It was traditionally one of the quarter days of the year when new magistrates were appointed, servants hired and University and Law terms began.
For business it was date when rents were due, leases begun , debts paid - even a day for commercial exhibitions and fairs.
This year's Nottingham goose fair, the 717th will run from from October 5th-9th http://www.nottinghamgoosefair.co.uk/
A traditional treat for Michaelmas was roast goose years ago. A saying went
I was reminded of this in the early morning of Michaelmas day ( 29th September) at Cheadle House Conference venue when I went for a quick stroll before breakfast round the Cheadle Royal Business Park and encountered a gaggle of geese and a pair of Swans waddling toward the venue .
(This month's issue features articles on how to create your e-selling footprint by Sean McPheat www.e-selling.com , Recruitment of sales talent by Iain Chambers www.holstgroup.co.uk , William Holden of Sewells www.sewells.com on Sales Leadership, Beth Rogers on Sales forecasting firstname.lastname@example.org and an article by Jamie Panter of City Therapy Patners www.city-therapy.com on a different view on sales`management.)
Then at 10.30 a.m. on behalf of the event hosts, Ursula Lavis opened the executive forum of The Institute of Sales & Marketing Management for September 29th 2011- welcoming the members and acknowledging the sponsors of the day Ellis-Salsby www.ellis-salsby.co.uk and De Vere Venues www.devere.co.uk .
First up to speak was TACK International's Sales Director Carole Hudson. www.tack.co.uk
'Calling all salespeople' -Carole reflected on the changes in selling from technological through the power swings to customers, the way they buy and their expectations of of service and value.
Today's sales professional must leverage relationships through knowledge and giving value in establishing themselves as trusted advisor to their buyer.
So much of today focuses demonstrating brand behaviours, engaging procurement professionals with a compelling business case and exploiting the power of technology.
Today's sales leaders are split between the strategic sales director who provide vision , inspiration, direction and a link from the board to communicate the whole picture. This vision is then is translated by Sales managers who are more and more the tacticians whose impact is to motivate the sales force directly.
The quandary for today's sales managers is deciding on what their role is to be.
They are leant on to generate revenues form the board and and expected to develop their people. When the pull on their time is stretched between managing their own accounts and responding to the board to hit targets and pressure from their team to support them more.
The challenge is to keep on target plus monitoring the sales pipeline. They need to keep their star salespeople on board whilst developing the poor performers.
In the current recruitment market, they need to select the best talent.
Ed Charvet from Trovus gave a great couple of sessions on Measurement and Trending of Digital Sales and marketing data and how to exploit social media to best advantage.
For more on Ed and his 5 dangerous trends facing b2b business http://fruitsofsuccesswithhugh.blogspot.com/2011/07/5-dangerous-trends-facing-b2b.html
My role at the forum was to share with the ISMM members the headline numbers of the latest TACK research Study- Leadership in Sales and Business generation- which I have been working on this summer. ( scroll down for key point summary) www.tack.co.uk . The executive summary will be available from TACK in October.
It was great to be among friends from the selling profession who helped me examine the data the survey has produced and the implications it has for the profession. It was also encouraging to get such positive feedback about the work.
To keep the audience engaged and involved at the forum we used a polling system akin to what you see used by the TV audience of "who wants to be a millionaire"
Fortunately I had the 'ever-cool' Iqbal Kanji from TACK at the controls of the 'mixing desk' - his laptop ,to supervise the technology.
The system from the users' point of view was simple to operate. They enjoyed the questions put to the room. The system helped for involvement and interactivity from the start.
The version of Pebble we were using produces the results and projects them quickly although for some reason the words of the question is not redisplayed on the result bar charts and pie charts.
De Vere laid on a great spread for lunch and kept us fed and watrered throughout the day.