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How to keep your sales wheels turning

April 11, 2014 in Attitudes & Behaviours, Education in Sales, Sales Research, Sales Training, Self Development

Maintaining momentum in a sales career requires a proactive, disciplined approach. There are many things to consider and put together to achieve an effective selling week and sales year. The onus is on us, the salesperson, to make the most of what we have. However, many sales people unfortunately adopt the approach that it is their company’s responsibility to train and educate them, to provide everything they need before they can truly be effective as sales people.

By contrast, enlightened, highly effective sales people recognise that they need to invest in themselves, invest in their own learning and continuous development, make the most of what they have and create opportunities whatever their resources. A five year longitudinal study[1] of more than 1,000 B2B sales people, from 40 industries looked at what separates top performing sales people from average ones and revealed, amongst other things, that these top  performers took a proactive approach to their ongoing development; they took responsibility for their part in helping their company and customers be successful; and they continuously looked at ways they could attain mastery in their sales careers – despite management and resources, and always without prompting.

So what can we learn from these top sales performers? What do we have to do now to keep our sales wheels turning? How do we create our own perpetual learning environment (PLE) to help us be successful?


1) Adopt a learning mindset

open-to-learningThe first thing is that you need to be open to learning. We don’t mean this in the formal classroom sense though; it is about a mindset of being open to seeing every opportunity – good and bad – as a learning opportunity. Thus it is about self reflection, recognising your part in the processes you are involved in. The top sales performers from the study engage in self-appraisal and continuous learning.


  • Ask for feedback on their performance and the degree to which they met clients’ expectations,
  • Collaborate with colleagues and do not allow competitiveness to get in the way,
  • Recognise and act on the need for continuous learning and development,
  • Evaluate their performance and competencies and initiate development activities without prompting.


2) Collaborate with others to get the job done

CollaborativeWorkingSelling is often portrayed as a solitary role – sales people out on the road running their own territories, the lone wolf, and so on. Top sales performers are not the lone wolf type, they know the importance and power of collaboration both within their own organisation and out with their clients and networks.


  • Invest time building collaborative, customer-focused relationships inside their organization,
  • Keep current on developments that affect customers’ business strategies including emerging trends and customers’ competitors,
  • Look for ways to contribute to customers’ profitability and that of their own companies,
  • Creatively draw on the full resources of their organisation,
  • Excel at aligning customer/ supplier strategic objectives,
  • Use internal resources in ways that are appropriate to the potential profitability of serving individual customers,
  • Introduce customers to other suppliers and potentially valuable support resources.


3) Develop a Mastery Mindset

mastery-mindsetNow some of you are already doing these things and this is merely an acknowledgement and validation of your life skill practices. However, if we expect our organisations to provide us with all the support we need to be effective sales professionals, we might remain waiting. What we all need to do is step up to the plate, take the initiative and invest in ourselves. Top sales performers see their relationship with their organisation as a partnership – one where they work together in concert to make the most of the opportunities available to them. Developing effective sales capabilities is more than a one or two day training event on sales theory and skills. If you want to emulate top performing sales people and become one yourself then you need to take a holistic approach by integrating both formal and informal elements into your daily practices. The most effective way to learn and develop a skill, behaviour or mindset is to apply it and practice it on the job and in real life situations. Paying conscious attention to the core elements of your sales role you will begin to internalise, own and apply what you learn.  In that way what you learn becomes habit and part of your way of being. We cannot expect to become masters in our chosen field overnight. Expecting quick fixes is delusional. Attaining Mastery in anything is always a challenge. As Daniel Pink cites in his best-selling book “Drive – the surprising truth about what motivates us”, ‘Mastery abides by three peculiar rules:

  • Mastery is mindset: it requires the capacity to see your abilities not as finite, but as infinitely improvable.
  • Mastery is pain: It demands effort, grit, and deliberate practice.
  • Mastery is an asymptote: It’s impossible to fully realise, which makes it simultaneously frustrating and alluring.’


4) Create your own Perpetual Learning Environment

InfinityThere is a lot to think about to keep the sales wheels turning. That is why top sales performers create a schedule which incorporates a range of activities to keep them on track to the rhythm of their continuous development.

To create your own perpetual learning environment it is most useful to map out how you are going to be continuously learning, what to reflect upon, which insights will keep you fresh and on your toes.

