Feb. 21, 2018 "Fix to Canada's sales-talent gap starts with a change in mindset": Today I found this article by Mike Silagadze in the Globe and Mail:
Founder and CEO, Top Hat.
Sponsor, The Great Canadian Sales Competition.
The Canadian ecosystem has grown incredibly over the past five to 10 years, especially in the tech sector, where we're increasingly seeing game-changing innovations and international interest from investors.
In fact, 2017 was a record year for investment in Canadian tech, with a total amount of funding reaching $2.7-billion and the average deal size spiking by 31 per cent from 2016.
However, we're also experiencing a serious shortage in young sales talent – potentially becoming a significant barrier to long-term growth.
Despite the fact that career openings in sales are on the rise, it continues to be ranked as one of the most difficult jobs to place. According to Manpower Group's annual Talent Shortage Survey, sales ranked in the top-five hardest jobs to fill in Canada in 2016. And among the 10 broad occupational categories, sales and service occupations had the largest number of job vacancies in 2016, according to Workopolis.
Sales positions in technology companies are not being filled, largely because young people either have negative misconceptions, lack of understanding of where a career in sales can lead or both.
Most people think of consumer sales (such as door-to-door, car sales) when they think of sales, but in the corporate world, it's more about educating clients and solving real business problems. Everything falls to sales and it represents one of the most highly respected areas within the business.
It also offers great opportunity for growth with fast career progression potential for top performers.
It also offers great opportunity for growth with fast career progression potential for top performers.
It is clear that there is a gap in the market between the jobs that are in demand and those that are sought after among graduates. To foster change and bridge the gap, we need to start by changing the perception of a career in sales.
Programs such as The Great Canadian Sales Competition are working to do just that.
It's a unique program that educates students about a profession in sales and connects new graduates with companies looking to hire and invest in young talent. It's all done through a fun and interactive sales pitch competition.
When graduates can learn, network and see first-hand what a career in sales is all about, it eliminates the negative misconceptions that can be associated with the field and opens their eyes to opportunities they may not have previously considered.
In fact, according to The Great Canadian Sales Competition's Annual Perception of Sales Survey, only 11 per cent of students considered a career in sales prior to participating in the program. That number rose to 90 per cent after going through the competition and learning more about the industry from today's leaders.
Beyond career opportunity, to bridge the gap we need to look at sales as a life skill and encourage more universities and colleges to integrate selling into their curriculum.
Selling is core to everything we do in the work force, and it's an important skill for new graduates to have and continue to develop. On a day-to-day basis, whether you are an intern or an executive, we all sell. It's about teaching students the relevant skills that are going to make them job ready when they graduate.
Many companies are taking ownership of this issue internally, setting up in-house training programs to fill the skills gap and help transition new hires. At Top Hat, we're investing in the next generation of tech sales leaders by providing them with the training and opportunities that will not only benefit them in their sales careers, but will also set them up for a career in senior management and leadership roles.
We're offering a comprehensive two-year sales training program called Top Hat Sales University, which is aimed at new graduates and candidates with 0-2 years of sales experience.
This program covers the fundamentals of sales, and training focuses on everything from building rapport and credibility, prospecting and pipeline management, to closing tactics, and negotiation and leadership skills. It also doesn't hurt that, upon completion, graduates will receive a certificate and up to two months of paid leave.
This program covers the fundamentals of sales, and training focuses on everything from building rapport and credibility, prospecting and pipeline management, to closing tactics, and negotiation and leadership skills. It also doesn't hurt that, upon completion, graduates will receive a certificate and up to two months of paid leave.
If we can educate students on the opportunity a career in sales affords, we can change the mindset and begin to bridge the gap. By investing in young talent, Canadian companies can start to address this major business challenge.
https://www.theglobeandmail.com/report-on-business/careers/leadership-lab/bridging-sales-talent-gap-requires-change-in-mindset/article37991051/
Mar. 12, 2018 "Why more women should consider a career in sales": Today I found this article by Joan Leroux in the Globe and Mail:
Mar. 12, 2018 "Why more women should consider a career in sales": Today I found this article by Joan Leroux in the Globe and Mail:
Senior vice-president, sales, PointClickCare.
According to the most recent Statistics Canada report, there has been a substantial increase in the number of women entering the work force, with most pursuing professional careers (doctors, lawyers, etc.) and more and more pursuing business.
However, one field that has not progressed as quickly is sales. The percentage of women in sales roles has only increased by 3 per cent over the past decade, according to a LinkedIn study.
Now, more than ever, is the time for women to enter sales.
At least 50 per cent of all sales leaders in Canada are specifically looking to add more women to help round out their work forces, and it is not for PC reasons.
Statistics show that women perform great in sales. Many believe women are great listeners, relationship builders and even better hunters, not letting their ego get in the way.
