Category Archives: Sales Leadership

2016 Sales Trend 11 – The Renaissance Sales Manager

12-sales-trends-2016-trend-eleven-the-renaissance-sales-manager

Sales Trend 11 for our 12 Sales Trends Report for 2016 is The Renaissance Sales Manager. The logic follows that senior executives determine the Grand Strategy for the entire business, divisional executives determine what strategy they need for the segments they service so as to make the grand strategy work, and then sales managers need […]

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Why we need Progressive Approximation to design an effective sales strategy

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In the world of big data, the abundance of information, complex systems and the need to use good judgement to make sound decisions, many people, often overwhelmed by too many variables, default to single moments of truth, black and white solutions, and the promise of the ‘right’ answer in an attempt to solve the challenges […]

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Without a Strategic Sales Force, you are doomed to fail

strategic sales force

A strategic sales force – one driven by a focused sales strategy and robust sales operation framework rather than a panel-beaten corporate / marketing strategy or territory plan for capturing incremental share of spend, is a highly treasured asset. A strategic sales force will deliver better results for the organisation’s customers and as a result, […]

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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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Insights from the 2016 Sales Trends Business Breakfast

the point, albert park, great venue

This week saw Barrett host our third Annual Sales Trends Business Breakfast at The Point, Albert Park in Melbourne.  With the venue overlooking the beautiful Albert Park Lake amidst rowers rowing and the sun rising, 90 senior business and sales leaders joined us to explore this year’s Sales Trends theme of ‘Less is More’ and […]

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Women in Sales Leadership: advice to my younger self

woman typing note to self

Over 2 days on 5 & 6 April 2016 I had the privilege of chairing the 2016 Women in Sales Leadership Conference in Sydney, Australia. The theme for the event was ‘Advice to my younger self’. We had over 20 senior sales leaders from around Australia presenting to a room full of women in sales […]

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Clarity & Purpose – a recap of 2015

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This is our last sales blog for 2015,  our first blog for 2016 will be out the week of January 11th. For our clients and the team at Barrett, 2015 has been the year of clarity and purpose with many of our clients being able to put in place sound sales strategies, sales operations frameworks […]

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Lessons for Sales from ‘Good to Great’

Good - Better - Best

Jim Collins (author of “Good to Great: Why Some Companies Make the Leap…and Others Don’t”) stimulates a thought that many sales managers should be asking themselves right now: “What makes good salespeople great?” At Barrett we work with sales managers and salespeople every day, and recently asked that question of a number of people in […]

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