Create a schedule that includes weekly, monthly and quarterly activities


Underlying principles of a Perpetual Learning Environment (PLE):

The core idea of perpetual learning is that learning becomes part of your daily routines. Thus ‘routine’ is not a state where you are driven by what you know and are skilled to do without much reflection or effort. Routine in a Perpetual Learning Environment is engaging yourself, your brain, in learning on a daily basis. If after a long working day you can’t answer the question “what have I learned today?” then learning is not yet part of your routine. To get to this state you have to make yourself aware – continuously – of what is happening with you, around you, and reflect upon it – if only for a few minutes – to see if there is anything, even the smallest thing, that you would want to do differently the next time. It is the acknowledgment that in an ever changing environment learning never ends. It is key to keep our sales wheels turning.

Remember everybody lives by selling something.

Author: Sue Barrett, www.barrett.com.au


[1] Research by Rosen Rosenbaum. Business Horizons, Jan 2001/Feb 2001, Vol 44, Issue 1. Seven Emerging Sales Competencies Rosenbaum, B. Industrial Psychologist

Put the polish on your new sales year

January 17, 2014 in Brain Science, Brand & Reputation, Neuroscience in Sales, Presentation & Grooming, Sales Presentation & Grooming, Self Development, Self Promotion

I have previously written about ‘putting yourself in another’s shoes’, however, I have never written about actual shoes before. In this post I wanted to raise awareness about our attire, our physical presentation – as sales and business professionals.

There are 2 key areas we need to consider:

  1. The overall congruence of what we are wearing and how we present
  2. The relevance and suitability of what we are wearing and how we present

You may think this topic doesn’t matter much with the broader and more relaxed approach to business attire these days, but it does. Consciously or not, people, are making several decisions on different levels about you when you meet with them: They are assessing whether they can trust you, whether they can connect and relate with you. They are assessing if what you are saying matches the non verbal signals presented. And they are looking at your physical presentation – the whole package if you will. They might for instance assess whether you seem to take care of yourself. ‘If you don’t even care for yourself, how am I to expect you to take care of me?’ is the assumption that people might make. In a business context they might wonder if you understand them and their industry. For instance, knowingly turning up to a muddy construction site in high heeled shoes and summer dress for a day’s worth of work in the field with a client may cause quite some doubt about your expertise “in the field”.

We know that common sense should prevail in these matters however, with so many changes in business attire in recent times it’s probably worth taking a look at some of the common sense practices that never go out of date.

The importance of congruence

congruenceAs we have written before, our brains are wired to risk, therefore our brains are looking for things that match and things that don’t so that we can make decisions quickly to protect ourselves from unnecessary danger. When we meet people and vice versa our brains are looking for congruence. The brain likes congruence – when everything lines up and makes sense. Congruence is the state achieved by coming together, the state of agreement. The Latin congru? meaning “I meet together, I agree”. As an abstract term, congruence means similarity between objects.

In short when it comes to sales and our personal presentation including our attire it means everything needs to match or else our prospect or customer will become fixated on and distracted by the things that do not match.

It may sound trivial on the surface but incongruence can be a real game changer. For instance, if you meet a man who is wearing a nice suit, his shirt and tie are clean, he’s had a good shave, smells nice, however his shoes look like he last took care of them five years ago what is going to happen? You are most likely going to be distracted at best by the shoes and it could change the way you think about that person. In short, the shoes are not congruent with the rest of the appearance. This will keep your mind occupied, distracted and might make you wonder what else about this person is just “covering up”.

Now I’m not talking here about being obsessed with clothing and becoming a ‘peacock’ or the latest fashionista, however when considering what you are wearing and what message or impression you would like to leave, the little things do count. It’s those little things, whether we like it or not, that can significantly influence how others perceive us and our overall appearance.

Most important rule: It’s all about cleanliness.

Are your clothes (including shoes) clean, well pressed? How much care did you apply to your body in regards to cleanliness, grooming and a pleasant yet unobtrusive fragrance? Is your brief case, laptop, phone, car, etc. clean and well kept?

There is nothing more off putting than being in the presence of someone who appears bedraggled or messy or smells unpleasant. This, by the way, is not just about body odour or bad breath but also about people who insist on spraying half a bottle of perfume or cologne on themselves. Either way, the other person is overwhelmed by their smell, especially in closed quarters. And what about our equipment and clothes? How do they present in terms of cleanliness?

well-dressed-manThe human brain can take in a lot of information in very short time – you may not consciously register it but the subconscious will notice the chipped nail polish or the dirty marks around that tie that has not been untied for 2 years, the frayed edges of your trousers, the dried sweat marks in the armpits of your suit, the shoes that have never been polished since they were bought, or the worn mark on the back of your right shoe and heel that comes from driving your car. These and many other little things are what people see and these could set up cognitive dissonance or incongruence with how you are perceived by your client or prospect.

