Contributors

Salespeople face relentless pressure, and new research shows how that stress directly impacts their mental health, performance, and well-being. This study reveals which organizational resources—and access to mental health care—most effectively protect sales teams from burnout while boosting engagement and results. The insights provide a practical framework for firms and managers to build a healthier, more resilient, and higher-performing salesforce.

Is it important for salespeople to like their managers? Research has established that people will do things for people they like, but does this have an impact on a firm’s sales performance? In this research, we examine several steps and practices that can increase your likeability as a manager, which can be a powerful driver of organizational sales performance.