Category Archives: Sales Strategy

Without a Strategic Sales Force, you are doomed to fail

strategic sales force

A strategic sales force – one driven by a focused sales strategy and robust sales operation framework rather than a panel-beaten corporate / marketing strategy or territory plan for capturing incremental share of spend, is a highly treasured asset. A strategic sales force will deliver better results for the organisation’s customers and as a result, […]

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Sales Trend 5 – The Way We Sell Around Here


Sales Trend 5 from the Barrett 12 Sales Trends for 2016 Report is ‘The way we sell around here’. The Sales Dream – A low cost, high performing sales force that delivers more sales at better margins to increasingly loyal customers. Sounds like some utopian vision. Not necessarily. This sales trend highlights the best practices […]

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Sales Trend 4 – Sales & Marketing Unite

Marketing and Sales Unite

Sales Trend 4 of Barrett’s 12 Sales Trends for 2016 is Sales & Marketing Unite. For too many years there have been various degrees of finger-pointing and strained relations between the Sales and Marketing departments, and in too many cases open hostility. The ‘us and them’ approach has kept these two important disciplines at arms’ […]

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How to create a new sales routine that delivers results


We all know that creating a better sales team, better sales culture, better sales leadership and better sales strategy that delivers better sales results does not happen by attending the occasional sales training workshop. Though it doesn’t stop sales leaders from opting for the ‘quick fix’ annual sales workshop to show that they are ‘doing […]

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12 Sales Trends for 2016: Sales Trend 1 – Beyond Profit Erosion


Sales Trend 1 of Barrett 12 Sales Trends for 2016 is “Beyond Profit Erosion”. After decades of revenue and profit growth markets are no longer what they used to be. The current situation of profit erosion has been decades in the making with a combination of factors including: Low interest rates and the abundance of […]

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How to sell better in uncertain times


You could be forgiven for starting off 2016 in a rather pessimistic manner given all the ‘doom and gloom’ being spread about economic growth issues, the decline of share markets across the globe and talk of another GFC. Don’t get me wrong, we need to be vigilant and able to adapt and, even if everything […]

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David Bowie – a role model for all entrepreneurs


The sad passing of David Bowie this last week has brought a huge wave of emotional outpouring from many parts of the world including myself. I grew up with David Bowie. He has been in my life as long as I can remember. He was, I admit, my most favourite  music star of all. I […]

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Sales Systems Thinking, the key to effective sales strategy and operations

As I have previously written one of our biggest issues in running effective sales operations and executing effective sales strategies is the persistence of ‘point’ or ‘silver bullet’ solutions that mislead and distract. If you recall, a point solution solves one particular problem without regard to related issues and unfortunately, point solutions often don’t deliver […]

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Survival of the Adaptive P3: Use Effective Sales Metrics


This series of ‘Survival of the Adaptive’ articles will look at the key things we need to do as sales teams to contend with the many changes afoot in our 21st century world and market place. Part 3 is all about using effective metrics to track sales In an ideal world, the financial returns and […]

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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’ […]

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