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Category Archives: Coaching

Salespeople beware tire kickers, IP thieves & time wasters

tire-kicker-international-pty-ltd

Selling is a very time consuming set of activities at the best of times. Now with so much choice and complexity, sales cycles are taking even longer –like 20% longer– especially with multiple stakeholders in larger businesses. So it only makes sense that we want to be sure as salespeople that a real deal is […]

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Cringeworthy: how arrogance and ‘seniority’ destroy sales

arrogance-selfish-wordle

Here is a senior manager’s account of a real life, cringeworthy example of when a so called ‘experienced’ senior consultant completely stuffs up a prospective client meeting despite the young graduate, a millennial from the vendor’s company, sitting in the meeting with them instinctively knowing better and trying to do the right thing by the […]

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I’m really frustrated because we could all achieve magnificent sales results if only…

I-am-really-frustrated-because-we-could-al- achieve-magnificent-sales-results-if-only

I am, by nature, a realist optimist who looks at what we can do, how we can make things better and so on. But I don’t do things on a whim, my team and I study what is best practice and look to design, build and weave the various ingredients together to create cost effective, […]

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Is your sales problem really a sales leadership problem?

Is-your-sales-problem-really-a-sales-leadership-problem

Of course every business wants their sales people to prospect more, close more sales, produce more consistent sales results, achieve their sales targets/budgets, have happy, loyal clients, and so on. Some of the most common questions we hear from sales managers, sales leaders and CEOs are:  ‘How do we get our sales people to sell […]

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2017 Sales Trend 6 – Where are All the High Performance Sales Coaches?

BarrettSlalesTrends2017-Trend6-Where-are-All-the-High-Performance-Sales-Coaches

Sales Trend 6 from our 12 Sales Trends for 2017 report is about sales coaching. This sales trend focuses on how sales coaching is still lagging behind business coaching as a standard business discipline, but how the best sales leaders are using coaching to transform their sales teams and sales performances to maximise success. So […]

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The power of Sales Process Maps to deliver best sales practice

sales-process-mapping

Most new salespeople are thrown in the deep end when it comes to sales induction. “Here go out with Josephine, our best sales person and be like her.” Most salespeople, in general, are given no articulated sales process which means there’s nothing specific to be coached or trained to or to follow. In sales teams […]

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Lessons for sales teams from an elite sportsman

sport-vs-business-coaching

As part of our team’s regular coaching and development, a couple of weeks ago  Franco Crismann, one of Barrett’s BDMs went to a senior management business event at the MCG (Melbourne Cricket Ground) where Brian Lake, former Hawthorn/Western Bulldogs AFL footballer, spoke about maintaining a winning culture at work. Here is Franco’s report and reflections […]

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The new ABC of Sales – Always Be Coaching

ABC always-be-coaching

Many of us may recall the 1992 film Glengarry Glen Ross that depicts two days in the lives of four real estate salesmen and how they become desperate when the corporate office sends a trainer, Blake, to “motivate” them by announcing that, in one week, all except the top two salesmen will be fired. Blake, […]

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The power of language and intent in Sales & Coaching

power-of-language-an-intend

For the last 5 weeks I have been working around Australia helping a major client get their sales leadership team ready to roll out their new Sales Strategy and Sales Process, their version of ‘the way we sell around here’. It’s been pretty exciting and extremely well received. Why? The language we are using is […]

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The vital life (& sales) skill of Reflection

the-vital-life-skill-of-reflection

As I sit at my desk writing this article I am reflecting on the past 4-5 weeks where sitting at my desk and taking time to think, ponder, and reflect on ideas, my team, my work, our strategy, our wellbeing and so on has been few and far between. On one hand I am grateful […]

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