Category Archives: Sales Management

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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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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Sales managers – how coachable are you?

are you coachable

We read a lot of information and articles about the importance of sales managers being great sales coaches and the impact of coaching on sales results and salespeople’s effectiveness. Like anything, being a great sales coach requires practice, tools, resources and consistent effort. Yes, some sales managers will be naturally inclined to be great coaches […]

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‘How we sell around here’ equals sales success

Folders with the label Regulations and Guidelines

Many years ago, and for many years, when salespeople were recruited into the sales team of a business they would be schooled in ‘how we sell around here’. New salespeople regardless of their experience would be introduced to the business’ sales plan, target markets and customer segments, the product range, the current sales processes, tools […]

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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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Cracking the Sales Myth of Hunters & Farmers

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Many so called “experts” claim that there are two types of salespeople – Hunters and Farmers. Salespeople, so these experts claim, are either one or the other. Consequently they fit one sales position or another. In our experience, having spent decades working with salespeople at every level in a wide variety of segments, salespeople don’t […]

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How to find more sales growth

sales-per-month-per-segment

Many companies in B2B sales are looking for more growth in their respective market segments; however, their sales and business leaders are still looking at their markets as whole segments rather than seeing and seizing the lucrative opportunities that micro segmentation can bring. Without effective micro-segmentation, businesses risk missing niche or unique opportunities and/or needlessly […]

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