In partnership with the ISMM, Huthwaite, Spearhead and TACK are delighted to offer ISMM members specially discounted training courses / programmes to help them develop to their full potential.

To view details and apply for any of these discounted courses, please click on any of the following links :

Huthwaite : Training-Provided-by-Huthwaite.doc

Spearhead: Training-Provided-by-Spearhead.doc

TACK : Training-Provided-by-TACK.doc

On 6 October 2009, ISMM members and guests gathered in Birmingham for Successful Selling 2009. A packed house and inspiring speakers made for an uplifting event

The ISMM's Successful Selling conference took place this year at Birmingham's National Morocycle Museum. The showpiece venue set the tone for an enthralling day that provided something for everyone - inspiration, advice, entertainment and great networking opportunities.

The event featured a fantastic line-up of speakers that had been carefully selected to ensure delegates were motivated by new ideas and strategies to help them improve their performance and reach their goals in today's tough selling environment.

The conference was given a rousing start by the ISMM's chairman, Sheila Watson-Challis. She made an impassioned plea to members to help themselves and their businesses by selling their way to success - and, in doing so, they would also be helping to lift the UK out of recession. She also urged delegates to support the professional standing of sales in the UK by joining the ISMM and acquiring its accredited qualifications. She thanked the event's sponsor - The Telegraph Group - for its support, and was in turn thanked for her huge contribution to the sales profession in the UK over the last 15 years by ISMM President, Eric Peacock.

Then it was on to the main event, chaired by TV and radio personality Jeremy Jacobs. Throughout the day, Jacobs introduced the speakers and challenged the audience with his own thoughts and nuggets of advice. He started by citing a recent survey in the US which found that 48% of telesalespeople give up after their first sales call, yet many customers buy after being approached on at least four occasions. He quoted Winston Churchill: "Never, never give up".

Eight fascinating and varied speakers followed. First on stage was Internet entrepreneur Shaa Wasmund. Founder of business support platform Smarta.com, Wasmund proceeded to explain the importance of social media - including sites such as Facebook, LinkedIn and Twitter - to modern selling. "Traditional networking is limited to those in the room," she observed. "With online networking and marketing you can reach a global audience instantly."

Social networking is also cheaper and more measurable than traditional advertising and marketing methods, and it's interactive, enabling customers and prospects to provide powerful feedback and reviews. "Soon, people will be spending more time using social media than they spend watching TV," said Wasmund. "Whatever business you're in, for your own sake, please don't ignore it."

Wasmund's New Age thinking was followed by the equally innovative approach of James Timpson, managing director of the Timpson shoe repair and key-cutting business. He explained the company's unique philosophy of ‘upside down management' - a structure to ensure that those employees actually serving customers and "taking the money" are the most important people in the business. This thinking goes as far as allowing shop managers to discount prices as much as they wish and to spend up to £500 to settle a customer complaint without referring the issue to more senior management. It works because this long-established family firm goes to great lengths to recruit people with the right attitude and personality. "We get to know all our people really well, we reward them and we support them," said Timpson.

Andy Bounds, who was voted ‘Sales Trainer of the Year' at this year's British Excellence in Sales & Marketing Awards (BESMA) then gave a thoughtful presentation on the theme of ‘pitching to win'. Bounds urged delegates to begin their sales pitches by considering a customer's ‘afters' (ie. what a customer wants to achieve by buying a product or service) rather than merely presenting product features. "Stop talking about yourself and start talking about your customer's future," said Bounds. "Your pitch will be shorter, you'll enjoy it more and they'll like it more."

Next up was Australian Gary Bertwistle. Billed as "a master of essential tools to enhance salespeople's creative thought processes", Berwistle proceeded to ask the audience whom in the world they considered to have the strongest ‘mojo'. While the famous name of Obama was mentioned by most, Bertwistle pointed out that we've all got potential to strengthen or revive our mojo - which loosely translates as "passion, confidence and energy". He urged delegates to "feed your brain" (commit to learning new skills) and "do the overs" (more than what is expected) to get rewards and to avoid routine, which will "suck your mojo".

Geoff Burch, the star of BBC2's hit series ‘All Over the Shop' rounded off the morning session, combining humour with some powerful business messages and sending delegates off to lunch with a smile. The interval provided a chance to network, meet the speakers and visit an impressive array of exhibitors - or, for those so inclined, to enjoy a free tour of the largest motorbike collection in the world.

Delegates remained enthralled by a further trio of superb speakers in the afternoon. First, John Hotowka used baffling magic tricks to illustrate the importance of building relationships with customers. Then Steve Smith, Britain's most successful ever high-jumper - and now one of the UK's most sought-after motivational speakers - explained how mental strength is key to success in both sport and business. And finally, Marc Hogan gave an energetic and amusing presentation on the theme of self-belief, explaining how to remove "the things that get in the way and stop us performing at our best".

Geoff Burch returned to round off an outstanding day, urging delegates to get the UK moving again "by selling stuff the old-fashioned way". He bemoaned the inability of today's salespeople to do the basics - such as creating a sense of obligation in customers or simply asking for the business. He painted memorable, well-observed pictures of incompetent salespeople - from "spotty youths" in shops and cafes to neanderthal "shrub boys" in garden centres. Politically correct, it wasn't. Hilarious, it was. The audience was sold.

Warming to Warner

Warner Leisure Hotels teamed up with the ISMM at Successful Selling 2009 to offer a prize draw of five luxury weekend breaks for two. All delegates attending the conference were automatically entered entered into the draw. The five lucky winners that were ‘drawn from the hat' will enjoy the relaxed and informal ambience of a Warner Leisure Hotel, many of which offer stunning coastal or countryside settings.

What delegates said

"Successful Selling was both informative and entertaining, the right mix between the serious and funny side of our profession" Airflow Products Limited

"The event was fantastic, some of the best speakers I have heard in a long time" Vodafone UK

"The Quality of the speakers were fantastic and I generated plenty of ideas to work on" RISCO Group

"Many thanks for a great day at Successful Selling... another triumph! 17 years and it just gets better" Nemysys Internet

"As a first time attendee, I found all the speakers entertaining and there were lots of transferable ideas for our business" Daiwa SB Investments

"Thank you for an amazing conference. My colleague and I thoroughly enjoyed the day and have taken lots of inspiration and ideas away with us" REC

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

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.

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."

"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."

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