kojo blog

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…

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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…

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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,…

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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.

Kojopro: Sales Leadership Training Platform February 14, 2020 by  in kojo blog, KojoPro

Kojopro is such a useful toolkit for sales managers, business owners, sales directors, learning and development professionals and human resources departments. It’s a platform that gives all of these teams and individuals access to the methods, processes, tools and approaches that enable you to create an exceptional sales team – no matter how big or small your business.

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

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…

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10 great sales research sources July 9, 2019 by  in kojo blog, Latest News

In some ways, the sales development sector has been a story of the wild west and snake oil salesmen: “Follow my 6-step process in your industry and you will be the best in your sector for sales growth”. For many years, sales was considered an art not a science. Now sales research has come of…

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Your 2020 sales training budget survival guide July 2, 2019 by  in kojo blog, Latest News

  Is it a bit early to start thinking about your sales development budget for 2020? We say now is the time to start! Many organisations begin their budgeting process at the end of summer, with the numbers hard baked by October. Assuming you want to involve external providers, how long will it take to…

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