Wednesday, July 9th, 2025
Sales competitions 11.2 2025
Northeast Intercollegiate Sales Competition, NISC – Hosted…
Wednesday, July 9th, 2025
Understanding my mental approach
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…
Tuesday, July 8th, 2025
Don’t crash and burn out!
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
A science-based guide to motivating your team
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
The human factor
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
How ISP helps both salespeople and employers
Despite being one of the most critical functions within any organisation – directly impacting revenue, customer relationships, and business growth – sales has historically lacked equivalent formal structures and standards to those that exist in professions such as law, accounting, or medicine. The Institute of Sales Professionals underlines that joining a recognised professional body for sales is an essential step…
Monday, July 7th, 2025
Sales Management Tips 101 – Boosting wellbeing, motivation and retention
Here are five practical steps that sales managers and leaders can take: +
Monday, July 7th, 2025
Motivation– a strategic imperative
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…
Thursday, April 10th, 2025
Sales Tips 101 – Making a career of sales
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Thursday, April 10th, 2025
Sales competitions 11.1 2025
Northeast Intercollegiate Sales Competition, NISC – Hosted…
Thursday, April 10th, 2025
The Joy of Learning: seven wisdoms
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…
Wednesday, April 9th, 2025
A Strategic Edge
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…
Tuesday, April 8th, 2025
Retaining top sales talent
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…
Tuesday, April 8th, 2025
Making a career of sales
There is no doubt that sales can be an excellent and satisfying career. As a reader of this Journal, I hope that you already believe this as strongly as I do. I am encouraged by the work being done by a growing number of schools, educational establishments and bodies like the UK’s Institute of Sales Professionals (ISP) to establish and…
Tuesday, April 8th, 2025
A global sales playbook
Why winning globally starts with one consistent sales methodology. Global sales success demands precision, alignment and a relentless focus on delivering value. Yet many sales organizations expand internationally without a unified plan. This haphazard approach leads to fragmented strategies, inconsistent messaging and unpredictable results. To succeed globally, companies need a single, consistent playbook built on a proven sales methodology. This…
Monday, January 13th, 2025
Sales competitions 10.4 2024
SEASAC-South-East Asian Sales Competition 1 January 2025https://seasalescompetition.com…
Monday, September 30th, 2024
Keep on learning… to be successful
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,…
Wednesday, September 18th, 2024
Gender imbalance in sales
To improve female representation in the salesforce in 2024 and beyond, chief sales offers should address gender-based differences at three different career stages, according to Gartner: Despite making up nearly half of the global workforce, women represent only 40% of mid-level B2B sales employees, dropping to 31% at the senior level, Gartner has found. In 2023, the consultancy conducted a…
Wednesday, September 18th, 2024
ISP publishes new Sales Framework
The Institute of Sales Professionals is publishing a new, modular version of the ISP Sales Framework outlining the knowledge, skills, behaviours, and tools required by sales professionals to be “effective and ethical in the prosecution of their profession, supporting personal development, professional advancement and improved business results”. Acting as a guide for effective, competent sales performance in line with organisational…
