The Critical Role Mental Toughness Plays in Delivering Sales Outcomes!


As a result of joining this event, the participant will better understand the critical nature of developing mental toughness to improve sales performance leading to more secure and sustainable sales results.

Recommended audience

This webinar is for all sales professionals

Type of audience

UK and International


Fearless Selling - The Critical Role Mental Toughness Plays in Delivering Sales Outcomes!

Depending on which research we read, between 51% and 67% of salespeople fail to hit their sales target each year.

As there are few, if any, physical demands to be successful in sales, it means sales results are driven by the character, attitude and resilience of the salesperson and how they cope with the day-to-day challenges of operating in a high performance, competitive environment. In other words, their mental toughness.

Over the course of the last five webinars hosted by the Institute of Sales Professionals, mental toughness thought leader, Doug Strycharczyk, has shared information and research regarding each of the 4 C's of this key personality trait – challenge, confidence, control and commitment.

Nothing happens unless it first happens in the mind. So, in this session, the information of the previous webinars will be brought together and applied, specifically, to the sales situation to illustrate WHY developing mental toughness is critical to sales success and HOW to develop it to overcome sales barriers and raise sales performance.

The reality of our sales performance is demonstrated daily in our sales results. If they're not where they need to be, it's almost certain that the mental toughness of the salesperson is a key factor in driving those outcomes.

Key takeaways


  • Why it's essential to understand our own mental toughness profile to identify the barriers holding us back.
  • How to measure our mental toughness and put in place solutions to improve sales performance.
  • How to use key tools to deliver improved sales performance and results.

CPD Points

CPD Points: Two (when attending live) or one (watching the recording)


John Tunstall, Sales Specialist & Doug Strycharczyk, CEO at AQR International

John Tunstall has more than 25 years sales experience selling high value, complex solutions to blue chip clients as well as building and developing international business partner networks, winning multiple sales awards, record level orders, turned around failing product sets and generated unprecedented levels of growth.

As a Sales specialist, John has worked in partnership with AQR International for many years exploring the links between mental toughness and sales activity. John is a Founding Fellow of the Institute of Sales Professionals.

Doug Strycharczyk is CEO for AQR International, a leading provider of high-quality psychometric tools and assessments, where he has, over the past 25 years, become recognised as a thought leader on the concept of mental toughness.

As a practitioner working in 80 countries, he has developed, with leading academics, approaches, programmes and a unique high-quality measure (MTQ Plus) to enable the key concept of mental toughness to be applied to people and organisations in every sector.

Please note that if you are not a member of the Institute of Sales Professionals and book a ticket, our members will take priority and, in the event of reaching full capacity, you may be contacted closer to the event to cancel your booking. To ensure you are able to attend all events, contact for more information.



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