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 leaders’ top 10 wish list

May 28th, 2020 by

What are the top sales leadership priorities for the coming months? What are sales leaders looking to accomplish? What would they do if money were no object? To find out, the RAIN Group Center for Sales Research surveyed 423 sales, enablement, and company leaders. Respondents were asked about the importance of 16 different potential priorities and asked the $64,000 question:… 


Decision contentment or buyer’s remorse?

May 26th, 2020 by

Identifying a B2B buyer’s post-decision “cognitive states” – consonance and dissonance – and how to accommodate them. Cognitive dissonance is experienced when a person suffers from the unpleasant and conflicted state of being “in two minds about something” – in other words, concurrently holding two or more contradictory cognitions (ie, perceptions, attitudes or beliefs). The concept became popularised among marketers… 


Moving from “I” to “We”

May 26th, 2020 by

How a relationship-based group coaching model can improve performance. As a salesperson and subsequent sales leader with more than two decades of experience, on-the-job learning has provided me with valuable insights and business management skills. However, given the rapidly evolving business environment, I realised the need to embark upon a continuous learning path. On learning about the SAP Master’s programme,… 


Helping cross-functional team leaders achieve better results

May 26th, 2020 by

Research led to the creation of a “Success Guide to Leading A Cross-Functional Team”. My aim with this research is to help cross-functional team leaders garner better team performance by providing an easily consumable, repeatable set of recommended behaviours and actions to help guide them to success. Team leaders can utilize the knowledge provided from these research findings for guidance,… 


Cross-cultural sales into China

May 26th, 2020 by

This study, adapted from a 2018 University of Portsmouth Business School MA Sales Management dissertation, explores the adaptive sales model and its suitability for cross-cultural sales into China. The author was surprised at the lack of cross-cultural awareness and understanding in global sales and communication, with even established exporting enterprises lacking an ability to fully engage and communicate effectively with… 


People-centred change

May 26th, 2020 by

This project explores a new approach to change management to enable better value for people. “The measure of intelligence is the ability to change” To a certain extent, I agree with this quote, attributed to Einstein, not because it is from a man recognised as a genius, but because it seems to make sense. There is a qualifying aspect in… 


Igniting a SPARK

May 26th, 2020 by

How to introduce a collaborative change methodology to further support embedding of a sales academy into an organization. “How will I introduce a collaborative change methodology to further support the embedding of the SPARK Sales Academy into our organisation?” Simon Sinek (2011) tells us to start with “why”. My concern begins to formulate by asking myself, “Why did my sales… 


VIDEOCONFERENCING UPTURN

May 22nd, 2020 by

COUNSURPRISINGLY, WITH SO MANY MORE PEOPLE WORKING… 


COVID winners – consumer

May 21st, 2020 by

CONSUMERS ARE ADOPTING NEW BEHAVIOURS, BRANDS AND… 


The digital takeover

May 21st, 2020 by

McKinsey & Co’s latest B2B DECISION-MAKER PULSE… 


2019 Q4 Research Review – edited by Jeremy Noad

December 13th, 2019 by

These pages aim to keep readers up to date with recently published research on sales-related topics. The review highlights short abstracts of academically peer-reviewed research from a range of academic journals. In this edition, the abstracts are across three themes that focus on sales performance, customer management, and behavioural studies. Sales Performance Ethical leadership leads to higher sales performance Given… 


Impossible to ignore

December 13th, 2019 by

Understanding the science of unforgettable selling presentations. Controlling your 10% For over a century, scientists have studied how much people remember (and conversely, how much they forget) after being exposed to new information. A psychological concept called the “Forgetting Curve” (Figure 1) suggests that people lose information over time when they make no effort to retain it. In the first… 


Purpose as a profit centre

December 13th, 2019 by

How can we, with an improved understanding of SAP’s purpose and promise, support global account leaders to strengthen their business conversations and relevance? During one of the meetings with SAP’s Corporate Strategy team we discussed the Maslow pyramid (Maslow 1943: 370-396) and how it links to the maturity of partnerships. We wondered if purpose is considered as the highest level… 


The State of Sales – 2019: trends and stats

December 12th, 2019 by

Analytics Adding analytics increases win rates by… 


Tracking sales enablement impact

December 12th, 2019 by

More than 30% of organisations are now… 


Building trust with social media

December 12th, 2019 by

35% of salespeople rank trust as the… 


Virtual training can be better than the classroom

September 11th, 2019 by

New, controlled field test proves effectiveness of online alternative. When it comes to creating lasting behaviour change in salespeople, the assumption is that virtual sales skills training is a pale imitation of in-person classroom training. But what if an online training alternative could be proven as effective, if not more effective than classroom training? Can you imagine the possibilities for… 


NeGOtiate&WIN

September 11th, 2019 by

How a unified negotiations approach drives customer loyalty and more revenue for SAP. The digital revolution is having a dramatic effect on the sales world. Listening to the customer, taking their concerns and strategic objectives on board, and using their feedback to identify the best possible solution has always proved to be an effective strategy. However, sales success can also… 


Navigating choppy economic waters

September 10th, 2019 by

World-class sellers don’t expect success; they prepare for it. On the face of it, sellers appear to be on a winning streak. New figures from CSO Insights (the research division of Miller Heiman Group) reveal that, over the period 2017–19, sales organisations globally saw a 7% increase across both revenue and quota target attainment. However, before sales teams are too… 


2019 Q3 Research Review – edited by Jeremy Noad

September 10th, 2019 by

These pages aim to keep readers up to date with recently published research on sales-related topics. The review highlights short abstracts of academically peer-reviewed research from a range of academic journals. In this edition, the abstracts are across two themes that focus on sales performance and sales behaviours Sales Performance Fail fast in the initial stages of the sales process…