I would also challenge premise #3. Sellers control very little – only five things – and it’s the ability to master those few things and to imbue them with an appropriate urgency that sets a strong sales practices apart from a weak sales practices.

Good luck with the new venture. The profession needs it.

I think the real problem is with British companies, who are not tuned in to ongoing sales training, hence the paucity of quality training companies – supply and demand, after all, you don’t find supermarkets in the middle of the desert?

My experience is that most British companies believe that “selling” is something you learn once – rather like taking a driving test – and once you have been on one course, you know everything there is to know.

I could talk all day about the value of ongoing coaching, mentoring and training – and share my own client’s experiences.

There are good British sales experts, but the best of them are plying there trade outside the UK.

Thanks for commenting.