Newsletter Issue 9 : November 2014


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James Mayes, Commercial Director, Mind the ProductRetaining Top Performing Sales Staff – a few thoughts from Brian Reffell – Sales Director, C5 Communications

I am often reminded of how one of the preponderant concerns of senior management is the turnover rate of sales staff. If, like me, you strive to produce, train and manage a stable sales team, improve their performance and retain the best performers, then I have a few ideas that I would like to share with you.

Firstly, it’s not all about the money. If you want to understand why sales people leave, and we all do, you must grasp that concept. There is a vast amount of hard data out there now (refer to Maslow’s Hierarchy of Needs, as a good starting point) that validates this point - money is almost the last reason they leave.

They mostly leave when a range of extra dynamics comes into play that makes accomplishing their objectives unrealistic. Consequently to keep sales performers that make the difference, you must introduce essentially thorough sales management practice.

  1. Develop realistic goals and objectives with your team members that are mutually discussed and agreed. You will both have bought in to what needs to be done and when it needs to be done and the resources required to deliver the results.
  2. Remember, the sales team is your client. Managers who spend effective time with their team have a client attention focus; they are taking care of their customers - the sales force.
  3. Don’t do their job for them; help them do their job better. Assist, compliment, improve, and repeat. Good sales people enjoy the opportunity to show their skills, especially in front of their manager.
  4. Actively listen and pay attention to what your team is telling you. The quickest way to establish trust is to ensure that fearless and effective communication is encouraged and acted upon when and where necessary.
  5. Be consistent. Established and self-confident sales managers maintain composure in times of stress; they do not expose their team to temper tantrums and unprofessional behaviour.
  6. Be even-handed when supervising your team. Playing the favourites card is probably the single fastest way to destabilise an entire sales team. Make sure you let your team know they are being measured only on results. Leave politics to the government!
  7. Tend to your culture. The best product or service will only be slightly successful unless it is correctly offered. The consequences of having an ineffective sales culture are numerous; so make sure you determine those elements needed to build a positive one.
  8. Kaizen. Check and constantly maintain and improve your policies, internal processes, procedures and practices to ensure that they do not impede or make the sales force less effective. It may not be that the sales team needs to be motivated as much as the company needs to understand why they are being demotivated (should that be the case).

Finally, expect results and top performance and expect your sales team to respond. Take a proactive position; ensure everyone has the same goals. The accomplishment of successful objectives leads to goal attainment. Incredible results emerge and your performers will know that they are valued and their contributions are vital. Sales people stay when they see their personal and professional goals have a way to be accomplished within your organisation.


Informa's growth strategy: Markets and users, not platforms

Centaur Media plc - Second Interim Results

UBM outlines Events First strategy

Centaur upbeat on 2015 outlook

The industrialisation of a global events business: recipe for growth or stagnation?

GCN Talent - 6 months on...

Our new recruitment arm, GCN Talent, is now 6 months old. In this time we’ve established some great relationships with some of the biggest names in the conference, exhibition and live events sectors and have placed a significant number of candidates in some really great roles; Content Directors, Heads of Production, Lead Conference Producers,  Senior Sponsorship Sales and Event Project Managers to name just a few. We’ve placed candidates with organisations including Euromoney, i2i, Centaur Media, Hanson Wade, GetEnergy, Institution of Mechanical Engineers and WTG Events  We’re working hard every day to make even more connections, help more event industry professionals to find their ideal role – and build the biggest and best global recruitment network for employers and candidates in the industry.

 “We’re really pleased with the working relationship we’ve established with Kevin and GCN Talent. We’ve met some really strong candidates, made a number of great hires – and are looking forward to continuing to work together”.
Phil Andrews, CEO, GetEnergy

If you’re a candidate looking for a new role, please have a look at our current vacancies or register your CV . We’re always looking for the very best talent in the sector, so please click here for details of our new referral reward scheme. You can also follow us on Twitter and like us on Facebook

If you’re a recruiter looking for help with a particular vacancy or recruitment campaign, please call us on +44 (0)20 8123 5805 or email and we’ll be delighted to discuss your requirements and how we can help.


For more information about GCN Talent see:

Events & Digital Marketing Manager – Professional Association – London – circa £40K

Head of Production – Conference Industry Start Up – London - £40K-£60K DOE plus bonus and share options

Global Sponsorship Sales Manager – London – Up to £50K base plus commission plus excellent benefits

Conference Development Manager – Creative/Marketing Events – London - £40-£45K plus profit share and benefits

Marketing Campaign Manager – Large Scale Congress/Awards – London- £38K plus 20% bonus plus benefits

Sponsorship & Exhibition Sales Director – London – Up to £50K base - £90K-£100K OTE

Head of Conference Production – Kuala Lumpur - £Neg plus possible relocation allowance


conference summit

The Conference Summit is the most established and recognised annual meeting of leaders and senior executives in the commercial conferences industry. Over 150 are already signed up to attend – see the list of attendees and the very latest agenda.

To book your place or find out about group discounts or our special three places for the price of two visit here or contact Sian on +44 (0)208 788 3710.


New Year Drinks Reception for Operation and Events Professionals

Sponsored by

This is a drinks reception on 4th February 2015 for operations professionals who want to network and share ideas. Taking place at the brand new etc venues, Euston and kindly sponsored by Meetings and Exhibitions Hong Kong who will be sharing information about their forthcoming FAM trip to Hong Kong in June 2015.


We have been delighted with number of entries to the first Association Excellence Awards. These prestigious awards will recognise and celebrate the important and excellent work done by individuals and teams from professional and trade associations.

There are 18 categories, and entries will be judged by over 25 of the most accomplished senior association leaders. To attend, simply book your place here.


Global Conference Network Salary Survey @014

The first ever Global Conference Network Salary Survey was developed to give the Global Conference Network community an annual benchmark for salaries, performance related pay and benefits packages across the industry. The survey closes this week so please submit your response by Friday 21st November 2014 at 5pm.

All survey respondents will be entered to win the following fabulous prize draw, kindly donated by Hong Kong Tourism Board and Dubai Tourism:

Win! A luxury trip to Dubai & Hong Kong for two*

  • Return flights from all UK airports will be provided courtesy of Emirates
  • Accommodation will be at 5 star hotels - Shangri-La, Dubai for 2 nights and Kowloon Shangri-La, Hong Kong for 2 nights for two people sharing including buffet breakfast

Complete Survey >

The winner of the prize and the survey results will be announced at the Conference Summit 2014 (5th December, London) and a report of the results will also be made available to all survey respondents in early January 2015.

A report will then be sent to all survey respondents on 5th January 2015. This survey will close on 21st November 2014.

* Please read the terms and conditions before entering the competition to win a trip for two from the UK including flights and two nights five star accommodation to Dubai and Hong Kong. Entries will include all salary survey respondents (completed by 21st November) and all Conference Summit 2014 attendees.