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Salesperson loneliness: an invisible risk to performance and ethics
In their article “Salesperson social loneliness, ethical behaviors, and performance: A two-wave study,” published in the Journal of Marketing Theory and
Frontline Creativity Boosts Sales, but Only Under One Condition
In retail and services alike, employee creativity is highly valued. Yet a paradox has long persisted in research: creativity, however
Sales Institute HEC Montréal Brings Its Network Together for the Partners and Collaborators Evening
On May 28, Sales Institute HEC Montréal brought together its partners, collaborators, and members of its network for its Partners
The Sales Institute HEC Montréal Shines at GSSI 2026
From June 3 to 5, 2026, the international sales research community gathers in Ancona, in Italy’s stunning Marche region, for
The Dual Café case presented to MBA students at Chulalongkorn Business School
Following the announcement of Bruno Lussier’s academic visit to Chulalongkorn Business School, the HEC Montréal Sales Institute is pleased to
Bruno Lussier on Academic Visit to Chulalongkorn Business School in Bangkok
The HEC Montréal Sales Institute continues its international outreach in Southeast Asia. From April 15 to 26, 2026, Bruno Lussier, Director
A New Publication in Industrial Marketing Management: Understanding Salespeople’s Internal Collaboration
The Sales Institute HEC Montréal is proud to highlight the publication of a research article in the prestigious journal Industrial
Strategic Leadership: A Key Driver of High-Performing B2B Sales Teams
In today’s B2B environment, characterized by digital acceleration, multi-stakeholder buying processes, hybrid work models, and increasing economic pressure, the role
When the “lone wolf” mindset undermines value co-creation in B2B sales
In their article “ Exploring the influence of salesperson lone wolf tendencies on customer value co-creation: a social exchange perspective
Job insecurity: what if it became a source of resilience?
In a professional context where organizational changes, restructuring, and automation are constantly redefining roles, the feeling of job insecurity has
HEC Montréal students shine at the Canadian University Sales Competition
Two HEC Montréal students, Amelia de Castris and Marie Poitras, took part in the second edition of the Canadian University
Well-being at work in B2B: often invisible challenges
In their article “Well-being at work: the hidden challenges of B2B,” published in the Revue Gestion (HEC Montréal), authors Bruno
ISP certification: an asset for sales students and professionals
The HEC Montréal Sales Institute has been accredited by the Institute of Sales Professionals (ISP) ), the international organization that
The Sales Institute HEC Montréal visits IESE Business School, University of Navarra
On Tuesday, November 4, the Sales Institute at HEC Montréal, represented by its director Bruno Lussier, had the pleasure of
Well-being guide for sales professionals
Well-being guide for sales professionals Well-being: a priority in sales Mental health and well-being are now key priorities in the
AI and the Future of Sales: HEC Montréal at Baylor University
On September 18 and 19, 2025, more than 50 sales researchers from around the world gathered at Baylor University (Waco,
Diversity, equity, and inclusion in B2B sales: an overview and avenues for research
Diversity, equity, and inclusion (DEI) have become essential pillars of high-performing organizational cultures. In addition to promoting employee well-being, they
Salespeople loneliness: an ethical and performance issue
A recent study led by Bruno Lussier (HEC Montréal), in collaboration with Laurianne Schmitt (IESEG School of Management) and Willy
Dual Café: Succeeding in a saturated market with a targeted business development strategy
Dual Café
A new visual identity for the Sales Institute HEC Montréal
New identity for the Sales Institute 2025