The meritocratic profession:

It really is a meritocracy. The results speak for themselves in terms of the new business you are going to bring in and in terms of customer retention levels.

Inspiration:

One Friday afternoon, having sold a lot, I said to myself: "Why is there a Marketing Institute and not a specific body representing sales people?"

Competitive edge:

What gives them sustainable, competitive advantage is a quality sales force and the relationship management with the customer.

The challenge:

Sales professionals must understand their customers' needs and adapt their capabilities and products to the needs.

The goal:

We have started on the path towards increased professionalism.

The job:

It is a very tough job. There is a lot of rejection. But if you are prepared to work hard, you can do very well.

The face to the voice:

With all the technology you cannot beat the interface. You cannot beat someone dealing with you in an efficient manner, following through, someone you can specifically deal with.