Business to Business Selling
Debate between Mark Hendrick and Mark Pawsey(2 years ago)
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Sir Mark Hendrick (in the Chair)
I will call Mark Pawsey to move the motion and then I will call the Minister to respond. As is the convention for 30-minute debates, there will not be an opportunity for the Member in charge to wind up.
Mark Pawsey (Rugby) (Con)
I beg to move,
That this House has considered business to business selling and encouraging jobs and growth.
It is a pleasure to serve under your chairmanship, Sir Mark. I am delighted to have finally secured this important debate to consider the importance of business-to-business selling, which I will refer to as B2B; why there needs to be a selling revolution; and what needs to be done to upskill the B2B sales workforce—particularly in small and medium-sized enterprises—and to encourage more people to train in B2B selling. Finally, I will set out some measures that the Government could take to encourage professional sales both at home and abroad.
This debate was prompted by my chairmanship of the all-party parliamentary group for professional sales and by my 25 years’ experience of selling. Like most people who end up in sales, I had no intention of becoming a salesperson. Few people set out to make that their career path, but they end up there through other routes. As a business-to-business salesperson, I spent 25 years driving the motorways of Britain to talk to my customers and understand their needs. As a manager of B2B salespeople, I helped my sales team to win business, grow the business I was working for and drive prosperity.
It is with the benefit of that personal experience that I argue that the UK would not function without business-to-business selling. It is a huge and important part of the economy. In many businesses there is a saying: “Nothing gets made until a salesperson has taken an order.” That is the importance of the sector. Since I left the profession to come to Westminster 12 years ago, the job has become more demanding: it requires deep product knowledge but always with a high need for customer insight, empathy, communication skills, collaborative working, strategy and critical thinking.
Why is selling to business important? It is important to the economy and to create wealth, and it supports 10 million jobs. It is skilled work, and it was recently re-categorised as a profession by the Office for National Statistics. That upgrade in status was based on evidence that the majority of B2B sales job postings call for a degree and five years’ experience. It is an important fact that 80% of UK businesses make part or all of their turnover from selling to other businesses.