An MSc in Sales? Really?
Dr. Grant Van Ulbrich
??Founder | TEDx Speaker | Doctor in Sales Transformation | Researcher | Author | Certified Sales Coach | Creator of SCARED SO WHAT?, 1st bespoke Personal Change Model? | Cranfield Fellow | F.F. ISP
Would you like to turn up the heat in your sales team's learning ability? Are your weekly meetings focused on Objectives and Results only? Jordan, J., & Vazzana, M., (Cracking the Sales Management Code 2014) Wouldn't it be great if there was actual science, theory, processes, and ways that you can enhance the sales team even further? For years, Accounting, Finance, HR, Marketing and many other business units have had degree and certificate learning paths. Learn them, earn them, and you're set to work in any business. But what about sales? Can you get an actual degree solely in Sales?
I've been in sales for many years. Transforming sales departments on board our ships has not only been a pleasure, but a sincere joy. There's nothing better than helping others to buy a vacation while they are already on a vacation. Selling our ships and the excitement they offer, is really like selling our home and inviting them to return. Using all the normal basic sales principles like openings, closings, probing, consultative sales processes, overcoming objections, competitive analysis, CRM applications, etc., comes easy right? I mean, we got this. It's difficult to find any formal higher education on just sales. Loads of programs, seminars, and people who think they've cracked it....even mastered it. But times are changing. Products and the way we buy are changing. Now people can buy online, through their smartphone, an app, or even through Alexa using voice commands only! How do we master the next wave in sales transformation? CRM's are excellent tools but will they actually do the selling? We need these tools to keep up with all the data bits and processes alike. But how do you transform yourself to advance to the next stage in sales and keep up, let alone soar?
Your worry is done. Put it in the past. The answer is here, and it's happening now through Consalia and their partnership with Middlesex University's MSc Leading Sales Transformation degree program. Times have changed and finally the degree world has caught up with SALES! Click Here for Video
Last week I started on that journey. That's right! At 47 years young I've transitioned from Miami to Barcelona to start a new sales transformation journey for our teams. And through the amazing support of my boss, mentor, and friend, I'm now a masters student at Consalia and Middlesex University. With just over 100 alumnae in the program, our new cohort began the journey last week. IT IS AMAZING!
I went in with an open mind, open heart, and an eagerness to learn a new path. How can this help my teams, our business, and will I be able to do it? Dr. Phil Squire, our head master of the program and CEO at Consalia said YES! We can!
So what will we learn? What's the secret? Calm down and breath! It's just over 2 years of learning and applied work based study, and I'll find out. But already just after the first week my head is full and my eyes are open. Transformation - true sales transformation - how do you do it? What ways can you do it? Ever heard of Appreciative Inquiry as a method of change management? Well, i'm here to tell you, I like it MUCH better and I know you will too! What about tools to diagnose sales problems and opportunities? How do you approach them? Through 5 Why's, Korthagen's "Onion Model", Gibbs Reflective Cycle and more. I'm learning about perception of others and how they perceive me. And what about values? Yes, I have those...but are they they same as when I'm at home and at work? How do my values and perceptions come into the way I sell, mange or lead others?
Why is "Reflective Thinking" so very important in sales? And I had no idea about the various types of ways in doing this; through Reflection ON Action, FOR Action, and IN Action. And if that wasn't exciting enough...then there are the sales mindsets. This is really interesting as it puts the mirror directly in front of you. Something we as sales people might be intimidated to actually do, but it's critical and necessary.
Why do people buy from ME? And what about my sales team? Unlocking and discovering the various sales mindsets we may be in, and the ones we should be in, is absolutely a must for each and every sales professional.
If you cannot tell by now, I'm very excited. I feel blessed, honored and just thrilled to be a part of this year's cohort at Consalia & Middlesex University's MSc, Leading Sales Transformation.
For now....onward with Module 1...Here we go!
Curious? Want more information? Join the next wave of sales professionals by learning more here: MSc Leading Sales Transformation degree program. Click Here for More Information
Encouraging people to achieve their potential through work-based learning, coaching and supporting learning agility.
6 年Reflection 'In Action'. Great to see. I'm looking forward to the project Grant!
Hi Portsmouth has been there for 10 years and they were also on the Trailblazer Group for the undergraduate BSc programme in recognition of their expertise. ?Interestingly they took the decision not to launch the undergraduate degree just yet. I hope they do so. The MSc that Grant is referring to has been established in the UK in the UK since 2012 but only offered on an in-house basis until recently so possibly under the radar ?. So far ?approx 100 Masters students have qualified or qualifying . Re the undergraduate programme that has just started there are circa 50 60 ?BSc students so far with another 200 planned for next year . We are seeing in my view a shift in the UK promoted by the apprenticeship levy - a government initiative . So good news. ?(These are the ones we are running not sure of others )?
Trainer. Mentor and Lecturer in Sales Management - Specialises in Lean Six Sigma Sales Process Improvement.
6 年Well done Grant. Unfortunately in the UK there are very few post graduate degrees specifically in Sales, which is such a waste. There are a number of reasons for this, but in essence, sales as a function has not done a brilliant job of promoting itself to potential students, employers or academia.
I help people keep more of their hard won money by significantly reducing their Utility bills
6 年Portsmouth University have been doing this for a decade or more.
Academic and applied researcher in business and management. Member of the Market Research Society
6 年An excellent move. Selling is a vital social interaction in the commercial world. The historic academic relegation of this practice to a mere element of the marketing mix was always counter to the intuitions and experience of business professionals.