Category Archives: Sales Research

What we cannot control in sales

what-we-cannot-control-in-sales

Last week we talked about what we can control and influence in sales, especially in uncertain times.  This week is looking at what we cannot control in sales and how to learn to live with it.  What (and who) we cannot control Let’s face it, we operate in a complex world where many things are […]

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How to keep your sales wheels turning

keep-sales-wheels-turning

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 […]

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12 Sales Trends for 2014 – The Thinking Sales Organisation

sales-trends-2014

As 2013 comes to a close we firstly wanted to thank all our loyal readers for their continued support of our work. We also thought you would like to get a sneak peek of our Annual 12 Sales Trends Report for 2014. With the unprecedented changes we are experiencing as a result of the digital […]

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The History of Sales Methodologies

history-of-sales-methologies

Have you ever wondered just how many sales methodologies are out there and which ones work and which ones don’t? Maybe you haven’t given much conscious thought to this subject but then again maybe you have.  Either way, if you are in sales or run a sales team or business and want to be more […]

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Sales on the University agenda? – The final results

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Sales has been excluded from the academic landscape, until now. Barrett is one of the first consultancies to ask the question: Should selling be studied at degree level at University? Why? Based on Barrett’s long standing involvement in sales and the development of sales professionalism, we wanted to fully understand how people think and feel […]

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Rethinking Sales Incentives – The Science of Motivation

Australian Perks

‘Rethinking Sales Incentives’ was voted as the Number 8 Sales Trends for 2011. Incentive programs, commissions and bonuses have been synonymous with sales teams for at least the last 50 years. However throwing more money at sales teams to perform better, especially in these more complex and creative times may be a thing of the […]

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Should ‘Selling’ be studied at University?

Barrett Research invites you to express your opinion about whether ‘Selling’ should be an applied academic degree. Please complete our Graduate Degree for the Sales Profession’ survey and voice your views. With the profession of Selling becoming increasingly more complex involving many more variables and the shift from product being at the heart of selling […]

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Knowing your business

‘Knowing your business’ was voted as the Number 3 Sales Trends for 2011. With business becoming more complex it should come as no surprise that clients want to work with business people who can sell, think about possibilities and create a work partnership with their businesses. However, our studies with hundreds of sales professionals and […]

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Different sales assessments and how to use them

If you wanted to, you could sit down for at least four weeks and complete 100’s of sales assessments and there would still be more on offer. This over abundance of sales assessments can be confusing because they are not all the same. If you do not know what you want to measure it will […]

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Planning for 2011

Budgeting and developing strategy for 2011 should be near the top of your ‘to-do’ list right now or be bedded down already. People complain about being too busy and never having enough time, however if you do not make time for regular planning you will let everyone down. Make time to work on: Forecasting Evaluating […]

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