceremony held at the Royal Lancaster Hotel, Hyde Park, London.

Please visit www.besma.co.uk to see photographs of this fantastic evening.

The following is an article by Tom Nash, Editor of Winning Edge who attended the Awards on 12th February 2009:-

Winning a BESMA was a bittersweet experience for Amanda King, DHL International's field sales account manager who scooped the coveted title of Sales Professional of the Year (for businesses with over 50 employees).  Whilst being "absolutely thrilled" to have won the accolade, 29 year old Amanda, who is based in Belfast and has a four year old son, was simultaneously "gutted" that she was unable to pick up her award in person at London's Royal Lancaster Hotel.

The gala dinner and awards ceremony attracted wide media attention and was attended by some 600 senior executives from the corporate world, making it a 'who's who' of the UK's sales and marketing elite.  But Amanda's immediate disappointment at missing her 'big night' soon evaporated.  First, her family and friends were close at hand to celebrate with her.  And then the realisation sank in that winning a BESMA will be of lasting benefit, providing her career with a real boost.  "I'm passionate about my job and I'm ambitious," she says.  "I'm very happy in my current role, but I want to stay in sales and further my career.  This award will inspire me for the future."

Amanda says modestly that she had no expectation of winning her category but, when pressed, she admits that she was successful in 2008 in all three of her key objectives: retaining clients, developing further business from them and acquiring new customers.  So successful, in fact, that despite working part-time, for just 30 hours a week, she is set the same targets as her full-time colleagues.  How does she manage it?  "It's effectively a full-time role so it's very demanding," she says.  "But I treat my territory as my own business.  It's a small part of DHL, but it's very important to me - I'm very protective of it."

Amanda's BESMA represents the UK's highest level of recognition for outstanding sales achievement.  The aim of the awards is to:

-  Contribute to raising the profile and status of professional selling.

-  Recognise and reward achievement in all categories of sales and marketing.

-  Acknowledge the vital role sales personnel play in today's fast-moving climate and motivate them to sell more to help raise profitability.

-  Demonstrate the value of technology in business performance improvement.

Nearly 300 finalists, judges and sponsors took part in the BESMA judging process held before Christmas at Ashridge Business School.  Companies from every sector of industry and commerce were involved, with finalists ranging from those just embarking on a sales career to senior managers and directors.

Commenting on the judging process, the prestigious business school's programme director, Dr Laurence Williams, said: "Ashridge is passionate about BESMA and committed to the development and recognition of sales professionals working in the real world.  In these challenging times, practical business skills that deliver against business objectives are critical for success, and the ISMM does a fantastic job of promoting and rewarding proven excellence in sales and marketing."

The BESMA judging process is rigorous.  The key requirement for finalists was to prove that they met the criteria set for their category, which reflects performance against responsibilities and skills for each role.  Speaking to the expectant audience on the night, Andy Cook, managing director of imaging technology company FFEI, represented the 43 judges and also thanked them for their efforts.  "It was a privilege to judge this year's outstanding BESMA entries," he said.  "The judges had a huge task, but also found it very rewarding to meet so many of the UK's most talented salespeople."

ISMM, its chairman, Sheila Watson-Challis also thanked the sponsors.  "By supporting and encouraging excellence in sales, you are demonstrating the commitment that sets you apart as world-leading companies," she said.  "It is also a privilege to welcome so many outstanding salespeople this evening.  To be a BESMA finalist is indeed a huge achievement and I congratulate you all."

Deputy chief executive of the ISMM, Ren Kapur, added: "It is an honour to be representing and supporting the nation's elite sales professionals, the foot soldiers who are paramount in taking the economy forward.  There is no time more vital than now to be recognising the importance of sales and marketing."

SUCCESSFUL SELLING 2008

A day of inspiration

Some 1,000 ISMM members and guests gathered for Successful Selling 2008, held at Birmingham's International Convention Centre. The showpiece venue set the tone for an enthralling day that provided something for everyone - inspiration, advice, entertainment and networking. Never before had so much sales talent shared the same platform.

Delegates were welcomed by Ren Kapur, the ISMM's Director of Corporate Development. Having thanked the Successful Selling sponsors - The Telegraph Group, Mercedes-Benz UK, Microsoft and Corpdata - for their support, she introduced the conference chairman, Paul Sloane.  Paul is author of 17 books on lateral thinking and leadership - a business guru in his own right. Throughout the day he introduced the speakers, summarised their key messages and challenged the audience with his own thoughts. He began with a sobering one: "In tough times, companies will need fewer, but better salespeople". Eight fascinating and varied speakers followed.

First up was Marc Woods with his inspirational story of personal triumph over adversity. The story, known as ‘Path to Gold', and tells of Marc's devastation from losing a leg as a teenager and his recovery to swim for Britain in four Paralympic Games; winning four gold medals and breaking a number of world records."Competition is brutal," said Marc, "But you owe it to yourself and your family to be as good as you can be."

