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Friday 15 July 2011

Week 11 of The Apprentice shows that research is critical

One of the most important aspects of being a salesperson is conducting plenty of research so you know your role and the sector inside out, as it maximises the chances of success.

In this week's episode of The Apprentice, this was highlighted as both sides made mistakes when launching their business models for a new fast food restaurant without properly understanding their market.

In the case of Jim's team, which launched a Mexican restaurant called Caraca's, the main problem was that the name they chose was the same as the capital of Venezuela, and also had a stray apostrophe which gave potential customers an immediate insight into their lack of grammar skills.

Meanwhile, Helen's team, consisting of herself and Tom, came up with a good idea in the form of the British pie and mash restaurant MyPy, but slipped up by naming one of the dishes after Christopher Columbus – the Italian explorer.

However, as always, the chop fell on the team with the least viable business idea, and it was a complete lack of research and preparation which was the doing of Jim's team.

Not only was he embarrassed in front of industry executives when unable to tell them the company's expected costs and margins, but also had a mental arithmetic mindblock.

MyPy was the runaway winner and Jim, Susan and Natasha had to face Lord Sugar, but it was Natasha who came under fire for not utilising the expertise gained in her hospitality degree - a qualification she frequently alluded to during the show but failed to use to her advantage.

Commenting on the episode in his blog, motivational speaker and sales training expert Gavin Ingham pointed out that there is no room to hide in sales, which is why Natasha was fired.

"Sales leadership is about inspiring and guiding your teams. Sales leadership is about getting the best out of your teams. Sales leadership is about communication, direction and strategy," he added.

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Posted by Wayne BlyADNFCR-1617-ID-800623971-ADNFCR

Source: The Sales Executive News

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