Research

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… 

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… 

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… 

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,… 

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,… 

B2B trust research: what’s next? Abstract New academic research on trust will build on insights generated through Mark Hollyoake’s 2020 doctoral thesis (see previous article). They aim to dig deeper into the role of the “Boundary Spanner in relational trust development”, based on eight years of academic research through the University of Southampton. The original research Boundary spanners: What are… 

Developing a contract between coachee and coach works to improve virtual sales coaching. +

In this summary of his doctoral thesis, Grant Van Ulbrich explores how his public works have highlighted how sales can be transformed to sell within and beyond an organization. Introduction In this synopsis of my doctoral thesis, I draw on my professional work in the public domain (ie, public works) to highlight how sales can be transformed to sell within… 

Understanding best practices for a buyer-centric sales approach. A buyer-centric approach to selling is table stakes in today’s competitive business landscape – and yet, buyer-centric approaches across companies and industries seem to be vastly different. It begs the question: How do sales leaders and sales representatives interpret buyer-centricity and are they aligned on its crucial components? To further explore this… 

This paper has been adapted from the author’s Masters project and discusses how leaders can best cultivate “superpowers” that are applicable to multi-generational organisations and teams. Background During my time at the SAP Global Platinum Customer Unit in Walldorf (Germany), I was invited for a meeting with the Dutch SAP Managing Director. During that meeting he offered me the job… 

How can effective coaching support the retention of employees within an organisation? Introduction This work-based project covers the topic of employee retention. The subject is very relevant for my organisation as we are 20 months into what’s being labelled the Great Resignation (Klotz, 2021). Employee talent is the lifeline of any business. My research project investigated how a successful coaching…