Grant StewartIn 1993 his book Successful Sales Management was published (Prentice Hall/ Pearson Education). This has become a best seller in its field and is printed in 15 languages. Grant formed Langham Management Consultants after a successful two years on the Board of a marketing services company. In Financial Services, he has specialised for a number of years in developing Branch Planning and Sales Management systems for Banks, Insurance Companies and Building Societies, and in training all levels of field management to implement business development objectives by improvements in skill and attitude towards the customer base. His work is often seen as a major part of culture change in organisations striving to move from internal, administration orientation to an external, customer oriented approach. In Consumer and Industrial Markets, he has worked for over 25 companies in the area of Key Account Management, developing planning methods and training KAMs. He has been a Course Director of the Chartered Institute of Marketing since 1999, conducting many Open and tailored programmes, including a module on advanced relationships and negotiation for the Intensive Diploma in Strategic Sales Practice.
Q: What do you wish someone had told you when you were starting out?
A: That the soft skills of people management such as coaching, leadership, and motivation, are more important than the hard skills of analysis, planning, and control
Q: What is the best advice you’ve ever been given?
A: Always consider all options before making a decision so that you avoid ‘acting in haste and repenting at leisure’
Q: What is your top tip for success?
A: Be able to deal at all times with stress and pressure, and constantly look for new creative solutions to every problem. Never follow the crowd