(PRESS RELEASE) BOSTON, MA — Veteran executive, INSTORE columnist and author Peter Smith challenges long-held assumptions about the sales profession with the release of his new book, “Essentially Human: On Sales and Salespeople”. Drawing on four decades of executive leadership and firsthand experience working with top performers, Smith offers a fresh perspective on what truly drives success in sales.
Rather than focusing on tactics, scripts, or motivational techniques, Essentially Human explores the underlying human traits and behavioral patterns that distinguish exceptional sales professionals from the rest. The book combines real-world stories from high-performing salespeople with insights from academic research in psychology and human behavior to explain why traditional approaches to sales training and hiring often fall short.
In Essentially Human, Smith tackles questions that perplex many organizations:
- Why do some sales hires who look promising on paper fail to perform?
- Why do training programs often produce inconsistent results?
- Why do well-intended compensation plans often demotivate top salespeople?
- What separates consistently high performers from the rest?
By reframing sales through the lens of human behavior, Smith argues that companies can make far better decisions about hiring, training, management, and team development.
Written in a clear, accessible style, “Essentially Human: On Sales and Salespeople” provides practical insights for executives, managers, entrepreneurs, and sales professionals at every stage of their careers.
The book ultimately challenges readers to rethink sales not simply as a set of techniques, but as a profession grounded in the complexities of human nature.
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Essentially Human: On Sales and Salespeople is now available through major book retailers.