As sales professionals the first thing we need to remember is that we need to build trust. We need to make sure that our customers and prospects feel at ease with us. Anything that causes them to be distracted or make them feel uneasy will make it harder for us to work with them.

I admit I do pay attention to these things and I have found that I am not alone. You think shoes are an issue? Here are some comments from people who pay attention to shoes, ties, belts, hem and necklines, etc. These are their comments from a web chat room about this topic:

In fact a good pair of shoes can make a cheap suit look good but even a good suit looks cheap if worn with cheap or badly kept shoes.

What is also annoying is the way some guys wear their ties!! What’s that about?? Loosey goosey, the knot looking more like scrambled eggs than a tie. How hard is it to look good and put some effort into: 1) shining shoes, 2) tying a decent looking knot?

Don’t even get me started on belts…sometimes you’ll see a great looking suit, good or decent shoes, and then there’s THE BELT!!! what a nightmare…it seems like  fallen at the seams

Why do some women, usually young women, insist on wearing the neckline of their tops too low? Save it for the nightclub.

My son has informed me that the two things women check out to gauge how well a man looks after themselves are if they have clean well kept shoes and nails.

I agree. Your shoes are an extension of you and how you conduct yourself. It baffles me how people dress for a job interview these days!

I had three equally qualified candidates for a good job. The young man whom had his suit tailored and shoes shined got the job.

The last comment is very telling. You just never know what will get you over the line. So why risk possible exclusion because you didn’t take the time to keep your shoes in good repair, you didn’t change your shirt or get rid of those white socks before you jumped into your suit, you didn’t remove that chipped nail polish, or take up that hem and so on? There are good shoe repairers, dressmakers/tailors, manicurists, etc. who can help you keep a clean and well presented appearance – an investment worth considering!

Relevance and Suitability

As I mentioned at the beginning, over the last decade or so we have seen a more relaxed approach to business attire. While there are still industries that expect business suits and more formal business attire, other industries are more relaxed in their dress codes, think advertising, IT, etc. Even in banking I found that a tie is not necessarily a minimum standard any more.

Business Casual FinalThis is perfectly okay with most people; however, there are still some guidelines we need to consider if we are going to make the most of our sales opportunities deriving from personal meetings. All it takes is in fact a bit of common sense and the effort to observe our environment.

With more relaxed dress codes it is important to be aware of:

A) The General Trend

B) The specific attire of your industry or clientele (industry).

Changes in fashion may change some things, like the width of lapels, the cut of pants, or the colours of blouses, shirts and ties. Basic professional attire does not change with the whims of fashion, however whenever there is change in dress codes you will find that there will be people who explore the extreme end of the spectrum – the more avant-garde or radical styles, and those who try to stick to the old school of dress codes.

There is danger in both these extremes – for instance you may want to wear the latest grooviest patent leather, strappy platform shoes with a mid thigh skirt and flowing blouse in a formal business meeting in town, but despite being dressed up to the height of the fashion, this might be way too relaxed for the occasion or the industry. Or you may want to stick with the formal suit and tie because you want to be perceived as a serious business man despite the fact that all your customers are fine with polo shirts in the heat of midsummer and might perceive you rather as uptight or old fashioned than a credible business partner.

I know that some women think that this is cramping their style if they need to restrict their creativity and personal style. Believe me I know. I have made some bad dress choices in the early years of my career in sales and business. Trying to be a fashionista and professional business person at the same time is hard to pull off.

Determining appropriate business attire can be mine field, and given the wider variety of dress codes on offer this can lead to some confusion over what one should wear and when. So what do we do?

It’s all about the relevance and suitability of what we are wearing and how we present to others.

This could mean that one day we are suited up and more formal in our attire and the next day we are able to dress down to something more casual.

western-work-shirtWe understand that for some professions, like people who work in the agriculture or in industrial sectors, their attire may require polo shirts, cotton drill pants and work boots of some nature which account for the rugged terrain they are likely to encounter in their daily work. However, even the sales people whom we meet in these professions seem to know that keeping their clothes and boots clean and in good working order is tied up with their levels of professionalism. In fact I would say that I see sales people with more clean/polished foot attire in the ‘rugged’ professions than I do in the city high street roles. Interesting, isn’t it? Have a look around when you’re in the CBD or business district next time.

