The Times Sales Performance report

The 2014 Sales Performance report - as originally seen in 'Sales Performance' published by Raconteur in The Times on 17th September.

The world of sales is changing. Increasingly, the sales function of a company is being recognised as a key driver for the organisation’s success. In order to compete with increasing global competition, businesses in 2014 and beyond must invest in their sales teams.

The Times Sales Performance Report 2014 covers different aspects of the sales landscape, including research insights and opinions from leading professionals on channel management, social media, marketing, ethics, value propositions and more.


Key Findings of the Sales Performance Report

The Sales Performance Report is an essential read for business owners, sales directors and senior management who want to make a real difference to their company’s bottom line.

  • “Selling represents the oxygen that enables businesses to thrive”
  • Sales as a function is still under represented in company boardrooms, despite being arguably the most important asset a business owns
  • The nature of sales is transforming and increasing in complexity, now multi-channel and closely linked with business strategy
  • Professionalism in sales is a key focus and this is evident in the investment businesses are making in sales training, and the availability of sales courses at universities and professional development courses

The report explores these elements in detail, providing businesses with a strategic guide on the position of sales in the company. Read the full report by clicking on the link below:


The Importance of Showing Value to Make a Sale

Another real focus point of the Sales Performance Report is the need for sales teams and organisations to understand customer needs and deliver real value if they want to boost revenue, as written by Dan Matthews.

Featured in The Times Sales Performance Report, Tony Hughes, CEO at Huthwaite International, comments on business value and the value gap, and insights from Huthwaite’s Creating and Capturing Value report are shared:

‘57 per cent of sales propositions were resolutely product focused, yet the more effective propositions – from some of the world’s most profitable companies – were both customer targeted and quantifiable.’

Professor Neil Rackham, founder of Huthwaite International and pioneer of SPIN® Selling, also contributes to the report, in which he says:

“For the first time, there’s a realisation that the future of companies depends on sales and marketing in a way that it never has before. If we can’t out-innovate our  competitors, what are we going to do? The answer is, we outsell them.”

Don’t miss out on these findings and many more in The Times Sales Performance Report. Download the full report using the link below:


You can also find out more about sales training from Huthwaite International on our Sales Training pages, or get in touch to discuss your specific needs with our team of sales experts by calling 01709 710081 or use our online contact form.