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 […]

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 […]

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 […]

The Association of Professional Sales joins forces with Huthwaite International to focus on skills and training

October 11, 2016: The Association of Professional Sales (APS) is delighted to announce a new partnership with one of the sales world’s leading training, consultancy and research groups, Huthwaite International. Together, the APS and Huthwaite – as our skills partner – will bring fresh insight and research to the profession, as well as working hard […]

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 […]

Huthwaite International’s rebrand projects passion and power

January 30, 2017: Why has Huthwaite International, one of the best established names worldwide in sales training, consultancy and research, carried out a rebrand? After a root and branch review, Huthwaite transformed every aspect of the way it looks and feels when communicating with clients, starting with the switch from imperial purple to passionate red […]

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 […]

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 […]

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 […]

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%. After all, the last thing that […]

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

James Ker-Reid, 28, is an account director at a leading IT services consultancy. He is an associate member of the APS. “I am a professional sales person. I have sold services for most of my career, but even before that I sold in retail and did odd jobs in sales while at Nottingham uni. “The bedrock of […]

Ten ways your LinkedIn profile is losing you sales, and how to put it right

January 30, 2017: When did you last update your LinkedIn profile? If it was the last time you were jobhunting, or worse still when you first signed up, the chances are you look out-of-date and off the pace. That will be harming you in the eyes of future customers, warned Anita Windisman, Customer Success Manager at LinkedIn, […]

What’s In It For Me: How the APS Helps You To Care for Your Customers

February 3, 2017: This year, as you reach out to your customers, the Association of Professional Sales would like to give you a helping hand. We know, having spoken to our members, that customers react favourably to sellers like you, who have been endorsed by the APS. The APS logo on your masthead, business card […]

Professional Sales Awards 2017: the hunt for the best in the world

 November 10, 2016: The Association of Professional Sales is proud to announce a prestigious new annual awards programme to recognise excellence in sales. The Professional Sales Awards 2017 is unique in being dedicated to recognising not just the finest but also the most ethical sales representatives in the world. We at the APS and the event’s headline […]

Comment: myth-busting – what science really tells us about sales psychology

November 16, 2016: In a competitive world, salespeople are drawn to the latest thing that might give them advantage. But beware: when it comes to sales and psychology, not all is based on sound science. Leading business psychologists Lance Mortimer, of Level 3 Communications, and Bryan McCrae, managing director of Sales Motivations, help you separate the fads from the […]

Opinion: Donald Trump and the journey from salesman to statesman

November 23, 2016: Winning the US presidential election has changed the game for Mr Trump. As a candidate, commentators often described Mr Trump as a snake oil salesman. Now the hotel mogul and his transition team are working to transform him from salesman to statesman. The rhetoric of the campaign trail – boastful promises, slandering rivals, thin-skinned tantrums […]

Why you need to appeal to your customer’s emotions, not their intelligence

December 7, 2016: A salesperson who tries to use reasoned argument on a sales pitch will close fewer deals than a seller who appeals to the emotions. The insight comes from decades of neuroscientific research, tested out in real-life sales situations by the sales consultancy Corporate Visions. Tim Riesterer, the chief strategy officer of Corporate Visions, says […]

Is money the best motivation for a sales team?

December 7, 2016: It’s amazing what motivation you can inspire with a plasterboard half-moon stuck into a plant pot, says Ed Fotheringham, head of sales at Premier Inn. The sales leader revealed his unexpected and inspirational technique to drive results at his hotel chain in a recent APS seminar on money and motivation. We get out of bed for […]

Press release: APS in partnership agreement with Miller Heiman Group

December 19, 2016: The Association of Professional Sales is delighted to announce that it will be working in partnership with Miller Heiman Group, one of the world’s most prolific providers of business solutions in sales and service performance development. Miller Heiman Group is justly renowned for the exceptional quality of its research, its unique methodology and its […]

New approach for APS 2017 spring events programme

January 5, 2017: The Association of Professional Sales is expanding its events programme to meet the needs of our growing and diverse membership. Starting this month, we are running three strands of events, each aimed at a different membership grade: whether Fellow, with ten or more years in the industry including five at senior leadership level; Advanced Member […]

Letters after your name show your professionalism in sales

January 5, 2017: This year for the first time members of the Association of Professional Sales will be able to use letters after their name on emails and business cards. The change will enable our members to show their customers that they have committed themselves to high standards of ethics and professionalism. It came into effect […]

Champagne experiment highlights our irrational decisions

January 6, 2017: In their second article on the psychology of sales, leading business psychologists Lance Mortimer, of Level 3 Communications, and Bryan McCrae, managing director of Sales Motivations, analyse how we can be tricked by irrational thinking. As humans, we make around 35,000 decisions every day. We may believe we compute the options rationally, and […]

FTSE 100 software company Sage in landmark deal with APS

17 October 2016: FTSE 100 company Sage has agreed a landmark deal with the Association of Professional Sales to set 400 of its UK sales staff on the road towards professional accreditation. Sage, a global market leader in accounting, payroll and payment systems, which has its headquarters in Britain, is committed to developing the UK’s most ethical […]

A practical guide to introducing in-market coaching

26 October 2016: “It was a bit like telling them I had found God,” said Neil Gallagher. “I sat down with my sales team and told them I had been on this coaching course and that in future there would be a new way of working, and a different approach in the way I interacted  with […]

Trump the Salesman

14 October 2016: To gauge the size of the image problem facing the sales profession, we only need glance across the Atlantic. Is this what they think of us? asks Andrew Hough, CEO of the Association of Professional Sales. “Donald Trump is the consummate salesman. Rules, tradition, even the truth are only relevant in so much […]

How sales are won on a battleground of emotions

6 October 2016: Five times Olympic rowing champion Steve Redgrave was once asked how he would react if a competitor was a length up on him at the half way stage in a heat. Redgrave, notorious for rowing every single round of a tournament as if it was the final, even when he only needed to […]

APS annual conference: why sales is entering a new era of differentiation

Wednesday, May 18 2016: There is so much information around for the customer these days that it is has become hard for the sales professional to stand out from the herd. Equivalent cars look and perform alike; business software packages make similar promises of function and advantage. And sales people are often viewed with uniform […]

Roll of Honour: The APS Awards 2015-16

September 2, 2016: A young organisation relies on its early supporters to help it get off the ground. The Association of Professional Sales has been blessed with the backing of numerous organisations and individuals, and at the 2016 annual conference CEO Andrew Hough presented awards to some of those who have given their faith, their time […]