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Salespeople have agency in shaping their own experience. Here are five simple steps individual salespeople can take to support their own well-being and motivation: Managers want their people to succeed, but they can’t support what they can’t see. Proactive, honest communication is a key ingredient in creating a healthy sales team dynamic. +

Exploring the vital relationship between wellbeing, motivation, and retention in modern sales. In too many sales environments, performance and productivity are largely seen as endpoints to be optimised through processes, metrics, tools, and training. However, there’s a growing recognition that sustainable sales performance is deeply rooted in human factors – in the wellbeing and motivation of sales professionals. I hope… 

The Institute of Sales Professionals recently hosted a social gathering for sales leaders and Fellows at The Folly in central London. The event provided senior sales professionals with a valuable chance to strengthen existing relationships, make new connections, and share experiences informally. Feedback has been overwhelmingly positive, with many highlighting how much they appreciated the opportunity to network face to… 

Despite being one of the most critical functions within any organisation – directly impacting revenue, customer relationships, and business growth – sales has historically lacked equivalent formal structures and standards to those that exist in professions such as law, accounting, or medicine. The Institute of Sales Professionals underlines that joining a recognised professional body for sales is an essential step… 

AI is threatening call centre and other customer service jobs, according to business leaders. Chief executive of fintech Klarna, Sebastian Siemiatkowski recently highlighted the impact of AI on jobs. Last year, the fintech announced a hiring freeze and said that it had replaced 700 of its 3,000 customer service jobs with a virtual assistant tool. Customer service staff are being… 

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Gartner suggested last year that at least 30% of generative AI businesses in the testing phase would be abandoned after proof of concept by the end of 2025, according to a report in AI Business. Organisations have been struggling to justify genAI investments due to the substantial costs involved. The analyst firm found that early genAI adopters were finding that… 

Ongoing challenges that drove last year’s decline in customer experience (CX) quality – weaker employee experience, waning customer obsession, disappointing tech implementations, and economic volatility – continue to impact how consumers perceive CX quality, according to Forrester’s global Customer Experience Index rankings for 2025 which were unveiled on 24 June. Moreover, the disparity between the customer experience that brands intend… 

Closing date for nominations in the UK’s National Sales Awards is 11 July, with finalists announced on 18 July. Individual and team categories include Sales Director of the Year, Sales Team of the Year, Sales Manager of the Year, SDR of the Year, Rising Star and Enablement Team! Nomination for each category is free. Winners will be announced at a… 

Consumers report that social media is their least trusted source when making buying decisions; at the same time, it’s where they interact with family and friends, who also serve as their most trusted sources. These are among the latest findings in a 9 June article from consultants McKinsey: “State of the Consumer 2025: When disruption becomes permanent”. When ranking sources… 

Top-performing go-to-market teams have aligned on three objectives that unlock success in a so-called “AI-first” world, according to the State of Sales Enablement Report 2025 from enablement platform Highspot. The survey found: The 11th edition of the State of Sales Enablement Report surveyed some 350 enablement (46%), marketing (21%), sales (12%), and revenue operations (10%) professionals. +

Building consensus and fostering alignment amongst members of diverse buyer groups should be a priority for sales leaders, analysts firm Gartner tells the Journal. Today, buying groups are more diverse than ever, comprising up to 16 people potentially spanning four functions, with individual members each having their own priorities and opinions. B2B buyer teams frequently demonstrate unhealthy conflict during the… 

Exploring the hidden driving force behind sales excellence. Why should we care about how motivated our salespeople are? Do we understand what motivates someone to do their best? How do the drivers of motivation vary between individuals, and can our best intentions demotivate our people? This edition of the Journal explores these questions. I think we can all agree that… 

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There is no doubt that sales can be an excellent and satisfying career. As a reader of this Journal, I hope that you already believe this as strongly as I do. I am encouraged by the work being done by a growing number of schools, educational establishments and bodies like the UK’s Institute of Sales Professionals (ISP) to establish and… 

Why winning globally starts with one consistent sales methodology. Global sales success demands precision, alignment and a relentless focus on delivering value. Yet many sales organizations expand internationally without a unified plan. This haphazard approach leads to fragmented strategies, inconsistent messaging and unpredictable results. To succeed globally, companies need a single, consistent playbook built on a proven sales methodology. This… 

Tight budgets, AI’s influence in buying and selling, negative buying experiences, and long purchase cycles are further complicating the B2B buying process and frustrating buyers and sellers alike. According to Forrester’s The State Of Business Buying, 2024 report, 86% of B2B purchases stall during the buying process and 81% of buyers express dissatisfaction with their chosen providers. While buyers rely… 

The International Journal of Sales Transformation is poised to start the next chapter in its story with the news that it is being acquired by the Institute of Sales Professionals. Editor Nick de Cent said: “We have been publishing the Journal for over ten years and now is the right time to move it onto the next stage. I’m delighted… 

What core values should underpin sales from a customer perspective in 2025 and beyond? Back in 2009 a seminal doctoral thesis helped to usher in a new approach to sales: How can a client-centric values approach to selling lead to the co-creation of a new global selling mindset? Dr Philip Squire, who conducted the original research, is looking to run…