In the corporate world, sales is about educating clients and solving real business problems - it's less about selling and more about partnering to find a better outcome. This is something many women excel at, as they can get to the heart of the matter quickly and naturally ask questions with this mindset.
For women graduating from school, entering or re-entering the work force, or considering a career change, working in sales offers great opportunities and growth potential.
Performance, not gender-based compensation
Regardless of gender, sales offers a career path with a level playing field where anyone can demonstrate their strengths and provide value to an organization; it's not limited by anything beyond the expectations you put on yourself.
If you're ambitious and want to lead a company, sales is a great place to start. Many CEOs come from a sales path, and there is potential for fast career progression for those who are top performers.
Contrary to what some may believe, sales is the only role outside of the C-suite where you can earn as much as your ambition and achievement allow, and where compensation is based on performance, not gender.
Misconceptions about selling
Some think to be successful in sales you must be thick-skinned, have a big ego and be incredibly extroverted. That bit of 'fake news' makes some people shy away from sales as a career option.
However, stats show that women perform great in sales. According to Hubspot, women's win rates are 11-per-cent higher than men's (on average) based on a 2017 report.
Sales is consistently one of the most widely advertised jobs on the internet and there is sadly a great deal of misconception around what it means to work in sales.
Everything falls to sales and it represents one of the most highly respected areas within the business. For women who like being part of the action and are driven by targets, there is no better place to be within a business then on the sales team.
Work in an industry that motivates you
Right now, there are great sales jobs available across the country. Sales is the pillar of almost every company and the choice of industry to work in is wide-ranging.
Whether you're interested in working in a small or large firm, in communications, IT, health-care products or business software, the opportunities are endless.
Often, there are also flexible working arrangements and telecommuting opportunities in sales that allow for more work-life balance.
Often, there are also flexible working arrangements and telecommuting opportunities in sales that allow for more work-life balance.
There are also great resources available to support you on your journey. When I first began my sales career, sales programs didn't exist, but now there are great options and opportunities that provide ongoing learning.
The Canadian Professional Sales Association offers a wonderful certification program, and programs such as the Great Canadian Sales Competition help educate students about a profession in sales, while giving them an opportunity to practise and develop soft skills.
Advice for women looking to get into sales
It's vital to understand your strengths and leverage them.
If you are naturally curious, have high empathy and passion for solving problems, sales is a great career option. I often hear women say to me, "I could never be in sales, I couldn't handle the constant rejection," but it's important to embrace the rejection.
When a customer says "no,' or "not right now," it means you may not fully understand what they are trying to accomplish and where your solution could add value.
If you still get a "no," then you need to move on. It's not personal.
If you still get a "no," then you need to move on. It's not personal.
What you offered may not solve what they need right now, however, you will have learned some new things along the way.
https://www.theglobeandmail.com/report-on-business/careers/leadership-lab/why-more-women-should-take-on-sales-roles/article38258445/
Aug. 19, 2018 Top Hat: I decided to look it up. This company is in Toronto and it's more aimed at teachers.
When 65 percent of students are opting not to buy the latest editions of already-out-of-date textbooks, the fix is in: Something’s rotten in the state of educational publishing. Luckily, the rise of technology in the classroom has resulted in high-quality alternatives to outdated and expensive print textbooks—alternatives that mean major savings for students.
https://tophat.com/textbook-affordability-calculator.html
Easy-to-use tools to engage your classroom, adopt and author next generation interactive textbooks, create assignments on the fly and securely administer tests
Aug. 19, 2018 Top Hat: I decided to look it up. This company is in Toronto and it's more aimed at teachers.
When 65 percent of students are opting not to buy the latest editions of already-out-of-date textbooks, the fix is in: Something’s rotten in the state of educational publishing. Luckily, the rise of technology in the classroom has resulted in high-quality alternatives to outdated and expensive print textbooks—alternatives that mean major savings for students.
https://tophat.com/textbook-affordability-calculator.html
Easy-to-use tools to engage your classroom, adopt and author next generation interactive textbooks, create assignments on the fly and securely administer tests
Top Hat Classroom
Flip your classroom, gamify lessons, energize discussions, take attendance and build engagement directly in students’ devices
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Leverage students' devices in class to increase participation
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Upload your slides easily and add interactive questions
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Take attendance effortlessly and prevent absent students from bending the rules
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Launch real-time polls to gauge student understanding
Top Hat Textbook
Give your course a solid foundation with Top Hat Textbook, a revolutionary new model for adopting, customizing, creating and sharing course content
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Created by and for educators like you
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Fully customizable to suit your course needs
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Always up-to-date; no new editions to purchase
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Embed questions and assessments directly into textbooks to see student progression through the material
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Free or low-cost, making education more affordable for your students
