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How do you create strong sales results without burning people out? Pia Hautamäki from LUT University shares perspectives on the future of sales, where long-term value creation, leadership, and sustainable performance become increasingly important.
In many sales organizations, leadership attention naturally goes to improving low performers.
But according to research by Pia Hautamäki, this often means that the people creating the most value, receive the least feedback and support
In this episode of Oplev Salg, Pia Hautamäki, Assistant Professor from LUT university and Selma Kadic from CBS discuss how sales is evolving - from managing top performers to the role of digitalization and sustainability in shaping the future of B2B sales.
Digital platforms, AI and sustainability demands are changing the role of salespeople. Increasingly, sales professionals must navigate complex ecosystems, collaborate with partners and contribute to innovation together with their customers.
Many B2B companies aim to build long-term customer partnerships but still measure performance through short-term revenue and deal closure. This can create a mismatch between strategy and incentives.
In many sales teams, managers focus most of their time on improving low performers. As a result, top performers are often left to manage themselves, receiving little feedback or structured support despite their strong motivation to continue developing.
Top-performing salespeople often do far more than close deals.
They mentor younger colleagues, share experience, and help strengthen the broader sales team.
But this contribution is rarely recognized.
Sales leaders must acknowledge the time top performers spend supporting others, and deliberately create forums, where their insights can benefit the entire team.
En des episode der får oplev salg wea eksporter sustainable transformation and high performance and be SVS howy-grade storm commercial results with burning peopble out and hodio build af sale trykker niceation that is not ordentligt compositivt but resillion and sustainable over time. 2 dagtes gæsts piger, havty professor ad luad University and ninternational voice and Beach 2 be sales research sustainability, end digital transformation and sales organisations. Og komme til Copenhagen.
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your do you know me show does det vigtis so. An, of course all this indsendes hold day of change soft this big. Og trends so. For hans standy cractly i will my god home 2 revice mycellove and 2 macs your that's i have top prictoro digitalistaltions promation ah default intelligence sustainability and a propary reenotion that we don't really procesassist the planet wat with just a brarrow imod from from are grunchelon thank you bear thanks awatch for being olga's today.
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