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Thursday, July 10th, 2025
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. +
Tuesday, July 8th, 2025
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….
Tuesday, July 8th, 2025
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…
Monday, July 7th, 2025
Exploring the vital relationship between wellbeing, motivation, and retention in modern sales. In too many sales environments, performance and productivity are largely seen as endpoints to be optimised through processes, metrics, tools, and training. However, there’s a growing recognition that sustainable sales performance is deeply rooted in human factors – in the wellbeing and motivation of sales professionals. I hope…
Monday, July 7th, 2025
Here are five practical steps that sales managers and leaders can take: +
Monday, July 7th, 2025
Exploring the hidden driving force behind sales excellence. Why should we care about how motivated our salespeople are? Do we understand what motivates someone to do their best? How do the drivers of motivation vary between individuals, and can our best intentions demotivate our people? This edition of the Journal explores these questions. I think we can all agree that…
Tuesday, April 8th, 2025
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…
Monday, February 19th, 2024
Of course, every new salesperson needs to have a clear understanding of what they are selling. But product knowledge is never enough to ensure success. Bob Apollo lists five things every new (and existing) salesperson needs to master: +
Monday, February 19th, 2024
For many salespeople, their obvious career goal is to advance into sales management. Unfortunately, this can turn into a frustrating move. Here’s what aspiring sales managers need to consider: +
Friday, October 13th, 2023
Sales managers have a responsibility to identify, understand and address the root causes of individual underperformance in their teams. Here are a few of the key considerations: +
Friday, October 13th, 2023
No matter how comprehensive the training programme provided by their employer, salespeople need to establish and implement their own personal development plan. Bob Apollo highlights a few key considerations: +
Wednesday, October 11th, 2023
Do salespeople have time to learn? Salespeople hold extensive power, influencing buying decisions that potentially have significant commercial impact and which can dictate both the future trajectory of their customers and the success of their own organisations. With so much responsibility falling on the shoulders of their salespeople, why then don’t more companies embed a learning culture within their sales…
Tuesday, June 25th, 2019
Edenred UK recently launched Connect Incentive, an SaaS-based incentives platform designed to drive performance through their channel or internal sales and customer service teams. The platform enables incentive programmes to be set up in minutes rather than weeks or months, removing admin challenges, and making them more cost-effective to run because they don’t need a costly IT project to get…
Wednesday, December 19th, 2018
This 2016 Masters project asks: Do employee motivation schemes have to be financially focused to improve engagement and output? Study background Do employee motivation schemes have to be financially focused to improve engagement and output? During previous employee appraisal meetings within my organisation, a number of our employees asked if the company would consider introducing a financially focused bonus scheme;…
Wednesday, December 19th, 2018
These pages aim to keep readers informed of recently published research on sales-related topics, by including abstracts of peer-reviewed academic research published in a range of journals. In this edition, we have grouped them into three broad themes: sales performance, behavioural studies, and systems and tools. Sales performance An account manager’s relationship with their customer service team is more effective…
Wednesday, December 19th, 2018
This 2016 research conducted in the context of a programme of study leading to the MSc Professional Practice in Sales Leadership qualification seeks to understand the effects of sales force incentives and how to balance pay plans with company objectives (B2B). The aim of this project was to deepen my understanding of the effects of sales incentives, how salespeople are…
Monday, September 24th, 2018
Exploring co-creating commercial value for customers and company through values-driven leadership. Introduction As a sales manager for one of the largest business-to-business software companies, I am at the intersection of helping customers drive commercial value for their business and the constant drive of my company to sell more software, and sell it sooner. As most sales managers would concede, aligning…
Saturday, December 16th, 2017
In previous articles of this series in the International Journal of Sales Transformation, “Managing and Measuring Sales Performance” and “Setting Sales Targets”, we presented an outline of the properties of effective sales performance measurement systems guidelines to minimise the unintended consequences of sales targets. In this last article of the series, we address employee motivation and its relation to sales…
Friday, September 22nd, 2017
Decades of research now point to emotional intelligence as the critical factor that sets star performers apart from the rest of the pack. Peter Salovey and John D Mayer coined the term “emotional intelligence” in 1990, describing it as “a form of social intelligence that involves the ability to monitor one’s own and others’ feelings and emotions, to discriminate among…
Sunday, January 29th, 2017
Are sales force incentives linked to drug sales volumes the best way to motivate individual reps? With the performance of the sales force directly linked to the bottom line, ensuring representatives are well motivated and incentivized is a critical ingredient in any company’s financial health. Yet, with the huge amount of change reshaping the pharma landscape – from digital to…
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