As a general rule it is recommended that if our work environment is changing in terms of dress code we should not opt for the lower, most progressive or avant-garde end of the spectrum of styles. It is suggested that we stick to the top half of the industry’s or environment’s dress code. However, this does not mean we have to be conformist or invisible. We can still dress in a style that suits us and our personality, however we just need to remember we aren’t just dressing for ourselves we are dressing for others too (remember Theory of Mind). We are dressing to ensure that we can continue to create trusted relationships based on a fair exchange of value.

Never forget Selling is a Doing job – a quality Doing job

July 8, 2013 in Attitudes & Behaviours, Coaching, Sales Coaching, Self Development

Every week we can learn something new about ourselves, our business, our clients and markets even if we have been in sales for many years.  However, we can only learn something new if we take the risk and put ourselves out into the market place on a regular and consistent basis and we pay attention to the details.  And the amount of details salespeople need to pay attention to is extraordinary.  Paying attention to what we do and how we do it is how we continue to evolve in an ever changing world – it is how we create success.

we-are-what-we-doAs Aristotle stated thousands of years ago, “We are what we repeatedly do. Excellence, then, is not an act, but a habit.”

The Quality

Excellence and opportunity meet when we pay attention to the details. For instance, asking that next question, pausing long enough to let the client continue their train of thought as their ideas form, introducing new topics to stretch the boundaries of what is possible in a relationship, not being afraid to say ‘No’ and standing your ground to protect the value of what you offer.  These are some of the little things that make us great when working with our clients.

So what have you been paying attention to as a professional sales person?  What are you taking responsibility for in your own professional development? Do you know what to focus on or look for in your own behaviours and sales processes that will elevate you to the next level of sales excellence? Often, most sales people do not know the specific answers to these questions; the details to look for. Yes, it is challenging to self correct and that is why effective coaching is so critical to sales success. That specific feedback loop, the focus on specifics, helps sales people become more self aware about the quality of what they are doing.

I recently wrote in the article ‘Why managing sales inputs leads to sales disasters’ that sales managers need to coach to inputs and measure outputs. That is correct for sales managers and coaches because for too long they have been focusing on the wrong things – only managing numbers at the expense of quality.

So let’s not confuse things by taking an ‘either-or’ approach. It’s not quality at the expense of quantity or vice versa.

The brutal facts are that sales people, like elite athletes, need to be 100% certain that their job cannot function without sufficient activity. Make no bones about it, we have to do many things in sales to create our own success and achieve results.  Selling is definitely a Doing Job – a doing job in that there are critical activities that cannot be left to chance or done every now and then.  These activities, like exercise need to be done every day and if they are left to chance and not properly examined then our success in sales diminishes very quickly.

calls-prospects-buyers-graphOver 50 years of empirical research shows that the secret to sales success is… the number of contacts initiated with prospective buyers on a consistent daily basis.  Which as it turns out is no secret at all.  If we are truly responsible and professional sales people we all know that we have to prospect, meet clients, turn out proposals/quotes, follow up, close deals, etc.

The Quantity

Making sure that we do enough of the right sales activities each week to make our selling efforts worthwhile is critical. For without sufficient activity we cannot get enough practice time to get better.  For instance, what is your current sales ratio?  How many contacts do you need to make to get to talk to viable prospects and how many viable prospects turn into real sales deals?  If your ratio is currently 10 contacts : 3 viable prospects : 1 sale then look to see if you can improve that ratio by being better at the details of what you do. Could you convert the 10 contacts into 4 or 5 viable prospects and then turn these into 3 sales not just 1?  Or are you doing enough sales activities in the first place? (like prospecting calls, client meetings, etc.)  Perhaps your market has slowed down and you need to make more prospecting calls to get enough viable prospects to speak to. And so on.

It never stops if you want to be your best as a sales and business professional.

So why not pay particular attention to the details: the number of activities you are doing (quantity) and the effectiveness of what you are doing (quality)? That way you can lead a healthier more successful sales career enjoying the fruits of your labour and reducing unnecessary stress. You can have in-depth quality coaching conversations with your sales coach about your effectiveness and efficiency in sales. And you can both look forward to what you are planning to achieve and set about achieving it.

Remember: Our fiduciary duty is to do right by our business as well as doing right by our clients, where a fair exchange of value is achieved. And that means putting in enough quality effort to make it all worthwhile.

