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Selling Better in Extreme Conditions – Case Study

By / / Blog, Case study, Learning and Development, Remote selling, Sales Essentials, Sales performance, Sales Results, Sales Skills, Sales Training, Selling Better, Success

Updated: February 2023

Case Study – Multinational Client B2B team  

In February 2020 – before many of us knew we were not going to be able to work in person face-to-face over 2020 and 2021 – we were contacted by the Vice President – Sales & Business Development of ACG, a multinational supplier to the pharmaceutical and healthcare industry. One of their four divisions was looking to become one of the top players in the world for their category and to achieve that they needed to raise the level of professionalism in their sales team and leaders including transitioning from transactional …

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Decarbonised Systems & Strategies

By / / 12 Sales Trends Pages Category, Blog, Decarbonising, Environment & Sustainability, Sales Strategy, Sales System, Sales Trends, Strategy, Sustainability & Environment, Uncategorized

Sales trend 6 of the Barrett 12 Sales Trends Report for 2022 is about the key role a Sales System and a adaptive Sales Strategy have in decarbonising our sales operations.

This is a condensed version of Sales Trend 6, to read the original version you can download the report for free.

We cannot hide from the fact that we are now heading toward a decarbonised future.

A decarbonised world isn’t just a nice-to-have anymore, it’s a strategic imperative, a collective life-or-death decision we need to make on behalf of our planet and we have about 10 …

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Barrett – participant of the United Nations Global Compact

By / / Blog, Common Ground, Environment & Sustainability, Ethics & Values, Human-centred, Selling Better, Sustainability & Environment

As a business, Barrett has been committed to ethical business and sales practices since we opened our doors in 1995. We have remained true to our principles and values that reflect that commitment:

  • Ethical, human-centred and sustainable selling practices and ethos
  • Fair and mutual exchange of value
  • Mutual success and prosperity
  • Long term sustainability
  • Designing and enacting business, leadership, and sales practices for a better world

In December 2009 we published the first issue of the Barrett 12 Sales Trends Report. It was titled ‘12 Sales Trends for 2010: No more “Business as usual”’. Sales trend 10 in that report was focused on sustainable selling – …

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Selling – a powerful agent for change

By / / Attitudes & Behaviours, Blog, Common Ground, Human-centred, Life Skills, Sales Skills, Selling Better

I live by the philosophy that everybody lives by selling something.

I also believe -I know- that Selling is a powerful agent for personal, social and political change.

Many people treat selling as a business function, which it is. However, they often see it as something done by others – those called salespeople. Yet when it comes to enacting any kind of change – personal, social, environmental, political – we need to embrace our inner salesperson to take charge and take action.

Knowing how to sell, ethically and honourably, is a game changer on every level.

We might have an idea or initiative we …

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Barrett Sales Trends 2022 Decarbonising Sales Operations

Decarbonising Procurement

By / / 12 Sales Trends Pages Category, Blog, Decarbonising, Environment & Sustainability, Procurement, Sales Trends, Sustainability & Environment

In Sales Trend 5 of the Barrett 12 Sales Trends Report for 2022 guest author Ben Shute from Comprara talks about the role -and potential influence- of procurement in decarbonising.

By guest author Ben Shute – CEO, Comprara

Procurement Can Drive Decarbonisation

Hurricanes in the Philippines, cyclones in North and Central America, flash flooding in Afghanistan and, of course, bushfires in Australia. There’s no place in the world that isn’t immune to the devastating effects of global warming. As we draw inevitably closer to the 1.5°C increase in average global temperatures, things will only get worse. The …

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A Teal Test of Character

By / / Attitudes & Behaviours, Collaboration, Common Ground, Ethics & Values, Leadership, Sales Driven Organisations, Teamwork, Vision, Mission & Purpose

As the saying goes “A crisis doesn’t develop character, it reveals character”.

And there is nothing like leading and working on a political campaign to test one’s character.

In early November 2021 I accepted the offer of becoming Zoe Daniel’s campaign manager for the seat of Goldstein at the 2022 Federal Election.

I didn’t accept the offer lightly. Truth is I have never run a political campaign of any kind before, but when I thought about it, a political campaign is the ultimate example of an on-the-ground human-to-human sales led campaign and I have helped run many successful sales led campaigns before …

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The Unsung Heroes of Brand Success

Recruiting and Retaining Salespeople

By / / Assessments, Blog, Recruitment & Sales Recruitment, Sales Assessments, Sales Talent

Many of our clients have been looking for salespeople over the last few months and their experience seems to reflect what the stats are saying: it’s taking longer to fill these positions and the turnover is higher.

Our sales teams are the primary human face of our organisation and so these are critical roles.

Let’s look at recruitment first 

Effectively predicting sales performance is critical to the success of any business, and using well designed, rigorous psychometric assessments as part of a sales selection process can really boost our chances of finding and retaining the right salespeople.

We have been using …

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Reminder: Everybody lives by selling something

By / / Attitudes & Behaviours, Blog, Human-centred, Sales Results, Sales Skills, Sales Talent, Selling Better, Success

Everybody lives by selling something

Within a business, this means that everybody needs to be an ambassador for our organisation. There needs to be recognition that everyone is in one of two roles: 1) actively involved in selling, or 2) supporting someone who is. Without sales there’s no business.

Selling is a human domain

Selling isn’t the domain of salespeople, it is a human domain. For those of us who have talents and capabilities we want to take to market we need to harness the competencies of human-centred, ethical selling practices. Without this essential set of life skills, we cannot …

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The Race to Zero

By / / Attitudes & Behaviours, Blog, Brand & Reputation, Decarbonising, Environment & Sustainability, Innovation, Marketing, Sales Trends, Sustainability & Environment

In Sales Trend 4 of the Barrett 12 Sales Trends Report for 2022 guest author Ben Peacock from Republic of Everyone explains what brands are doing to lower their climate impact and why it’s crucial that they do so.

By guest author Ben Peacock – Founder, Republic of Everyone

You might be too young to remember, but sometime in 2009 Cascade launched a beer called Cascade Green.

The bottle was green, the billboards were green, made of real plants growing where usually only ads would be, the beer was green – 100% carbon neutral – and it …

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Achieving a better ROI on Sales Training

By / / Blog, Education in Sales, Learning and Development, Remote selling, Sales Essentials, Sales Growth, Sales Results, Sales Skills, Sales Training, Selling Better

It’s that time of the year again when businesses start budgeting for the next financial year, and with that many wonder how much they should spend in sales training. Of course, the answer to the question is different for each business, but using a simple example, here are 3 basic options currently widely available and the results you can expect from each:

  • Do nothing but expect improved results
    Hope is not a strategy.
    Investment: zero.
    ROI: uncertain
    This is still very common across businesses and prevalent in a number of industries because …

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