Research Centre

Credible research is the foundation of the Journal’s approach to understanding what works and what doesn’t in sales. Most importantly, it tells us why. Here you’ll find the latest research from academic institutions, top consultancies and industry sales leaders – including the Journal’s own specially commissioned research – interpreted from a business perspective.

Sales Tips 101 – Supporting your own wellbeing and motivation

July 10th, 2025 by

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. +


Understanding my mental approach

July 9th, 2025 by

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… 


Leadership framework

July 9th, 2025 by

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,… 


Don’t crash and burn out!

July 8th, 2025 by

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…. 


The Human Side of Sales

July 8th, 2025 by

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… 


Beyond the Silver Medal

July 8th, 2025 by

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… 


Silver Medal Syndrome

July 8th, 2025 by

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… 


A science-based guide to motivating your team

July 8th, 2025 by

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… 


Sales Management Tips 101 – Boosting wellbeing, motivation and retention

July 7th, 2025 by

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


Sales Tips 101 – Making a career of sales

April 10th, 2025 by

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Sales Management Tips 101 – Making a career of sales

April 10th, 2025 by

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The Joy of Learning: seven wisdoms

April 10th, 2025 by

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… 


Hitting the right notes in sales

April 9th, 2025 by

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… 


A Strategic Edge

April 9th, 2025 by

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… 


Retaining top sales talent

April 8th, 2025 by

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… 


Executive sponsorship and KAM

January 13th, 2025 by

How critical is the role of executive sponsorship for Key Account Management success? Executive sponsorship is fundamental to the success of Key Account Management (KAM) programmes. As organizations increasingly focus on their most valuable customers, securing and harnessing top management involvement has become essential for strategic success and long-term profitability. Understanding how to effectively engage executive sponsors and maximize their… 


Five key insights into great KAMs

January 10th, 2025 by

A major research study uncovers insights into what differentiates top-performing KAMs from the rest. It finds many organisations are focusing on the wrong things in their efforts to improve KAM performance. Key account managers (KAMs) may represent a small fraction of the sales force, but their impact on sales outcomes is disproportionately significant. Despite extensive research on general sales effectiveness,… 


Using AI to prepare for sales conversations

September 30th, 2024 by

Whilst AI is unlikely to completely replace salespeople in complex B2B environments, it certainly has the potential to make good salespeople even more effective. Here are a few of the most important ways in which salespeople are using AI: +


Leveraging AI to coach your salespeople

September 30th, 2024 by

There is no doubt that AI is going to play an increasingly important role in facilitating complex B2B sales. Here are a few ways in which sales managers can harness AI to coach their salespeople more effectively: +


Keep on learning… to be successful

September 30th, 2024 by

Learning is not just important; it’s essential for success in sales. When we saw the headline on the cover of this Journal (edition 9.5) “Do Salespeople Have Time to Learn” we were left with a massive feeling of déjà vu and drifted towards a discussion of what was top of the pop charts when we first heard that said. Thankfully,…