How to keep your sales wheels turning

By / / 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 …

How to keep your sales wheels turning Read Post »

How to give your sales force a competitive advantage

By / / Sales Driven Organisations, Sales Leadership, Sales Strategy, Sales Trends

Which sales trends will most affect your business?

How can you make the most of these changes?

How can you steer your sales strategy to deliver sustainable results?

How can you give your sales force a competitive advantage?

These questions were posed at the inaugural 12 Sales Trends Annual Business Breakfast hosted by Barrett.  Focusing on what to do in light of the 12 Sales Trends for 2014 – The Thinking Sales Organisation  we presented a very enlightening and informative speech on what we can do and how we can navigate our way using the 12 …

How to give your sales force a competitive advantage Read Post »

Why we need Sales Superheroes

By / / Business Acumen, Sales Trends, Uncategorized

Why do we need Sales Superheroes?

This question and its answer became evident at the inaugural 12 Sales Trends Annual Business Breakfast hosted by Barrett.  Focusing on what to do in light of the 12 Sales Trends for 2014 – The Thinking Sales Organisation, business and sales leaders from a wide range of industries gathered to listen to our guest speaker James Thomson, Companies & Markets editor of The Australian Financial Review  and the Barrett team discuss how we can navigate our way in 2014 and beyond and …

Why we need Sales Superheroes Read Post »

How to build a High Performance Sales Unit

By / / Performance Management, Sales Driven Organisations, Sales Results

How does one go about building a high performance sales unit? What does a high performance sales person actually look like? What needs to be in place for high performance sales to flourish? These and other questions are on the minds of many sales leaders, and if they are not they should be. They are vexed questions too – not easily answered. Here’s why… Unlike a computer which is a complicated system that has predictable outputs, sales operations are complex systems with many variables and unpredictable outputs. Yet, many sales leaders from around the world continue …

How to build a High Performance Sales Unit Read Post »

Prioritising Your Prospective Buyers

By / / Education in Sales, Prospecting, Sales Planning, Sales Tips, Uncategorized

Every salesperson has a territory.  Whether that “territory” is defined by geography or demography, horizontally or vertically in terms of market segmentation, or by product, sales people need to be able to prioritise their prospects and their prospecting activities and efforts. We only have a finite time everyday to find and make sales.  If we are clear about what we offer, how it is of value to our clients and know where and how we find these prospective buyers, selling and buying is much easier. An important …

Prioritising Your Prospective Buyers Read Post »

2014 Sales Trend 2 – Telesales will have to make dramatic changes

By / / Attitudes & Behaviours, Customer Service, Sales Trends

The second Sales Trend for 2014  is ‘Telesales will have to make dramatic changes’. In-bound and out-bound telesales and call centre operations have traditionally focused on the uncomplicated sale of easy-to-understand commodities and the service support of relatively simple customer issues. Now, with the increasing demands of more sophisticated buyers they are going to have to make some dramatic changes. And with more people buying over the Internet, as opposed to telephone shopping, the number of people involved in those ineffective call centres is likely to drop. At the same …

2014 Sales Trend 2 – Telesales will have to make dramatic changes Read Post »

The problem with noisy call centres

By / / Brand & Reputation, Communication, Customer Service

If you look up ‘Noisy Call Centres’ on the web you will find a lot of information about the welfare of call centre staff. Often working in open plan office environments side by side, with many people speaking at once, ringing phones, office equipment hum and in some cases loud music in the background, you can understand why the welfare of staff is top of mind.

The ability to concentrate and do your job well in these environments can be severely hampered by all these distractions. Try selling and servicing in these conditions – it can be very challenging. Especially for …

The problem with noisy call centres Read Post »

Sales Trend 1: Sales Management will look to drive costs out of sales

By / / Education in Sales, Sales Management, Sales Trends

Since 2009 we have been publishing our Annual 12 Sales Trends reports. It has been very interesting to see the speed at which these trends are taking hold and becoming the new normal in business.  For instance, when reviewing the 12 Sales Trends for 2013 you can see hard evidence of these trends in mainstream practice. So let’s see what is in store for us in 2014. Here is the first Sales Trend for 2014 – Sales Management will look to drive costs out of …

Sales Trend 1: Sales Management will look to drive costs out of sales Read Post »

Why do some people feel ashamed of being called a salesperson?

By / / Attitudes & Behaviours, Success, Wellbeing

Do you feel ashamed of being called a salesperson? Are you aware that your view of selling (the way you think and feel about it) can affect your success or failure as a salesperson? Over the years we have met many sales people who are really good at selling, have all the ingredients, write great sales results and are highly valued by their companies, yet they never feel satisfied in their sales career. The afflicted sales person just feels a sense of unease and guilt about being in sales – they feel that their career is somehow inferior to others. …

Why do some people feel ashamed of being called a salesperson? Read Post »

Scroll to Top