There’s always some level of uncertainty in the world of sales but external changes can make it challenging to know where to focus, what to do and what not to do. Neil Rackham, author of SPIN Selling, consultant, academic and founder of Huthwaite International, discusses the three big mistakes that salespeople make when times are hard and how to avoid them.

Helping employees “live their purpose” may do more to rejuvenate stressed employees than giving them more days off, says best-selling author Daniel Goleman.

What is happiness? Aristotle pondered it, our country’s founders encouraged its pursuit, but only now—thanks to the thriving field of Positive Psychology—have we learned more precisely how to attain and sustain it. In thousands of studies in the last two decades, researchers have watched babies share crackers, put Tibetan monks in brain scanners, asked college students to do kind deeds and explored databases, among other strategies. A major finding has emerged: Happiness is, to a great degree, in our own hands—or more exactly, our own minds.

Since the pandemic began, there’s been a call for managers to be understanding and lenient with employees as they navigate the stressors the global crisis has brought on. Now that restrictions are lifting in many parts of the world, some managers are wondering how to continue to balance compassion for the people on their team and accountability for getting work done.

Jay Mount is the CEO of basix.ai, an industry-leading company that increases its clients’ conversion rates by boiling sales down to its simplest components. He joined Predictable Revenue to discuss how increasing pressure to meet growing revenue targets without scaling processes can reduce the productivity and morale of a team. He also provided five key pieces of advice to help team leaders increase their sales productivity.

Business customers increasingly control how they buy. They expect to engage with the companies they buy from through a coordinated blend of human and digital experiences and sales channels. It’s challenging for companies to create a fully-integrated experience. Especially when dealing with many prospects and customers (e.g., small and medium-sized businesses), it’s difficult for sellers to tailor solutions sufficiently to match each customer’s situation. And sellers often struggle to make the most of their sales engagements without access to marketing intelligence from digital interactions.

What do you believe you are capable of when you feel confident? If you’re like most people, your world of possibilities is greatly expanded when you feel sure of yourself.

New research suggests that gratitude plays an indirect role in improving our health.

Being grateful seems to have a lot of positive effects on our lives. In fact, grateful people may have better sleep, healthier hearts, and fewer aches and pains.

We all know what happened last year.

Suddenly, everything turned on a dime. Organizations across all industries — including L&D — had to figure out how to adapt and fast.

12 Driving Forces are personal drivers or motivators; the “why” someone does what they do. Created by TTI Success Insights, 12 Driving Forces helps to uncover and explain a person’s motivating factors. Motivators/ drivers can be thought of as the areas of life that a person is passionate about or things perceived by an individual as important. A person's drivers provide their purpose and direction in life.

You’ve decided to take the plunge and change careers. You are ready for a brand new start, excited to take on a new challenge. One major mental obstacle stands between you and your new start; the uncomfortable, but obligatory, interview process, which comes equipped with the dreaded “why did you leave your last job” question.

Strengthening customer relationships is a key way for sales organizations to improve sales performance and win more deals.

Nic spent most of her childhood avoiding people. She was raised by a volatile father and a mother who transferred much of the trauma she’d experienced onto her daughter. The combination left Nic fearful and isolated. “My primitive brain was programmed to be afraid of everybody, because everybody’s evil and they’re gonna hurt you,” she told me. (Nic asked to be referred to by only her first name to protect her privacy.)

How is the issue of personal accountability viewed in your organization? Seasoned workers have undoubtedly seen their share of finger-pointing, dishonesty, and “CYOA.” However, personal accountability is a critical step toward improving leadership. When people are accountable for their own decisions, work, and results, the effectiveness of an organization can greatly increase.

Nic spent most of her childhood avoiding people. She was raised by a volatile father and a mother who transferred much of the trauma she’d experienced onto her daughter. The combination left Nic fearful and isolated. “My primitive brain was programmed to be afraid of everybody, because everybody’s evil and they’re gonna hurt you,” she told me. (Nic asked to be referred to by only her first name to protect her privacy.)

We are often asked into organizations to present workshops on “building resilience” — giving managers the tools to help their employees manage anxiety and improve their ability to respond to change and recover from challenges. Perhaps, as a learning and development (L&D) professional, you have been tasked with developing a similar program for your organization or clients.

What makes a great customer experience? For some brands, it’s a frictionless journey. For others, it’s a memorable experience. But few brands are successful being both frictionless and memorable. Research shows companies can choose among four strategies when deciding whether to focus on being frictionless or memorable.

Sales is the lifeblood of any business. Beating the plan yields optimism. Missing the number could mean a scramble for survival. Without sales, your business literally has nothing.

If you’re skeptical about whether you need to prepare for a new era, consider the story of Michael. Michael exemplified a veteran B2B salesperson. As a perennial top performer for twenty-five years in the pre-pandemic, in-person selling era, Michael was skeptical about whether he should embrace the concept of virtual selling when his company announced a work- from-home policy in March 2020.

The TTI SI research team is always hard at work to uncover the industry insights and patterns of behavior that you need to know. Our latest Research Cliffnotes is called What Assessments Revealed About Gender & Skills Development in University Students.