An updated edition of Death of the Salesman has been launched in the UK. Sponsored by CPM International, the book expands on the original version and takes a more in-depth look at the UK and European markets, challenging the way in which many businesses approach their sales function. The new book includes a companion website, www.deathofthesalesman.co, which includes a self-diagnostic tool and promises to provide continuously-updated information, research and downloadable tools as well as case studies on sales outsourcing from around the world.
Authors Alex McKay, Graham Brown and Neale Skalberg argue that the sales strategy of many global businesses has remained largely stagnant while other areas of their businesses have evolved over time, and suggest that the sales function is ripe for reinvention. Research shows that 70% of businesses outsource functions like IT, HR, Finance and product development, yet only 12% outsource their sales function. Death of the Salesman explores a number of myths and perceived barriers that are deterring businesses.
With CPM’s support, the authors commissioned the first major studies of their kind through the University of Portsmouth Business School and the Australian Centre for Retail Studies at Monash University, Melbourne. In addition, Dr Beth Rogers of Portsmouth Business School shares insights from her own research involving senior sales decision makers. The results of all this research have been drawn on extensively in the book, along with the results of other publicly available studies as well as the extensive experience of the authors and CPM colleagues around the world.
Dr Rogers describes the book as a welcome contribution to the conversation about sales outsourcing. Her research has led her to conclude that with the increasing knowledge, scale and sophistication of the sales outsourcing industry, a class of global consultancies may be emerging in the sales arena, as contract sales organisations make the transition from being a tactical resource to strategic partners.
