A sales veteran with over 30 years of experience, Peter Gilbert is MD of HR Chally SA (www.challysa.co.za), an international sales consulting company specialising in talent management and recruitment. He is passionate about sales as a profession and the identification of real sales talent who can really sell! Email him at
Peter Gilbert is MD of HR Chally SA (www.challysa.co.za), an international sales consulting company specialising in talent management and recruitment.
A sales veteran with over 30 years of experience, Peter is passionate about sales as a profession and the identification of real sales talent who can really sell!
He has published over 80 sales articles.
Find out how to:
Increase hiring accuracy from typical 55% to >90%
Reduce unwanted churn by 30% in year one
Increase average sales per salesperson by up to to 40% per annum
Identify salespeople who can move successfully into management
Develop a well defined and effective Go-To-Market sales strategy.
Benchmark your sales organisation against world-class sales organisations
Align your entire organisation behind the sales effort
[Peter Gilbert] Belatedly, sales - long the corporate stepchild - is emerging not only as a topic worthy of academic and executive attention but also as the business function where substantive improvement is not only doable but also capable of delivering extremely attractive improvements in shareholder returns.
[Peter Gilbert] Many businesses are primarily sales organisations - nothing more and nothing less. They generally do not bring huge intellectual capital to the equation, they do not make anything, they have no factories to distract them, they generally have no complex supply chain to manage, they buy something or acquire the mandate to sell something, and then they sell it.
[Peter Gilbert] The new sales professional has a new focus: demand creation, philosophical alignment, in-depth understanding of the customer's business, positioning, executive credibility and the ability to create business solutions that deliver demonstrable financial value to a customer's business.
I become very sceptical when I come across a course, tool, technique, or piece of technology that claims to be the answer to sales management or any other aspect of sales. If a sales manager does not have a Go-To-Market sales strategy, a Sales Operating Plan, an effective opportunity management system etc is unlikely to be successful.
[Peter Gilbert] In an increasingly commoditised and transparent global environment, it is becoming harder and harder for companies to maintain their profit margins selling traditional products and services. Well-established businesses are finding that product/service-based differentiation is more costly and difficult to maintain than ever before, and the resulting product differences are increasingly less meaningful.
[Peter Gilbert] Given the importance of "rainmakers" to the financial wellbeing of a bank, you could be excused for assuming that banks would be highly focused on recruiting and retaining the best sales talent available. But, you would be wrong!
[Peter Gilbert] It is now a business truism that products and services are becoming commoditised more rapidly than ever before, and margins of most industrial businesses are under increasing pressure. Winning companies are, however, discovering that if you cannot differentiate yourself by what you sell, and you cannot differentiate yourself by how you sell, you will, by default, have to differentiate yourself by how much you sell it for.
[Peter Gilbert] In the 1980s, America wrested the America's Cup from New Zealand by resorting to radical change, and competing with a catamaran which comprehensively outperformed New Zealand's conventional monohull in the prevailing light winds off California. Much the same situation prevails in selling in recessionary markets.