In August 2020 I wrote an article about where businesses had been exposed during the pandemic crisis.
At that time, having conversations with business leaders across Australia and internationally, we found the following 11 ‘cracks’ as the most common to have appeared in their sales systems:
What is your top sales concern in 2022? Read Post »
Sales Trend 3 of Barrett 12 Sales Trends Report for 2022 looks at the risks that businesses need to consider regarding climate, and actions towards minimising their impact, energy transition, and what governments and consumers are expecting from them.
By guest author Andrew Petersen – CEO, BCSDA
This is a condensed version of Sales Trend 3, to read the original version you can download the report for free.
Over the past few years, the term “climate risk” has risen to the fore, taking up residency inside the world’s biggest companies, banks and …
Climate Risk and Governance Read Post »
Uncertainty has been our permanent companion over the last two years, and as business and sales leaders and professionals, ‘adaptation’ is -or at least, it should- be our way of doing business. We can shift our thinking by leveraging all that we have learned to propel business forward.
Here are 3 things that have helped our clients adapt in these changing times:
More businesses are coming to terms with the fact that in some cases a classroom setting is not feasible for the foreseeable future, or they prefer to …
Sales tips for uncertain times – Here’s how Read Post »
The International Women’s Day 2022 theme, Changing Climates: Equality today for a sustainable tomorrow, recognises and celebrates the contribution of women and girls around the world, who are working to change the climate of gender equality and build a sustainable and prosperous future.
The topics of gender equality and environmental sustainability are interlinked. We know that solving the gender work, pay, and education gap, positively impacts the environment. [1] However, although women are the most affected by natural disasters and conflicts, they are usually ignored when developing solutions.
A report from UNEP from 2016 identified “gender inequality …
International Women’s Day 2022: Changing Climates Read Post »
Since I started my sales careers almost 40 years ago, I have met thousands and thousands of salespeople and sales leaders and I can tell you many stories about these encounters, but what I want to focus on today is what I believe to be the motivation driving the vast majority of these sales and service people and sales leaders: their desire to help people, their clients, be successful and do the right thing by them.
Very few salespeople that I have met want take undue advantage of others, even when pressed to meet targets and hit budgets. Most salespeople are …
Selling can be an Act of Kindness Read Post »
In Sales Trend 2 of the Barrett 12 Sales Trends Report for 2022 the numbers speak for themselves, but we still looked a bit further into the business case for decarbonising sales operations.
This is a condensed version of Sales Trend 2, to read the original version you can download the report for free.
When it comes to the economic case to decarbonise, the numbers speak for themselves.
In Australia:
Cost of keep on going as we are now over the next 30 years: $ 1,890,000,000,000
Cost of achieving net-zero emissions …
The Economic & Business Case for Decarbonising Sales Operations Read Post »
Despite the pandemic it looks like the GDP will be off the Richter Scale in Australia in 2022. So how will businesses set themselves up to navigate the sales growth opportunities?
The answer: Conduct a Sales Strategy & Operations Audit.
For example, in December 2017, I met with the newly appointed Executive GM of a $4B publicly listed company operating in an essential wholesale and distribution channel. The business was in a whole world of pain including sales and share price …
Why your company needs a Sales Strategy & Operations Audit NOW Read Post »
How systematically are you and your team developing Soft Skills?
Soft Skills are now seen as the new hard skills for the 4th Industrial Revolution. They are referred to as employability and enterprise skills. They are transferable between industries and occupations. Soft skills include things such as communication, teamwork, and problem solving, as well as emotional judgement, professional ethics, and global citizenship. These universal soft skills also form the foundations of good selling and customer service.
Deloitte Access Economics forecasts that soft skill-intensive occupations will account for two-thirds of all jobs by 2030, compared to half of all jobs in 2000. The …
Soft Skills, Selling, and Micro-credentials Read Post »
The traditional season for national sales conferences in Australia is in January and February, however it’s been a bit tricky to host this kind of events over the past two years, for obvious reasons.
With optimism in the air in late 2021 for a sales conference season in 2022, all hopes were dashed as the Omicron wave halted these plans, pushing sales conferences out a few months, or seeing them cancelled once again.
But why place so much importance on sales conferences in the first place? They are expensive to host, and they take salespeople off the road when they could be …
What to do when you can’t host your sales conference, yet! Read Post »
Sales trend 1 of the Barrett 12 Sales Trends Report for 2022 is the moral case for decarbonising sales operations.
This is a condensed version of Sales Trend 1, to read the original version you can download the report for free.
I became consciously aware of climate change and its physical, economic, and moral impacts in 1989, even though scientists had been talking about this since the 1970s. Since then, I’ve been actively informing myself about climate science and the changes required to create a sustainable future for all with my first act of climate awareness being a switch to …
The Moral Case for Decarbonising Sales Operations Read Post »