Insights
Here we gather reports, research and methods for sales representatives, sales managers and executive teams who want to understand the business better and work with greater precision.
Norval's analysis
+27 percentage pointsin perceived quality of the sales representative's work
Around 40 participants carried out comparable sales tasks without and with Norval Intelligence.
The analysis showed higher perceived quality in sales effectiveness, sales tactics, business acumen and sales technique.
Source: Norval Intelligence, impact measurement with IHM Business School 2026.
Independent research
In a field experiment, Krakowski et al. show that the same AI support can produce worse results when it does not fit the users' way of working.
When ways of working, training, decision latitude and AI interaction are adapted, both use and outcomes improve.
Krakowski et al., Management Science 72(1), 2026. DOI: 10.1287/mnsc.2022.03849
Norval combines business methodology, human judgement and AI support in the sales representative's real work.
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Showing 5 of 5
Report
How important is sales to Swedish companies, and how satisfied are those who lead it with the situation today? A summary of the answers from just over 120 people in Norval Institute's network, most of them CEOs, sales managers and division heads.
For sales managers and executive teams · Report · 2023
Research and perspectives
Most deals today are a mix of digital channels and personal meetings. The question is not which one wins, but where each part does the most good, and how AI fits in without taking over what only people can do.
For sales representatives and sales managers · Article · 2023
Method
The Business Map is Norval Institute's model for describing and developing a business in nine parts. It gives sales representatives, marketers and the executive team a shared language before you decide on sales strategy and next steps.
For sales managers and sales representatives · Article · 2023
Method
No sales method fits everywhere. META is a model for reading the business situation on two axes, deal complexity and customer buying readiness, and choosing the method that fits best right there.
For sales representatives and sales managers · Article · 2022
Method
Once the method is chosen, the craft remains. The Sales Wheel gathers the ten most common sales techniques in one toolbox and shows which carry the most weight in each method.
For sales representatives and sales managers · Article · 2023