As Alvin Toffler said, “You’ve got to think about big things while you’re doing small things, so that all the small things go in the right direction.”


Remember everybody lives by selling something.

Author: Sue Barrett, www.barrett.com.au

The University of Selling

July 4, 2013 in Attitudes & Behaviours, Education in Sales, Sales Driven Organisations, Sales Skills, Sales Training, Self Development

Until now, there has been no officially recognised benchmark for Selling at tertiary level nor salespeople who can claim a university qualification as their own. On the other hand Accounting, Finance, Marketing, Production, Engineering, Business Administration, IT, Research & Design, Human Resources, Logistics, Procurement and even Entrepreneurship all have recognised tertiary qualifications in the business stream with many proud graduates.

image_apprenticeships_programThe nature of the sales role is one that demands practical implementation, so many salespeople have and still do learn and study on the job never being formally educated or recognised for their efforts. Like tradesmen, they serve an ‘apprenticeship’ (formal or otherwise) that takes them through the various stages of development until they can stand alone, un-supervised. So yes, they may not have university degrees and may not have studied for 3 years on a trot to become a ‘qualified sales person, but they are skilful and just as competent as other tertiary qualified business executives.

From a distance, especially to the non sales person, you cannot see the level of detail and knowledge sales people need to learn, develop and apply in order to be effective and successful. Salespeople get trained (formally in some cases but usually informally) over years and learn about their products and services; about their competitors and their products and services, about their markets, customers and their businesses, about marketing and about relationship building; about production, distribution and financial issues. They learn to understand costs and margins – if not the use of models, then certainly the practical application of them. And in the process they learn some 18 different selling skills and capabilities just to be effective. If they don’t do that, their chances of being a success are almost null. And even when they have learned all of these things, there is no guarantee that they will be allowed any more responsibility or be taken seriously by senior management or the business as a whole.

Selling as a career, for too long, has been trivialised, even disrespected by management, academics and even by young adults going into business. Do you ever hear anyone tell you that they are consciously choosing selling as a career?

Times_are_changingWell, times are indeed changing. With product no longer central to the sales process, every self-respecting business person is realising that without an effective sales operation organisations aren’t going to generate the revenue and margins needed to sustain the business, let alone grow it. People of all persuasions are now aware that selling is everybody’s business and you can indeed learn how to be a really effective sales professional now with the added cache of a tertiary qualification.

Companies like Dentsply, a leading dental supply company, believe in investing in training, coaching and developing their sales force to the highest standards to ensure their clients and their own people can really prosper and flourish and have done so for many years.  That is why Dentsply along with an industrial supply company, are the first companies to have their entire Australian and New Zealand Sales Force be the very first salespeople to earn a tertiary qualification in Sales via a Diploma of Business with Swinburne University of Technology.

As of July 2013, Australia now has 50 professional salespeople with a tertiary qualification that is solely centred around the profession of Selling working directly in the field with clients; and the results are proving very exciting for these sales professionals, their clients and their companies.

For me, personally, this has been a long held dream. Since 1999 I have wanted to see the Sales Profession have a place on the university curriculum. Many, many phone calls and meetings later we have arrived at a Diploma of Business which as far as I am concerned is just the start.

tertiary-qualifiedNow individuals, businesses and sales leaders everywhere can invest in themselves and/or their salespeople and get tertiary qualified. This will help them reduce the ‘learn to earn’ curve time frame, shorten the sales development cycle and fast-track their return on investment and make more and better sales. And finally salespeople can now stand shoulder to shoulder with their business colleagues having now earned their professional status and place at the university and boardroom tables.

If you want more information about the Sales Essentials Program and how to get a Diploma of Business please contact us on 03 9533 0000.  You or your team may also qualify for government funding.

Remember everybody lives by selling something.

Author: Sue Barrett, www.barrett.com.au

On your marks… Get set… GO!

December 6, 2012 in Attitudes & Behaviours, Education in Sales, Life Skills, Sales Training, Self Development, Self Promotion, Success

A prosperous life after elite sport is critically important to elite athletes as many of them have dedicated the best part of their lives (some into their 30’s) pursing excellence in their chosen sport often leaving education or business pursuits on the side.  These elite athletes know that achieving excellence in sport requires dedication, determination, discipline and sacrifice.  So what do you do career wise after a life in elite sport?  Or what can you do business wise while still pursuing your sporting goals?

