Monthly Sales Insights: June 2019

One of our team members is a former academic who was often fond of telling their students, “There is no research that exists in a vacuum. Rather, it takes place within an already pre-existing conversation.” As a research and evidenced-based firm ourselves, we frequently study the findings and thought leadership of other training and sales thought leaders. Starting with this post, we’re introducing a monthly series where we highlight some of the most thought-provoking and intriguing articles and research we’ve found recently.

  1. A Harvard psychologist says people judge you based on 2 criteria when they first meet you – Business Insider This article outlines Harvard psychologist Amy Cuddy’s argument that people decide whether they can trust and respect you based on warmth and competence respectively. She further suggests that most people focus too much on competence. It’s a fascinating idea and a worthy read to consider as you get ready to make your next discovery call or attend your next networking mixer.
  2. The Personality Trait That Makes Other People Feel Comfortable Around You – The Atlantic We found a lot of interesting discussion on how to have strong relationships with people recently, and that includes this article in one of America’s longest-running publications. The piece looks at the research work of professors Noah Eisenkraft and Hillary Anger Elfenbein into how positive affective presence makes others feel good and creates more harmonious social and business relationships. It also examines organizational behavior professor Hector Madrid’s discovery that positive affective presence results in teams more likely to share information and gain input from subordinates – important results for sales managers and other leadership figures.
  3. What Is the Eisenhower Matrix, and How Can It Help With Time Management? – Training Industry We ourselves are frequent contributors to Training Industry, and while the web publication is geared towards all types of training, we frequently find excellent articles that are applicable to sales. So it is with Clearfocus Training’s Beth Markey’s piece, which uses the Eisenhower Matrix as a framework for helping to make decisions about what to spend your time on and how to approach the tasks on your items list. It’s a handy tool to think about adding to your time management arsenal – especially for sales leaders and managers.
  4. Burnout and the Brain – Association for Psychological Science This longform article from the association’s trade publication, Observer, was one of the sources we cited in our white paper on sales rep burnout causes, effects, and prevention. It’s an in-depth read and an important one to gain a deeper understanding of the biomechanics and current science on burnout – a disorder sales professionals are at especially high risk for, as we’ve noted before.

That’s a wrap for our initial installment of Monthly Sales Insights. We’ll be back next month with another four compelling outside articles related to sales.