Category Archives: Sales Leadership

Don’t die wondering, the real secret to sales success – Part I of II: the business

purposeful sales system

I know, I know, I know. How many times have we seen the ‘Secrets to Sales Success’ plastered over the internet only to be left disappointed? Usually, these ‘secrets’, once you look into them, either leave you feeling duped because of the unethical biases they take, or you are left with lots of little bits […]

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‘How to manage and help salesmen’ – valuable lessons from 1960

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You might be taken aback by the sexist nature of the title of this article ‘How to manage and help salesmen’. However, if you take into account that this title comes from a book written in 1960 by Charles B. Roth you might be a bit more forgiving. I was given this book by my […]

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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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It’s all about Opportunity: A future – disrupted & reimagined

On December 4 (Melbourne) and 6 (Sydney) 2017, Barrett will be attending The Future: Disrupted and Reimagined event featuring Malcolm Gladwell, author of five New York Times bestsellers — The Tipping Point, Blink, Outliers, What the Dog Saw, and David and Goliath: Underdogs, Misfits and the Art of Battling Giants, and Steven Levitt, economist and […]

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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

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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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Women in Sales Leadership – Visions of Success

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On 19-20 April I had the privilege of chairing the 2-day conference: Women in Sales Leadership – Visions of Success in Sydney where we had over 100 women and 4 men attend. The attendees were given the opportunity to hear from and interact with 16 of Australia’s leading female sales leaders and three male sales […]

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Selling Better Case Study: How to do it properly

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A Barrett Selling Better Case Study Here is a brief snap shot of the current results of a major Selling Better project we started with one of our clients in 2015: 60 salespeople plus managers in a mid-tier speciality banking and finance company, Australia. 130% of sales budget year to date Sales pipeline confirmed business […]

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2016 Sales Trend 11 – 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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