accio

Salesperson's
Secret Code

accio

Salesperson's
Secret Code

accio

Salesperson's
Secret Code

The Salesperson's Secret Code

is a wide ranging study into the beliefs, values and habits that underpin high performing sales people

 

 

Over the coming months we will be interviewing hundreds of sales people from different businesses, sectors and cultures. The thousands of pieces of both qualitative and quantitative research will be illustrated through stories of individual sales success.

Our objective is to write a book that is easy to read, engaging and thought-provoking, but which is also backed up with rigorous research. In other words, not what experience ‘tells’ us but what we observe as we learn how salespeople behave and how they are driven.

The authors have all ‘carried a bag’ and are passionate about the development of the sales profession.

The book is a collaboration between; best-selling authors Ian Mills, Mark Ridley and Ben Laker from Transform People International, and Tim Chapman, Managing Partner at Sales EQ.

 

  • You dip in, find something that works for you in that moment and come away feeling more positive. This book has real charm.

    Louis Jordan, Vice Chairman, Deloitte
  • Simple and pragmatic – the ideas are applicable to all aspects of anyone’s life. This book has made me think more about my personal impact.

    Rocco Magno, Vice President, American Express

Sales Performance Model

  • sp model

  • sp model

  • The focus of our research is on the individual not the organisation

    We are looking to uncover what makes a great salesperson?

    Some of things we are curious about........

    ....What beliefs, attitudes and behaviours are linked to being a top performing salesperson?

    .......What impact does culture, industry and sales context have?

    .......Does a formal sales methodology or process make a difference?

  • 300 salespeople across a mix of industries, cultures and context
     
    90 minute One to One interviews
    30 minute online survey to provide quantitative data
     
    .....all data is protected and anonymised.

contribute

How can I contribute to the research and the benefits?

  • Investment...

    • 10 sales people for a 2 hour interview and 30 minute online survey.

    Benefits...

    • Presentation of individual company findings and observations.
    • Access to benchmarking data.
    • Contribution towards developing the sales profession.

authors

Decoding the Secrets – Salespersons Secret Code

Authors Ian

Ian Mills

CEO
Transform People International

I am lucky enough to have a job that I love. In the last 15 years I have worked all over the world from Beijing to Peru working with fascinating people and helping them to overcome business challenges and improve results through their people. One of most satisfying aspects of my work is when I get an email from a client sharing a real success story that they attribute to the work we have done.
I have surrounded myself with brilliant people and as the CEO I love the fact that I get involved in all aspects of the business. I still keep my hand in, roll up my sleeves and facilitate events and training programmes as well as selling our solutions and building our company.

 

Authors Mark

Mark Ridley

Director
Transform People International

A founding Director of Transform People International, Mark is a driving force behind this highly successful UK-based training and consulting organisation. For over 15 years the company has worked globally with major corporations to deliver sustainable performance improvement through wide-ranging engagements with senior personnel and executive management of many of the world’s best-known organisations.
For over 25 years, he has worked with senior management to help companies define strategies, improve leadership and boost performance, He facilitates regularly at major conferences and events worldwide and is an acknowledged expert in innovation techniques and collaborative excellence.

 

Authors BenLaker

Dr. Ben Laker

Partner
Transform People International

Ben is a Lecturer at Kingston University and a Partner at Transform People International. He is engaged with a number of high-performing organisations including Apple and NASA. Prior to moving into the academic sector he spent many years as a management consultant. He has since written a number of academic papers which have been presented at global management conferences, and published research findings in The Times, The Independent and The Telegraph.

 

Tim Chapman

Managing Partner
Sales EQ

Tim is a seasoned sales and marketing professional with 25 years experience in the IT, Software and Telecommunications sectors. He has extensive knowledge of complex b2b selling, sales leadership and sales effectiveness on an international level. He has lectured at both undergraduate and post-graduate level at a number of UK Universities. He is a Teaching Fellow in International Business at the University of York.
Whilst at Vodafone Global Enterprise, Tim led the development and implementation of a sales excellence programme for 750 sales managers, global account managers and national account managers across the company's entire global footprint (US, EMEA and APAC)

 

  • You dip in, find something that works for you in that moment and come away feeling more positive. This book has real charm.

    Louis Jordan, Vice Chairman, Deloitte
  • Simple and pragmatic – the ideas are applicable to all aspects of anyone’s life. This book has made me think more about my personal impact.

    Rocco Magno, Vice President, American Express

how can I get involved ?

  • If you would like to get involved in the research we would love to hear from you.

    Our ask is.....to volunteer your sales team we are looking for 10 volunteers per company.

    Our commitment...is to share the anonymised results and provide benchmarking data on how your team maps to the 'best of the best'

    Please complete the form below and one of the team will be in touch.