--- title: Download our whitepaper image: https://info.expressionforgrowth.com/hubfs/thinking-critically-to-create-success-royalty-free-image-639428586-1543248072.jpeg --- [![Expression for Growth](https://info.expressionforgrowth.com/hs-fs/hubfs/EFG_Logo_Full_Col-3.png?width=1440&height=409&name=EFG_Logo_Full_Col-3.png "Expression for Growth")](https://www.expressionforgrowth.com/) - Solutions - [Sales Capability](https://www.expressionforgrowth.com/our-solutions/precision-selling) - [Strategic Thinking](https://www.expressionforgrowth.com/our-solutions/precision-thinking) - [Storytelling & Communication](https://www.expressionforgrowth.com/our-solutions/precision-storytelling) - [Negotiation & Influence](https://www.expressionforgrowth.com/our-solutions/precision-negotiating) - [Leadership & Coaching](https://www.expressionforgrowth.com/our-solutions/precision-coaching) - [Enablement & Train the Trainer](https://www.expressionforgrowth.com/our-solutions/enablement-train-the-trainer/) - How We Work - [Our Approach](https://www.expressionforgrowth.com/our-approach) - [Global Delivery Model](https://www.expressionforgrowth.com/global-training-delivery-model/) - [Embedding & Behaviour Change](https://www.expressionforgrowth.com/embedding-and-behaviour-change/) - Client Impact - [Case Studies](https://www.expressionforgrowth.com/case-studies) - [Global Clients](https://www.expressionforgrowth.com/global-clients/) - [Measured Impact](https://www.expressionforgrowth.com/measured-impact/) - [Who We Work With](https://www.expressionforgrowth.com/who-we-work-with/) - Insights - [Articles & Inslights](https://blog.expressionforgrowth.com/expressionforgrowth) - [Research & Whitepapers](https://www.expressionforgrowth.com/research-and-whitepapers/) - About Us - [About Us](https://www.expressionforgrowth.com/about-us/) - [Talk to an Expert](https://www.expressionforgrowth.com/contact/) # The true cost of untrained salespeople in commercial roles ## How to embed capability and behaviours for growth   [![Download the whitepaper](https://hubspot-no-cache-eu1-prod.s3.amazonaws.com/cta/default/25470624/2fe52238-8308-4260-8ada-efb7cb7a107a.png)](https://hubspot-cta-redirect-eu1-prod.s3.amazonaws.com/cta/redirect/25470624/2fe52238-8308-4260-8ada-efb7cb7a107a) ### Global L&D and HR leaders share their insights in this exclusive whitepaper— We bring together experts from multinational corporations across the globe, from banking to beverages, to ask them critical questions about the challenges of commercial training, the impact of technology and the importance of Diversity, Equity & Inclusion in teams. **Read their insights on these key topics in our exclusive Expression for Growth whitepaper.**   [![Download the whitepaper](https://hubspot-no-cache-eu1-prod.s3.amazonaws.com/cta/default/25470624/b510f85b-5296-456f-8b28-2356c24954c7.png)](https://hubspot-cta-redirect-eu1-prod.s3.amazonaws.com/cta/redirect/25470624/b510f85b-5296-456f-8b28-2356c24954c7) ## Featuring insight from experts at: ![Hasbro Circle-1](https://info.expressionforgrowth.com/hubfs/Hasbro%20Circle-1.png) ![Pepsi Circle-1](https://info.expressionforgrowth.com/hubfs/Pepsi%20Circle-1.png) ![Geistlich Circle-1](https://info.expressionforgrowth.com/hubfs/Geistlich%20Circle-1.png) ![karo-circle-1](https://info.expressionforgrowth.com/hubfs/karo-circle-1.png) ![natwest new logo](https://info.expressionforgrowth.com/hubfs/natwest%20new%20logo.png) ![akzonobel logo](https://info.expressionforgrowth.com/hubfs/akzonobel%20logo.png) ![Pernod Ricard Circle-1](https://info.expressionforgrowth.com/hubfs/Pernod%20Ricard%20Circle-1.png) ![](https://f.hubspotusercontent40.net/hubfs/2661297/boldcast-polygon.svg) ![](https://f.hubspotusercontent40.net/hubfs/2661297/boldcast-plus.svg) ![titlepage-s1](https://info.expressionforgrowth.com/hubfs/titlepage-s1.jpg) ### Commercial team learning & development: Do it yourself or bring in an expert? [Read more](https://blog.expressionforgrowth.com/expressionforgrowth/exclusive-global-leaders-talk-commercial-team-ld?hsLang=en) ![](https://f.hubspotusercontent40.net/hubfs/2661297/boldcast-polygon.svg) ![](https://f.hubspotusercontent40.net/hubfs/2661297/boldcast-plus.svg) ![titlepage-s2](https://info.expressionforgrowth.com/hubfs/titlepage-s2.jpg) ### The impact of technology on sales teams [Read more](https://blog.expressionforgrowth.com/expressionforgrowth/exclusive-global-experts-share-the-impact-of-technology-on-their-sales-teams?hsLang=en) ![](https://f.hubspotusercontent40.net/hubfs/2661297/boldcast-polygon.svg) ![](https://f.hubspotusercontent40.net/hubfs/2661297/boldcast-plus.svg) ![titlepage-s3](https://info.expressionforgrowth.com/hubfs/titlepage-s3.jpeg) ### The importance of Diversity, Equity & Inclusion in commercial capability [Read more](https://blog.expressionforgrowth.com/expressionforgrowth/exclusive-global-experts-share-their-experience-with-diversity-in-commercial-capability?hsLang=en) ## Part 1: Commercial team learning & development: Do it yourself or bring in an expert? We’ve seen sales teams generate brilliant opportunities with new working methods. We’ve also seen real risks. In-house sales leaders may be the best people to deliver new techniques to their teams - or they may be a serious