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Peter Smith Pens Book on Human Behavior in Sales
“Essentially Human: On Sales and Salespeople" reveals the underlying human traits and behaviors of the most successful sales professionals.
Peter Smith’s fourth book, “Essentially Human: On Sales and Salespeople,” is available now.
Boston—Industry consultant and sales expert Peter Smith has released a new book about the underlying human traits and behavioral patterns of “exceptional” sales professionals.
“Essentially Human: On Sales and Salespeople,” includes real-world stories from high-performing salespeople, as well as insights from academic research in psychology and human behavior illustrating why traditional approaches to sales training and hiring often are ineffective.
Smith draws on his four decades of executive leadership and experience working with top performers to explore what separates consistently high performers from everyone else.
Written in a clear, accessible style, the book provides practical insights for executives, managers, entrepreneurs, and sales professionals at every stage of their careers, Smith said.
It answers questions such as why sales hires who look promising on paper fail to perform, why training programs often produce inconsistent results, and why well-intended compensation plans often demotivate top salespeople.
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“Essentially Human: On Sales and Salespeople,” includes real-world stories from high-performing salespeople, as well as insights from academic research in psychology and human behavior illustrating why traditional approaches to sales training and hiring often are ineffective.
Smith draws on his four decades of executive leadership and experience working with top performers to explore what separates consistently high performers from everyone else.
Written in a clear, accessible style, the book provides practical insights for executives, managers, entrepreneurs, and sales professionals at every stage of their careers, Smith said.
It answers questions such as why sales hires who look promising on paper fail to perform, why training programs often produce inconsistent results, and why well-intended compensation plans often demotivate top salespeople.
The book challenges readers to approach sales as a profession grounded in the complexities of human nature rather than a set of techniques.
By reframing sales through the lens of human behavior, Smith argues that companies can make more effective decisions when it comes to hiring, training, management, and team development.
Smith and his wife Sherry are principal partners at The Retail Smiths, the consulting and behavior coaching firm he founded in 2022.
He has authored three books, “Hiring Squirrels,” “Sell Something,” and “The Sales Minute,” and he teaches sales psychology masterclasses and sales and hiring workshops.
Smith is also a contributing columnist for National Jeweler and its annual State of the Majors publication, as well as a contributor to The Jewelry Book, where he writes about sales, branding, salespeople, and the retail experience.
“Essentially Human: On Sales and Salespeople” is now available through major book retailers, including Amazon.
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