These are just two of the many questions asked by the ACE (Athlete Career & Education) advisors of the many Victorian Institute of Sport (VIS) athletes when looking for this year’s participants in the third VIS Barrett Business Scholarship program.

victorian institute of sports logoFor the last 2-3 months I have been working with 11 elite athletes from the VIS helping them develop their business ideas and actual businesses via the VIS Barrett Business Scholarship program.  And this week three of the athletes stepped up and presented their vision and Go-to-market action plans to a panel looking to win a business/sales coaching scholarship with Barrett in 2013.

The process has been amazing for all concerned with some incredible insights, ideas and initiatives now in progress and of course, there was a winner.

What was fantastic about the 2012 program is we had athletes from many sports including able-bodied and paralympic athletes: wheel chair rugby, track & field, golf, cycling, rowing, canoeing slalom, snowboarding and equestrian/para-triathlon; we had Olympic and Paralympic medalists and an athlete who had just returned from their third Olympics campaign looking at their 4th in 2016 at Rio.  

What was even more amazing was the range of businesses that were represented on the program, each very different and each requiring a considered approach about how they need to get to market and position themselves effectively to win the hearts and minds of their customers and markets.  

Using the Sales Essentials Models, philosophy and principles coupled with brain science we worked together developing viable Go-to-market action plans for each of their businesses or business ideas.  The collective learning shared across the group really accelerated the understanding of how businesses can differ in how they need to go to market.   While there are common elements to be applied in all aspects of a functioning business and especially in sales, the real learning came when the athletes realised how they needed to fine tune Go-to-market action plans to hit the spot and get traction.  For instance when we looked at prospecting and developing new business each participant  needed to consider how they would prospect for new opportunities and get new clients on board.  By comparing and contrasting businesses we were able to see the weighting in direct calls to individuals or a weighting to social media campaigns needed in each case and there were distinct differences.

Alli van Ommen

Alli van Ommen (Victorian Tigers vs Drummoyne Devils)

Like the action and results oriented people they are, after each session these athletes would go out and apply what they learnt and examined, bringing back real life examples of the applications of their  efforts to the group.   Each session they continued to build on solid foundations.  What helped is that we created a  peer to peer learning environment which is a fantastic way to accelerate learning. With four sessions run over 2 months the athletes were able to gain entire group experiences ‘positive interdependence’, face-to-face interaction, group processing and individual and group accountability while working on their own businesses.   We consciously orchestrated each learning exercise which allowed the participants to fully engage in peer learning and reap the benefits.

What I love about this program is the opportunity to work with high performance individuals and see the ease with which they can transfer their knowledge and experience about being an elite athlete into the business arena.  Open to learning and not frightened to be challenged, here are some of the athletes’ insights from the program:

  • I never thought I was in selling and then realised that indeed I am in sales every day. If I do not make those calls then nothing changes and I get nowhere fast. However if I make the calls and the answer is ‘No’ at least I know.  But to my pleasant surprise there are so many Yes out there I just keep calling and guess what, there is business out there.
  • I realised that I had to pay as much attention to the prospect pipeline as I did to the customers we had got on board, if I didn’t we would have no business next season.
  • Getting the value proposition right and making it resonate with customers was crucial.  It is so important to see the world from your customers’ eyes.
  • I never knew really listening to someone was so hard – but when you do it’s really worth it.  Those listening and questioning exercises are vital.   
Steph Hickey, Cameron McKenzie-McHarg, Warwick Draper

Steph Hickey, Cameron McKenzie-McHarg, Warwick Draper(top to bottom)

Not all the athletes chose to go to final presentation evening; some were still working their way through the formation of their business ideas.  But those who presented did an excellent job. The panel was extremely impressed and it was a tough decision to choose the winner.

Our finalists were:

Warwick Draper was the eventual winner after a tight race to the finish line, so watch this space.  If you want to know more about Warwick hear him speak about his preparation for the London Olympics. 

And if you are interested in how past participants and winners of the VIS Barrett Business Scholarship program are doing you can listen to and watch them via the youtube links below. 

Alli Van Ommen (sport – water polo; business – osteopathy)

Shane Reese & Luke Harper (sport – swimming and life saving; business – swim school)

Matt Berriman (sport – cricket; business digital media, general manager, business leader)

Don Elgin (sport – paralympic bronze medalist 2000 Sydney, athletics, business – speakers bureau)

Again it has been a privilege to watch new businesses come to life and work with such an amazing group of people.


Remember everybody lives by selling something.

Author: Sue Barrett, www.barrett.com.au 

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