misstep. We asked our global experts: - ### Why not leave it to sales leaders to develop sales experts? - ### What are the advantages of bringing in an external training partner? - ### Do you have the skills to deliver engaging training with real impact? ![stat-1a](https://info.expressionforgrowth.com/hubfs/stat-1a.png) ![stat-1b-1](https://info.expressionforgrowth.com/hubfs/stat-1b-1.png) “The advantages of using an external training provider are that you get a framework of what you need to do at each stage of the programme. That means you have consistency and a blueprint for a way of working." **Kevin Nolan** Global RGM Director, Karo Pharma [![Download the whitepaper](https://hubspot-no-cache-eu1-prod.s3.amazonaws.com/cta/default/25470624/620dd411-0117-462d-b9a5-2980ec2de681.png)](https://hubspot-cta-redirect-eu1-prod.s3.amazonaws.com/cta/redirect/25470624/620dd411-0117-462d-b9a5-2980ec2de681) ## Part 2: The impact of technology on sales teams Sales teams have faced the most challenging time of their careers. With the global pandemic and economic shutdowns, meeting clients in person became impossible. In this whitepaper, we discuss how sales professionals have adapted - or not - to a virtual world where Zoom and Teams are the new conference rooms. - ### Are your sales teams equipped for the virtual world? - ### Are their sales techniques suited to virtual selling? - ### How do you decide if a meeting should be physical or virtual? ![stat-2a](https://info.expressionforgrowth.com/hubfs/stat-2a.png) ![stat-2b](https://info.expressionforgrowth.com/hubfs/stat-2b.png) “Understanding the functionality of Zoom™ and recognising how it can enable you to support customers better has been critical to a really good experience for customers and colleagues." **Sharon Rai** Diversity & Inclusion Partner, Commercial Banking, NatWest [![Download the whitepaper](https://hubspot-no-cache-eu1-prod.s3.amazonaws.com/cta/default/25470624/cb267a07-e37e-4a83-ba23-d30bdf541978.png)](https://hubspot-cta-redirect-eu1-prod.s3.amazonaws.com/cta/redirect/25470624/cb267a07-e37e-4a83-ba23-d30bdf541978) ## Part 3: The importance of Diversity, Equity & Inclusion in commercial capability Diversityis not a phase, and it’s certainly not a buzzword. Companies with strong Diversity, Equity & Inclusion (DE&I) practices have better-performing sales teams. In this whitepaper, we bring together global leaders in learning and development across multinational corporations and multinational corporations to ask them about diversity.   - ### Does the diversity of a sales team affect its performance? - ### How important is having an attitude of openness and tolerance? - ### Are there quantifiable numbers to prove the value of diversity? ![stat-3a](https://info.expressionforgrowth.com/hubfs/stat-3a.png) ![stat-3b](https://info.expressionforgrowth.com/hubfs/stat-3b.png) “We are certainly hiring more diverse talent... that’s one of the benefits of being more open with flexibility, offering hybrid opportunities and working from home. It helps to not only bring in more diversity in terms of representation, but also a diversity of thought." **Kayla Campbell** Vice President, Total Talent, Diversity & Enterprise Development, Pernod Ricard [![Download the whitepaper](https://hubspot-no-cache-eu1-prod.s3.amazonaws.com/cta/default/25470624/dbf2438d-20c7-4058-849e-36e633441b49.png)](https://hubspot-cta-redirect-eu1-prod.s3.amazonaws.com/cta/redirect/25470624/dbf2438d-20c7-4058-849e-36e633441b49) ## Meet our experts ![roundshot_kayla_campbell](https://info.expressionforgrowth.com/hubfs/roundshot_kayla_campbell.png) ### Kayla Campbell Vice President, Total Talent, Diversity & Enterprise Development **Pernod Ricard** ![roundshot_elif_canakci](https://info.expressionforgrowth.com/hubfs/roundshot_elif_canakci.png) ### Elif Canakci Training Core Skills Lead Europe **PepsiCo** ![Marianne James Hasbro PSD-1](https://info.expressionforgrowth.com/hubfs/Marianne%20James%20Hasbro%20PSD-1.png) ### Marianne James Vice President of EMEA & Asia Licensed Consumer Products **Hasbro** ![roundshot_silvia_morgan](https://info.expressionforgrowth.com/hubfs/roundshot_silvia_morgan.png) ### Silvia Morgan Senior Director, International Sales **Geistlich Pharma AG** ![roundshot_kevin_nolan](https://info.expressionforgrowth.com/hubfs/roundshot_kevin_nolan.png) ### Kevin Nolan Global RGM Director **Karo Pharma** ![roundshot_malcolm_pickup](https://info.expressionforgrowth.com/hubfs/roundshot_malcolm_pickup.png) ### Malcolm Pickup Director, Culture and Change Management **AkzoNobel** ![roundshot_sharon_rai](https://info.expressionforgrowth.com/hubfs/roundshot_sharon_rai.png) ### Sharon Rai Diversity & Inclusion Partner, Commercial Banking **NatWest** ![roundshot_people](https://info.expressionforgrowth.com/hubfs/roundshot_people.png) ### More L&D experts Former Global Director **P&G, Pharmaceutical** Former Global Commercial Director **Water, Utilities & Waste** Global Commercial Director **Global Media & Entertainent** ### Fill in your details below   ![EFG_Logo_Full_Col](https://info.expressionforgrowth.com/hs-fs/hubfs/EFG_Logo_Full_Col.png?width=100&name=EFG_Logo_Full_Col.png) Copyright ©️ 2026 Expression for Growth. 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