Lance Mortimer. APS Board Meeting at Grange Langham Court Hotel, London. 2.12.15 Photographer Sam Pearce/

Lance Mortimer, Chairman of the Sales Behavioural Community

The Sales Behavioural Community has been set up to identify the key elements that impact on the psychological aspects of sales, to focus on them and to drive research and develop understanding of them.

The community intends to concentrate at first on areas such as the mindset of successful sales, the mindset of success, and resilience and mental toughness.

It will draw on empirical research in these areas to ensure that there is credibility in the development of understanding of sales behaviour, and that it is not swayed by fads and fashionable but ungrounded ideas.

The group’s findings are intended to be of use to all in sales, sales management and sales leadership roles. A successful breakfast seminar was held in April.

The group is chaired by a chartered occupational psychologist and supported by other practitioners in this field. The group welcomes input from the wider community that can help to inform the debate about best practice sales behaviours.


For more information on the Sales Behavioural Community, contact Lance Mortimer, senior sales talent management co-ordinator at Level 3 Communications, by email at