If the word sales makes you feel uncomfortable, you’re not alone.
For many people – particularly those in professional services, consulting, technology and leadership roles – selling can feel at odds with who they are. It conjures images of persuasion, pressure and self-promotion rather than helping clients solve meaningful problems.
That was the focus of a recent conversation between our founder, Jim Bloomfield, and host Helen Wada on the Human Wise podcast.
In the episode, Human-Centred Sales: Rethinking Commercial Growth Through Psychometrics, they explored why so many talented professionals struggle with business development, despite being experts in their field. More importantly, they discussed how changing the way we think about sales can transform both confidence and commercial performance.
Drawing on more than 20 years of experience in behavioural psychology and sales assessment, Helen and Jim discuss topics including:
- Why sales often feels “icky” – and where those beliefs come from.
- Why the best salespeople are motivated by helping customers, not simply closing deals.
- How psychometrics can identify the behaviours that drive commercial success.
- Why leadership and sales have more in common than most people realise.
- How AI is changing sales, while making human behaviours such as trust, curiosity and relationship-building even more valuable.
At Bloojam, we believe that outstanding commercial performance starts with understanding behaviour. Sales isn’t simply a process to follow; it’s a set of behaviours, motivations and habits that can be measured, developed and coached.
Whether you’re leading a sales team, developing technical experts into trusted advisors, or trying to grow your own business in a way that feels authentic, I hope you’ll find something valuable in this conversation.
Listen to the full episode:
If you’d like to learn more about how Bloojam helps organisations understand and develop the behaviours behind commercial success, explore our Acuity behavioural assessment or get in touch to discuss your team.