Category Archives: Sales Driven Organisations

‘How we sell around here’ equals sales success


Many years ago, and for many years, when salespeople were recruited into the sales team of a business they would be schooled in ‘how we sell around here’. New salespeople regardless of their experience would be introduced to the business’ sales plan, target markets and customer segments, the product range, the current sales processes, tools […]

Read more ...

Survival of the Adaptive P1: focus on changing buying habits


Charles Darwin’s Theory of Evolution is often misquoted as being ‘the survival of the fittest’ when in fact it is ‘the survival of the most adaptive’. And that is how we need to be if we want to survive and thrive in these ever changing markets – adaptive. This series of ‘Survival of the Adaptive’ […]

Read more ...

Courageous Sales Leadership and a compelling Sales Mission


Are you the type of person who looks back and dreams of the ‘good ‘ol days’ or the sort of person who looks forward to the future searching for what can be? It may or may not surprise you that many more people look back rather than forward to what is possible. Wanting things to […]

Read more ...

Warren Buffett’s wisdom and effective sales team

Berkshire Hathaway Inc. CEO Warren Buffett Interview

How can we build effective sales teams for the short and long term? This is the perennial question that has been asked by sales managers and business leaders for years. The simple answer is bit by bit, over time by investing wisely in the right things. Warren Buffett knows a thing or two about investing […]

Read more ...

Trend 2 – Retail: From app to brick-and-mortar


For a long time now we have been hearing how online retailers (or e-tailers) are killing the brick-and- mortar retail industry. Low performing retailers complain that the competition is unfair, since e-tailers have fewer expenses (they don’t need a central location for their store—if any at all, they need barely any staff, etc.). Another focus […]

Read more ...

20 years of improving sales teams & operations. What’s changed?


The 9th January 2015 marks 20 years in business for Barrett Consulting Group. Twenty years of helping companies, sales leaders and their salespeople improve their sales operations and their sales capabilities. Twenty years of helping salespeople and buyers have better, more mutually rewarding experiences, setting a fairer exchange of value. As I moved toward this […]

Read more ...

Top 13 Sales Issues for businesses in 2014

13 common Sales Problems

As we get close to our celebration of 20 years in business we thought we would share with you the most common and critical sales problems that are affecting sales teams large and small, across all sorts of markets and industries in 2014. Here they are: Businesses not making sales quota overall Not enough salespeople […]

Read more ...

My one wish for all sales teams is …

Perpetual Learning Environment

My one wish for sales teams is that they are given the opportunity to continue to learn and develop in a dynamic learning environment where learning, reflection and constant iterations in their behaviour and skills are a regular, daily way of life. Those businesses create, what we call at Barrett, a Perpetual Learning Environment (PLE) […]

Read more ...

The legitimisation of Sales Strategy

sales strategy

The 10th Sales Trend for 2014 is ‘The Legitimisation of Sales Strategy’ Having a sales strategy is now of vital importance to the survival, growth and profitability of any organisation. Yet Sales Strategy, as a business discipline, has been poorly understood by sales managers and executive leadership teams alike, and rarely, if ever, executed well […]

Read more ...

Australia – It’s time to snap out of this sales mindset ‘slump’

economy goes up and down

If you were an alien that landed in Australia you could be forgiven for thinking that we were in the midst of a terrible recession or major disaster by the ‘doom and gloom’ sentiment that seems to be hanging over our economy like a wet blanket. Of course, it is natural for all economies to […]

Read more ...

How can we help?

New Article Notification

Receive an email when new articles are added to the blog.