Editorial & Advertiser Disclosure Global Banking And Finance Review is an independent publisher which offers News, information, Analysis, Opinion, Press Releases, Reviews, Research reports covering various economies, industries, products, services and companies. The content available on globalbankingandfinance.com is sourced by a mixture of different methods which is not limited to content produced and supplied by various staff writers, journalists, freelancers, individuals, organizations, companies, PR agencies etc. The information available on this website is purely for educational and informational purposes only. We cannot guarantee the accuracy or applicability of any of the information provided at globalbankingandfinance.com with respect to your individual or personal circumstances. Please seek professional advice from a qualified professional before making any financial decisions. Globalbankingandfinance.com also links to various third party websites and we cannot guarantee the accuracy or applicability of the information provided by third party websites.
Links from various articles on our site to third party websites are a mixture of non-sponsored links and sponsored links. Only a very small fraction of the links which point to external websites are affiliate links. Some of the links which you may click on our website may link to various products and services from our partners who may compensate us if you buy a service or product or fill a form or install an app. This will not incur additional cost to you. For avoidance of any doubts and to make it easier, you may consider any links to external websites as sponsored links. Please note that some of the services or products which we talk about carry a high level of risk and may not be suitable for everyone. These may be complex services or products and we request the readers to consider this purely from an educational standpoint. The information provided on this website is general in nature. Global Banking & Finance Review expressly disclaims any liability without any limitation which may arise directly or indirectly from the use of such information.


Skills demonstrated by salespeople, including negotiation, persuasion and being a good listener, have been named vital to career progression in a study conducted among senior business leaders by Huthwaite International and YouGov.

Leadership and people management skills came out on top in the survey, cited as important to career advancement by 63 and 61 per cent of respondents respectively, followed by skills that are integral to sales roles, including listening (51 per cent), negotiation (46 per cent), persuasion (45 per cent).

Interestingly, the research also indicates that ‘sales skills’ per se are not regarded as highly, coming second to last in a list from the study on 24 per cent, above only digital awareness on 19 per cent.

This suggests a lack of understanding in business of the skills involved in successful selling, according to Tony Hughes, CEO at sales and negotiation experts Huthwaite International.

“This study also demonstrates just how valuable the skills possessed by successful salespeople are. From negotiation and persuasion to listening and asking intelligent questions, sales roles equip people with some of the most important skills for career advancement.

“However, sales still suffers from people mistakenly believing that it’s simply wheeler-dealing or being pushy. Instead, being an effective salesperson requires a broad range of skills. You must ask the right questions to probe and test people’s needs; you must be able to make the connection in the client’s mind as to why your product or service solves a problem they are having; and you must be able to negotiate so that both parties come away feeling happy with the deal,” says Hughes.

Looking at the results by industry, financial services is the biggest believer in listening skills and questioning skills helping people get ahead, on 60 per cent and 42 per cent respectively. The industry that rates leadership most highly is retail, on 67 per cent. And unsurprisingly manufacturing is the biggest believer in having specialist/role-relevant skills on 43 per cent.

“Sales are not a dark art that only a chosen few are able to practice. Most people in business have a role in the sales process at some point, it doesn’t only happen in the sales department,” finishes Mr Hughes.