The next speaker, Microsoft's Jason Nash, turned delegates' thoughts to the seismic changes taking place in the world, in a wide-ranging presentation; Jason described the impact of globalisation, newly emerging markets, aging populations and rapidly changing personal and working lifestyles. "85% of the jobs that will be done by those born today do not exist today," he noted. In such a fluid and uncertain world, technology can be an empowering ally, helping to solve macro-economic problems like climate change - as well as addressing business and personal issues. Among these technologies, customer relationship management (CRM) is a Microsoft specialism. While Nash acknowledged that CRM systems have not fully delivered to date, they will be critical to success in future. "Better customer service will drive company value," he said.

Allan Pease, the Australian known variously as ‘Mr Body Language' and the 'King of Communication', was next on stage. He gave a hilarious demonstration of how to convince clients to do business with you - and how not to. But Allan's serious message is that salespeople must "know their numbers", to succeed. He has based his entire sales career on a simple ‘5,4,3,1' ratio - on average five calls will lead to four meetings, of which three will take place and one will result in a sale. "How many doors are you knocking on?" he asked.

After a break for coffee and networking, the stage was set for Neil Rackham, the world's leading professor of professional selling, to describe how to sell ‘smarter' in tough times. Neil explained the "three deadly selling sins" of sales:-

The first is: "don't chase too many opportunities". Smart companies will focus resources on the best prospects, rather than dispersing their efforts on business they are unlikely to win. Neil quoted a Chinese proverb: "If you try to capture two monkeys, they will both end up escaping."

The second is: "Don't negotiate when you should be selling." Many companies and individual salespeople will make concessions too soon in the sales process, which looks pushy or anxious and creates mistrust in the buyer. "In hard times, trust is vital," said Neil. "In any case, the more you give, the more they want. Smart companies negotiate little and late."

The third is: "Don't sell on price, but on safety". In a recession, buyers are more concerned about buying from a reliable supplier - who will remain in business long term - than from one that appears desperate or in difficulty. Rackham's final piece of advice was that the best way to defend existing accounts is to try to grow them. Neil's academic style was sharply in contrast with that of the next speaker, American motivational guru Larry Winget.

Larry Winget - know as the ‘pit bull of personal development'. The dynamic, outspoken Winget called for a common-sense approach to success in work and in life. In a hugely entertaining address, he urged delegates to "lighten up", keep life in perspective and become winners. He demonstrated that we are all responsible for our own successes and failings - "your life is the way you want it to be", he claimed. We should "deal with it", facing up to our deficiencies and taking action to change for the better.

The lunch break brought a chance for delegates to mix and meet the speakers, as well as visit an impressive array of exhibitors. Then the afternoon kicked off with a lively session from the self-styled ‘Beermat Entrepreneurs', Mike Southon and Chris West, who explained that when new business is hard to come by ‘hunters' - or aggressive salespeople - may bring as little as 15% of sales into a business, while ‘farmers' - handlers of existing accounts and support staff - may be responsible for 85%. "In a recession, focus on existing customers and make good use of your farmers," said Mike.

Next, Tom Devine, director of consumer sales at Vodafone, showed why his company's shops provide the best customer retailers on the high street and enjoy the highest sales per employee. Staff are given accurate and timely information and their behaviour is changed through coaching, measurement, reward and recognition. "People know where they are and we reward the behaviours we want to see," said Tom.

Debra Searle was the penultimate speaker and professional adventurer. She gave an emotional account of her lonely, exhausting solo voyage across the Atlantic in a rowing boat. Debra, who had no previous rowing experience, had begun the trip with her then-husband Andrew, but when he was taken ill, she chose to continue alone on a voyage that ultimately took over three months, It was a triumph of self-fulfilment. "I was stuck in the middle of the Atlantic for months on end," says Debra, "The only thing I could choose was my attitude - I really believed I was going to make it."

Finally, Larry Winget was back to round off an inspiring day in typically aggressive style. "What action are you willing to take to change your lives?" He challenged delegates, "There are no secrets to success. And there's no easy way to get rich. It takes work".

If you would like to get involved in Successful Selling 2009 as a speaker, sponsor or delegate, contact Jennie Harnaman at jharnaman@ismm.co.uk or call 01582 840001.

MERCEDES MAGIC -Successful selling sponsor, Mercedes-Benz UK, offered conference delegates the chance to win a superb prize - a 'Mercedes-Benz World Platinum AMG Driving Expereicnce package'. Ton Dunman, from Brakes Food Solutions, was drawn as the winner. Tomwill experience the power and agility of an AMG at Mercedes-Benz World, Brooklands. The prize also includes lunch in the fabulous Gullwing Restaurant and a £50 gift voucher to use in the boutique on the day ~ This is the same package that any ISMM members can choose if they buy a new Mercedes-Benz.

Use your membership to improve your business performance

Tell us what you would like to be included in the membership offer

We look forward to meeting you at our Executive and Regional Seminars and other events that will take place throughout the year.

The Details That Matter within Sales Contracts

As business relationships develop and their needs become more complex, so have the contracts that reflect and codify these relationships and transactions. Despite this, contract management in most organizations usually involves largely manual, labor-intensive, and disjointed processes, resulting in poor visibility into contracts and compliance as well as missed opportunities for discounts and renewals. In this AberdeenGroup report, learn how getting beyond manual, disjointed processes can improve visibility into sales contracts, helping boost renewals and discount capture.

http://www.aberdeen.com/summary/report/benchmark/RA_SalesCM_VP_2856.asp