Singapore Institute of Management Forum – 25th June 2008

‘Values’ – A New Sales Paradigm
What can we do to improve professionalism in selling?

Alarming global research statistics showed ’95 per cent of salespeople are a complete waste of time’!

This event is designed to deal with the issues of impossible sales targets set with no coaching support. It will help delegates to improve sales methodology and develop new approaches for sales effectiveness based on a values-led approach.

Consalia has been driving an extensive research project over the last three years, which has given insights into how to raise standards of sales professionalism in selling complex solutions at a global and local level.

The research challenges the sales profession to improve their sales methodology and to develop new approaches and implies current taught principles and current practices are not effective. Key findings of the research suggest a new paradigm for sales effectiveness, based on a values-led approach, will lead to greater sales success. This has been validated with several Consalia clients, amongst them Hewlett Packard’s (HP) outsourcing team.

Forum Outline

	Recognise the differences in approach between high performers and low performers
	Understand why there is a critical requirement for a paradigm shift in what companies look for in salespeople
	Learn what the new paradigm should be; seeing evidence that this works
	Explore how this new paradigm can be applied and consider its implications for the recruitment and development of the sales organisation and sales remuneration systems

Philip Squire, Consalia CEO, has personally led the research and development project into global and complex sales effectiveness and is a leading proponent of raising the standards of professional education in sales and sales leadership at both national and global level. He is the key speaker at this event, supported by Chris Tandridge, CEO Consalia Asia Pacific.

For further details contact Corrinne Sim, Consalia Business Development Manager, Asia Pacific csim@consalia.com