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From Salesperson to Commercial Force: for salespeople ready to go further and leaders who want them to
Paperback
Series: The Sales Career Series by Rsrobertson.com
ISBN13: 9781068283437
Publisher: Side Bar Publishing
Published: Dec 10 2025
Pages: 232
Weight: 0.70
Height: 0.49 Width: 6.00 Depth: 9.00
Language: English
Most salespeople improve. Fewer become genuinely influential. Only a small number become trusted to run part of the business.
This book is about making that move.If you have already built a solid foundation in sales and you are starting to think beyond targets, this is the next step. From Salesperson to Commercial Force is about developing the judgement, awareness, and commercial understanding that senior leaders look for when they decide who moves forward.
What you'll learn:
- How to think beyond the deal and understand the wider commercial picture
- How to work effectively with modern, well-trained buyers
- How to prospect and position yourself in more complex environments
- How to use AI to prepare, research, and improve your thinking
- How to negotiate with more control and less reliance on discounting
- How to develop instinct and make better commercial decisions
- How to build credibility inside your organisation, not just with customers
- How to position yourself for bigger roles and broader responsibility
Who this is for:
- Salespeople who know they can operate at a higher level
- High performers who want more than just quota achievement
- Professionals aiming for senior sales, commercial, or leadership roles
- People starting to think about moving beyond sales into wider business responsibility
Why this book is different:
This comes from experience on both sides of the table, selling and running businesses where the forecast, the pipeline, and the decisions behind them have real consequences. The perspective is built on a career that started in frontline sales and progressed to managing director roles in international businesses where sales performance and commercial decisions are tightly linked. It focuses on how sales capability turns into commercial credibility, and how that credibility creates opportunity. If you are starting to realise that hitting target is not enough on its own, and that the next step requires a different way of thinking, this book will show you what that looks like.
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