Research Centre

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Although adaptive selling can transform sales performance, it’s not a silver bullet. We all know that the best salespeople don’t always follow the script. While reps might start out reciting memorized pitches, as they develop they learn to read the room, adjust their approach, and craft solutions that resonate with each unique customer. This distinction captures the essence of adaptive… 

ISP managing director Guy Lloyd and Warwick Business School’s Professor Nick Lee are in conversation with celebrated sales researcher and author Professor Neil Rackham, known for his pioneering sales research and developing the SPIN methodology. Guy Lloyd: What are the big changes you’ve seen in selling activity since you were doing your research for SPIN Selling? Neil Rackham: I think… 

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. +

Why self-awareness about your mental approach to sales can be critical for performance and wellbeing. We all know that ability skills and knowledge are important ingredients for success. But we all see examples of highly skilled and able people who struggle, and we see adequately skilled people thrive. The difference is often attributed to “attitude”. And there is good evidence… 

A multidimensional framework for advancing leadership excellence in contemporary sales organizations. This article investigates the multifaceted nature of leadership within sales organisations, emphasising the centrality of team performance. By synthesising contemporary leadership theories, motivational frameworks, and practical methodologies, the article provides a comprehensive roadmap for developing effective sales leadership strategies. It further explores adjunct areas including relationship cultivation, leadership styles,… 

Latest Insights into wellbeing, motivation and sales performance. Sales performance is not just a function of skills and strategy; the wellbeing and motivation of salespeople profoundly influence it. Recent research and thought leadership converge on a clear message: sales teams thrive when their psychological needs are met, their stress is managed, and they feel motivated beyond just hitting a number…. 

DEI as a Catalyst for Well-Being Diversity, equity, and inclusion (DEI) has emerged as a transformative catalyst in sales organizations, fundamentally reshaping customer relationships and revenue generation. Diverse sales teams achieve breakthrough results through substantial revenue increases and enhanced conversion rates, harnessing cognitive diversity, cultural intelligence, and complementary skill sets to navigate complex sales challenges. Beyond quantitative performance indicators, inclusive… 

How the cultural context reshapes sales motivation and performance across the globe. When cultural values collide with sales psychology The silver medal syndrome – where sales representatives achieving 90–99% of quota become trapped in counterfactual thinking about their near-miss performance – represents just one facet of a much larger, more complex phenomenon. While Western research has established that bronze medallists… 

Why your best sales reps are leaving and what you can do about it. Sales leaders across industries are grappling with a hidden crisis that defies conventional wisdom: their highest-potential performers are walking out the door at alarming rates. New research reveals that sales representatives achieving 90-99% of quota demonstrate 60% higher turnover rates than those exceeding targets, despite delivering… 

The authors explore three theories every sales leader should master. Sales motivation isn’t rocket science – it’s far more complicated than that! While rockets (at least on the macro scale) follow predictable laws of physics, human motivation operates in the comparatively much messier realm of psychology, where individual differences, organizational contexts, and market pressures collide in unpredictable ways. Yet, too… 

Here are five practical steps that sales managers and leaders can take: +

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Why leadership inspiration, collaborative learning, and joy impact us all. Wisdom 1: Learning starts with a curious mind “I have seven wisdoms for you. What you do with them is up to you. The only thing I ask of you is to remember them.” “The first wisdom is about curiosity. Any learning starts with a curious mind. Be curious and… 

How can leading indicators, when integrated into the Sales Management System and aligned with leadership practices and organizational culture, enhance predictability, foster customercentricity, and drive sustainable sales transformation within a complex, matrixed organization like SAP? Conducting the symphony in sales In the vibrant world of sales, the role of a leader may be associated to that of a conductor of… 

How an MBA can enhance performance for sales professionals and leaders. In today’s competitive business landscape, exceptional sales performance requires more than persuasive communication and relationship-building skills. As markets become increasingly complex and data-driven, an MBA education can provide a significant competitive advantage for both salespeople and sales leaders. Here, we’ll explores how the strategic framework, analytical capabilities, and leadership… 

How do you hang onto the good salespeople your employ? Enhancing mental health and well-being in sales organisations is key. Retaining top sales talent is a growing challenge for sales leaders. Sales professionals today operate in a competitive marketplace where opportunities are abundant, and organisations must ensure they provide compelling reasons for their best people to stay. The ability to…