By Shawn Ellis | Keynote Speaker & The Endings Expert

If there’s one thing 2025 taught us, it’s that sales teams are living in a world that refuses to sit still.

AI is changing how buyers research and decide. Customers expect more personalization, faster response times, and deeper trust. The old playbooks still have wisdom, but they no longer guarantee wins.

That’s why, heading into 2026, I believe the best sales leaders aren’t just teaching what to do next — they’re helping their teams decide what to let go of.

That’s the heart of my work on Radical Adaptability and Choose Your Ending™ — two frameworks I’ve been sharing with leaders coast to coast, from Lockheed Martin to Unum to the National Air Traffic Controllers Association. Over 10 events in the last 15 weeks, one thing became crystal clear: when people learn how to end what’s no longer working, they unlock the energy, clarity, and courage to create what’s next.

Speaking to sales leaders specifically, here is the game-changing reality: salespeople don’t need more pressure to perform. They need permission to reset — to shed outdated habits, old scripts, and unhelpful stories so they can show up fully engaged in a changing marketplace.

Through the 5 C’s of Radical Adaptability™ — Calm, Clarity, Courage, Confidence, and Community — I help sales professionals do exactly that.

Calm: Manage the stress and uncertainty that kill momentum.
Clarity: Focus on what matters most.
Courage: Make bold moves even before you feel “ready.”
Confidence: Rebuild belief in your present capability based on past success.
Community: Sell from connection, not isolation.

When teams practice these five capacities, they don’t just adapt to change — they thrive in it.

So as you prepare your 2026 Sales Kickoff, my invitation is simple: make adaptability your theme.

Because the real secret to sales success next year won’t be found in a new product launch or incentive plan — it will be in your team’s ability to end what no longer serves them and embrace what’s next with courage and clarity.

If I can help you create that kind of reset moment for your leaders, I’d love to connect.