From Sue Barrett

The Annual Barrett 12 Sales Trends for 2012 is ready for release with the theme - Adapt or Perish. Please let us know which ones you think will be most important to you 2012 by completing our 12 Sales Trends for 2012 Poll.
We will publish the Poll results in January 2012.

This month we are launching our new 'Ask the Sales Sage' advice section where you can lodge your questions to the Sales Sage and receive advice to help you. We also had the privilege of dining with Ita Buttrose, attending the launch of Swimming Victoria's Pathways Program, and working with VIS athletes on the Barrett Business Development Scholarship. Change is afoot and leaders are really paying attention to their sales strategy, culture, people and sales processes. No time for standing still.

Latest news:

Ask the Sales Sage

This month's question:

I am a sales manager with ten sales staff. All are operating at different competency levels. I have three top performers that I never need to worry about, six mediocre sales staff who get results but are seem happy at the level they're at and don't push themselves to do better and one poor performer. I have little time to devote to coaching but know I should focus on the seven operating at the lowest levels - what should I do?

The Sales Sage says:

The majority of sales managers struggle with a myriad of things to do each day, week, month etc. The responsibilities and the pressure can seem endless. However, there are ways to organise yourself so you can do everything you need to do and get better sales results from you team! Firstly, never ignore your top performers. Where would you be if they left? Loads of top sales performers leave because they feel they're not getting the attention they deserve and need to stay at the top. They need development just like the poor performers. So, invest in sales coaching for these two - you don't need to do it yourself, and your staff will appreciate your effort. Remember it is the majority whom you need to invest your time in. Make sure that everyone, top performers included, all have common sales processes, plans and language to share then everyone should know what and how you need to sell.

Once that is clear then everyone has a reason WHY we exist and what we stand for then check how everyone feels about that and how each of them can see how they can contribute to. If everyone can see their role in the bigger picture then focus your main efforts on the 6 sales staff to get them shifting to better performance through relevant training in skills, knowledge and mindset, supplemented by regular coaching and clear goals and expectations. Too often things are left unclear and fuzzy which is why many people drift. As for your poor performer apply the same process and they will either step or step out but don't waste too much time trying to fix them - they need to own their own journey.

Send us your 'Ask the Sales Sage' question via this online form.

The annual Barrett 12 Sales Trends Report for 2012

The theme for 12 Sales Trends for 2012 is 'Adapt or Perish'.

This theme is borne from the turbulent and challenging economic time we now find ourselves living in. Many of us need to rethink how we do business, how we sell and buy, how we live our lives and how we engage with the world. With the looming potential of a second GFC, we are witnessing and experiencing a major transition from the Industrial Revolution to a brave new world of the New Tech paradigm. Economic conditions are expected to remain volatile in the coming 12 months and 2012 looks set to throw up a new set of challenges.

Social, economic and political tensions bring uncertainty, with many businesses wondering what to expect and how to align their sales efforts moving forward. Barrett has indentified the 12 Sales Trends for 2012 to help guide businesses through the major transitions in how we sell and buy. Some of the trends are closely aligned however distinctive enough to stand on their own. Together they foretell major changes in the way we sell and do business.

Today's business and sales leaders will need to examine their go-to-market strategies and sales force structures as well as demonstrate courageous leadership as they navigate these unchartered waters.

As you read these trends, think hard about those that will have the greatest impact on your sales efforts next year. Go to our 12 Sales Trends for 2012 Poll to tell us which trends will be on your radar in 2012.

Barrett attends Glen Eira Women's Business Network 2011 Grand Finale

Barrett's female contingent had the privilege of attending Glen Eira Council's Women's Business Network Grand Finale on the 16 November 2011.

Presented by renowned Australian journalist, business woman and Founding Editor of Cleo magazine, Ita Buttrose, attendees heard from Australia's most successful business women on the topic of how to succeed beyond expectations - leadership, communication, knowledge and motivation.

Sue Barrett was honored to be invited as one of the year's key speakers and to sit at the head table with Ita Buttrose.

Swimming Victoria launches the Pathways Program

On Thursday 24 November Sue Barrett, in her capacity as a Director of Swimming Victoria and Barrett's Senior Consultant Esther Gretton attended the launch of Swimming Victoria Pathways Program along with 120 people, including corporate leaders, business professionals, and some of their children who had the thrill of swimming with legends Matthew Targett and Daniel Kowalski. Other swimming legends in attendance included Nicole Livingston, Giann Rooney and Linley Frame.

The inaugural event was designed to connect elite swimmers with business and build bridges for future employment and possible sponsorship. We were able to see some of Australia's and Victoria's elite swimmers in action poolside at MSAC training in anticipation for selection for the London 2012 Olympics. Often thinking swimming training is boring, many attendees (the non swimmers) got see to witness a gruelling training session and were quite amazed at how diverse the swimming training program is.

It certainly wasn't boring to watch and when they finished training many of these elite swimmers were able to meet and mingle with the guests. Swimming Victoria is going to hold these events regularly so if you would like to attend and even bring along your children who are keen to swim please let us know and we will get you on board.

Latest Media

Sue Barrett has published the following articles this month for a range of publications:

• Anthill Online: Ditch The Script. Sales Is About Questions (and Conversations)
• Niche Marketing Magazine: Aggressive Versus Assertive Selling
• Nett Online: Stop Being Pigeonholed
• Business Deals: How Much Does My Sales Team Need To Know About My Business?
• Small Business Forum: The 21st Century Salesperson and Sales Toolkit
• Small Business Forum: Simple Tactics for Prospecting Success

Question

Do you have a selling question you would like an answer to? Feel free to contact us on 03 9533 0000 or send us an email with your question and we can respond personally or will post the answer in next month's e-news for all our readers.

Suggestions

We would also love to hear any suggestions you have for our e-news. Feel free to contact us on 03 9533 0000 or send us an email and we will endeavour to include your ideas in our next email.