The Mood of the Sales Leader Report: Where Revenue Leaders Are Really At in 2026

About this episode

Cian McLoughlin returns to discuss the findings of the 2026 Mood of the Sales Leader report, highlighting key trends and challenges in sales leadership across Australia and New Zealand.

What does the data actually say about where ANZ sales leadership and their teams are really at right now? Nearly 700 sales professionals across Australia and New Zealand fed into the 2026 Mood of the Sales Leader report by Indicator and Trinity and the findings raise opportunities and a few red flags. Cian McLoughlin, CEO and Founder of Trinity and one of the sharpest minds in B2B win-loss analysis, is back on the REV UP Rebellion podcast for his second appearance. Cian and Abbie go beneath the data to unpack what is actually shifting in sales, where the execution gaps are widening, and what the best revenue leaders are doing differently. The data doesn't lie: 62% of Australian companies achieved revenue growth in 2025, yet development budgets dropped 30% in a single year AI adoption jumped from 56% to 90% of salespeople in twelve months, but only 34% say it has lifted their results Pricing has become a major reason deals fall through... but there is far more to that story than meets the eye There's a rising opportunity that could offset shrinking marketing budgets that almost no one is capturing Check out the full breakdown of the 2026 Mood of the Sales Leader Report here…

People in this episode

Host: Abbie White

Guest: Cian McLoughlin

Topics covered

• sales leadership
• revenue growth
• AI adoption
• B2B analysis
• market trends
• sales execution gaps

Keywords

• sales
• leadership
• revenue
• AI
• growth
• budget
• personalisation
• market
• trends

Mentioned in this episode

Organizations: Trinity, Indicator

Places: Australia, New Zealand

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