Insights

Atlantic Sales Brief Newsletter

A Newsletter brought to you by the Atlantic Sales Performance Hub

AUGUST 2026

Issue #

Salespeople Behaving Better

Your performance measurement system is not just a scorekeeping system – it drives behaviour.

Beyond Sales Quota Achievement: A Smarter Approach to Sales Performance Measurement

Most organizations still rely heavily on revenue vs. quota — but this widely-used measure is incomplete and may be driving the wrong behaviours. Here's what top sales leaders actually do.

JULY 2026

Issue #

The New Sales Advantage: Why Analytical Skills Now Drive Performance

In modern B2B sales, working harder isn't enough — top performers now win on analytical capability, and the evidence is increasingly hard to ignore.

The DNA of Sales Excellence: Three Traits Shared By Top Performers in a Digital World

The best salespeople in a digital world aren't the best closers. They're the most curious.

JUNE 2026

Issue #

What Drives Salesperson Performance? Well, that Depends…

For over a century, sales scholars have been hunting for the silver bullet to sales performance. Guess what? There isn’t one – but there are a number of universally important performance drivers and factors that are situationally significant to greater selling success.

The Virtual Sales Handshake: Five Ways Sellers Build Trust in a Digital B2B World

The Shift in How Buyers Decide Whom to Trust