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An autoethnographic exploration of values, culture, and growth How does inspiration affect a leader’s ability to drive change? Is it possible for a leader to be too empathetic, and if so, does that hinder results? And how does culture factor into all of this? These are the questions I explore here, to better understand what it takes to lead transformative…
How does possessing these qualities shape the culture, behaviour, and performance of account executives in a high-performing enterprise sales team? This research investigates the intangible psychological attributes of eight account executives (AEs) within SAP Sweden’s sales organisation, with a specific focus on three core traits: emotional intelligence (EQ), growth mindset, and grit. Although these constructs have been widely explored in…
Sales leader and commercial change practitioner Dr Jeremy Noad has teamed up with sales education specialist Dr Beth Rogers to produce a practical book series for people entering professional selling. In this article, Beth explores how the challenges of onboarding new hires shaped their thinking. Recruiting salespeople is difficult, costly and timeconsuming. That makes the first months in role too…
In a world where technology has outpaced the theory, how do we define a new operating framework for sales and marketing? Here is a question that, in my view at least, should not still need asking in 2026: what is the actual difference between marketing and sales? Ask ten senior commercial leaders and you will get ten different answers. Ask…
Use this checklist to assess your current interface with marketing – and the customer. If you can’t answer “yes” to the following questions or don’t know the answers, it may be time to revisit the alignment between sales and marketing in your organisation – and your customer focus. 1. Go-to-market strategy 2. Buyer confidence and customer focus 3. KPIs, accountability…
This edition focuses on the importance of personal branding in sales. Here are five top tips each for salespeople and their managers. Sales Tips 101 From a salesperson’s perspective Sales Management Tips 101 From a sales manager’s perspective: +
How to use capital budgeting as a sales methodology. Abstract Capital budgeting is a fundamental process in corporate finance involving the evaluation and selection of long-term investments that are in line with a company’s strategic objectives. When employed as a sales methodology, capital budgeting helps sales representatives present their products and services as strategic investments to potential clients. This approach…
Your brand’s secret weapon: the salesperson connection you’re probably ignoring. When a salesperson identifies with the brand, they don’t just work for a company, they see the brand’s wins and losses as personal. It’s easy as a sales leader, or a field sales rep, to focus on territories, quotas, and compensation plans – but that’s not the whole story. In…
Moving beyond the personal branding noise. Personal brand has earned its place in 2025’s buzzword bingo. The term triggers something different in everyone. For some, it’s an eyeroll; for others, it’s anxiety about keeping up. Some people are energised by it. My friend Anna hates it altogether because she refuses to be pigeonholed or put in a box. Your personal…
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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…
