All posts by Anderson Hirst.

National Sales Conference Round up September 22, 2020 by  in kojo blog

The original version of the National Sales Conference attracts hoards of visitors at the Ricoh Stadium; so what would a virtual conference be like? And what is a virtual booth anyhow? We were excited and nervous to be part of the first ‘digital series’ national sales conference event, exhibiting alongside companies like Salesforce, Gold Vision…

Perspectives on survival July 29, 2020 by  in kojo blog

Without realising it, one of the most influential business books I have read is “The Living Company: Habits for Survival in a Turbulent Business Environment” by Arie de Gues, written way back in 1997. Books on business survival have not so popular in the last few years. If your sales organisation made it this far…

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Reimagining the Sales force of 2020 and Beyond June 10, 2020 by  in kojo blog

What does the sales force of the future look like? Should we even have a sales force? Before the pandemic, customers were beginning to question the value of salespeople. With organisation less able and comfortable to receive visitors generally, how should we redesign sales forces in the future? What do customers really value? We will…

Making sense of sales technology and analytics June 3, 2020 by  in kojo blog

Have you ever been bamboozled by all the sales technology and analytics services out there in the marketplace? You are not alone! This is a very fast emerging field – a fact not lost in the world’s leading business schools too. Warwick Business School, for example, is running an open programme for the first time…

What is the role of a sales manager? May 13, 2020 by  in kojo blog

Sometimes, the simplest questions are the best! What actually is the role of a sales manager? Especially now! Of course, it varies greatly in each firm. For some, the role is precisely and narrowly defined, with a detailed job description. For others, the role is much more loosely defined and entrepreneurial. Currently, the role definition…

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The power of a unique sales process March 16, 2020 by  in kojo blog

Every organisation has a unique selling proposition or USP, but few have translated this into a unique sales process. Here’s why it’s so important you do. Why have a sales process? A sales process is the series of steps or actions that you follow as you lead someone from first contact to becoming a loyal,…

The top three pitfalls sales leaders fall into February 26, 2020 by  in kojo blog, KojoPro

Like so many leadership roles, there are a number of common mistakes that sales leaders often make. Of course, we all have our “off” days, but time and again I see patterns of behaviour that hinder sales growth.

How Are Sales Directors Professional Development Needs Met? September 2, 2019 by  in Latest News, kojo blog

Kojo Academy interviewed a selection of Sales Directors from different sectors on how they feel about their professional sales development. We summarise their thoughts here. “Sales is a lonely place”. You might think that Sales directors are in conversation with more people and have more contacts than any other department. In some ways this is…