Blog

ARCHIVE: 2017

Philip Squire

Building a Competitive Advantage through Sales Apprenticeships

Philip Squire / 23 August 2017
Building a Competitive Advantage through Sales Apprenticeships
There's plenty of research to support the view that investing in the right talent conveys substantial competitive advantage (for examples, see McKinsey's various papers on the "War for Talent"). Unfortunately, however, supplies of such talent are shrinking: the talent pool is constrained by sheer demographics as fewer younger replacements flow through as the population ages. For sales organisations in the information age, competition for high-performing talent is especially fierce. Today, salespeople need a complex mix of communication and business skills. Firms spend considerable time and resources identifying, recruiting, developing and retaining professional salespeople who can thrive in today's fast-changing commercial ...
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Philip Squire

The Big Bang of Sales Professionalism

Philip Squire / 24 May 2017
The Big Bang of Sales Professionalism
by Dr. Philip Squire, CEO This month is a landmark in the development of the sales profession. The government has approved in principle the first-ever apprenticeship standard for business-to-business sales professionals in England. The standard is for a Level 6 Degree Apprenticeship, which will enable participants to gain a Bachelor's Degree on completion of their apprenticeship. This means that, from September, school leavers and company employees can look forward to being able to study part-time for a degree in B2B Sales while they are working. What's more, they will not only be paid but the employer funds all of the ...
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