Contact Andrew Hough
- Email: Andrew.Hough@cranfield.ac.uk
Background
Andy has spent all of his working life in sales. Starting in financial services in Lloyds, then Barclays Asset Finance initially in Manchester, then London. The foundations gained in selling externally and internally, the need for asset finance loans (externally) and the acceptable risk (internally), have never been lost on him.
From there he moved to GE Capital and ran their joint venture with Sun Microsystems Ltd, and from there to EMC2 Inc (now part of Dell). He held roles from Head of Customer Financial Services (UK and EMEA levels), through to Director EMEA Sales Enablement. In that role understanding sales learning and tool needs and development programs for growth, were critical and Andy's relationship with Cranfield began there.
He also held roles in specialist sales and core storage group sales with 2,000 sellers under leadership. Leaving after 16 years he founded the Association of Professional Sales, focused on developing sales into a recognised profession and placing it on parity with other professions. Following a merger with the ISM the Institute of Professional Sales was formed with other 10,000 members world-wide.
Current activities
Publications
Conference Papers
- Franco-Santos M, Marcos Cuevas J, Hough A & Rivera-Torres P (2023) Enablers and inhibitors of well-being in sales: Investigating the impact governance structures. In: 2023 Global Sales Science Institute (GSSI) and AMA Sales SIG Conference, Toronto, 7-10 June 2023.
- Hough A, Marcos-Cuevas J & Esch D (2022) The impact of sales knowledge acquisition on adaptiveness: a scoping study. In: GSSI 2022; Creating Value for Customers and Companies in a Changing World, Frankfurt, Germany, 8-11 June 2022.