Bestselling Author & Sales Trainer Gavin Presman on how top performers read the room, adapt under pressure, and close — and how to build that across your whole team.
Sales teams usually have access to the same CRM, the same data tools, the same sales training. Yet when pressure builds, a clear gap emerges between high and low performers, with top performers typically carrying the majority of the team’s number.
When markets shift and buyer behaviour changes, that gap becomes even more visible in pipeline performance and forecast accuracy.
So why does the performance gap persist when product knowledge, process, and targets have already been standardised?
Because behavioural adaptability has not.
Less consistent performers often become pressure-driven when deals stall. They rely on default habits, push when buyers pull away, and struggle to adapt when conversations become more complex.
Top performers do something different. They stay composed under pressure, recognise buyer preferences, and flex their approach to build trust and move deals forward.
These are not fixed traits. They are behavioural skills that can be developed across your whole team.
The Inspiring Sales Performance programme is a personality-informed framework designed to help sales teams improve adaptability, strengthen client engagement, and elevate overall performance.
Your expert-led introduction session agenda:
Recognise buyer preferences, communication cues, and decision-making styles to individually draw buyers towards you, rather than push rigid pitches at them.
Understand how to flex your strengths and communication style to influence different stakeholders, rather than relying on a one-size-fits-all sales style.
Avoid reactive, pressure-driven selling and maintain performance when deals stall, forecasts slip, or buyer conversations become more challenging.
Create rapport and credibility earlier in the sales cycle to improve buyer confidence and engagement.