Category Archives: Sales Management

The power of language and intent in Sales & Coaching

power-of-language-an-intend

For the last 5 weeks I have been working around Australia helping a major client get their sales leadership team ready to roll out their new Sales Strategy and Sales Process, their version of ‘the way we sell around here’. It’s been pretty exciting and extremely well received. Why? The language we are using is […]

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The vital life (& sales) skill of Reflection

the-vital-life-skill-of-reflection

As I sit at my desk writing this article I am reflecting on the past 4-5 weeks where sitting at my desk and taking time to think, ponder, and reflect on ideas, my team, my work, our strategy, our wellbeing and so on has been few and far between. On one hand I am grateful […]

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Sales managers – how coachable are you?

are you coachable

We read a lot of information and articles about the importance of sales managers being great sales coaches and the impact of coaching on sales results and salespeople’s effectiveness. Like anything, being a great sales coach requires practice, tools, resources and consistent effort. Yes, some sales managers will be naturally inclined to be great coaches […]

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‘How we sell around here’ equals sales success

Folders with the label Regulations and Guidelines

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 […]

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Lessons for Sales from ‘Good to Great’

Good - Better - Best

Jim Collins (author of “Good to Great: Why Some Companies Make the Leap…and Others Don’t”) stimulates a thought that many sales managers should be asking themselves right now: “What makes good salespeople great?” At Barrett we work with sales managers and salespeople every day, and recently asked that question of a number of people in […]

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Cracking the Sales Myth of Hunters & Farmers

hunters-farmers-enough-diversity-Basket-750x280

Many so called “experts” claim that there are two types of salespeople – Hunters and Farmers. Salespeople, so these experts claim, are either one or the other. Consequently they fit one sales position or another. In our experience, having spent decades working with salespeople at every level in a wide variety of segments, salespeople don’t […]

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How to find more sales growth

sales-per-month-per-segment

Many companies in B2B sales are looking for more growth in their respective market segments; however, their sales and business leaders are still looking at their markets as whole segments rather than seeing and seizing the lucrative opportunities that micro segmentation can bring. Without effective micro-segmentation, businesses risk missing niche or unique opportunities and/or needlessly […]

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

we-are-20-years-old

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 […]

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The 7 benefits of Online Sales Training

Image of woman using laptop while sitting at her desk. Young african american businesswoman sitting in the office and working on laptop.

Have you ever tried online sales training? Why not try this complimentary Sales Essentials Module – ethics, philosophy and history of selling? Why? Because the world of sales education and training is evolving and online sales training is starting to take hold. Whilst classroom training will always have its place, here are 7 reasons you […]

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