Category Archives: Sales Results

Sales Trend 1 – New Metrics

BarrettSlalesTrends2017-Trend1

Sales Trend 1 from our 12 Sales Trends for 2017 report is about sales metrics. What do we measure now? When we talk about sales metrics we usually think units, volumes, quota, members signed, calls made. Generally speaking, these metrics would have been put in place in an organisation at the time that the sales […]

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How to avoid the discount trap

buy-now-wide

Do you frequently discount to win business? Does your brand seem to matter less to customers today? It’s no wonder. Customers can do a Google search of your product or service and, within minutes, learn about your product, your competitors, what customers think of you, and find the lowest prices. So, with this kind of […]

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Why self-discipline and being organised pays

no discipline. no success. period.

Being organised makes good dollars and cents. To be on track with your sales quota you need to be organised, have a plan you stick to, and use a system for effective selling. It’s never too late to start, regardless of where you are on the road towards realising your sales targets. All it really […]

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Sales Trend 10 – The evolution in sales incentive plans

12-sales-trends-2016-trend-ten-the-evolution-in-sales-incentive-plans

Sales Trend 10 from our  12 Sales Trends for 2016 is ‘The evolution in sales incentive plans’. With the growing complexity in many markets and the rise of selling in complex solutions this sales trend tells of the shift towards more customised variable Sales Incentive Programs (SIPs) taking into account team selling, complex solutions, longer […]

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How to give every salesperson the best start to their sales career

This is how most salespeople are inducted into their sales careers: “Welcome to our team, Rebecca. It’s great to have you on board. Here is your list of ABC accounts and the products brochure which outlines all the products we sell. I also want you to meet our best salesperson, Ben. He is awesome. As […]

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Sales Trend 9 – Marketing technology for better sales results

Guest co-author: David Hubbard CEO, Founder and Revenue Growth Expert for Marketing Outfield, New York, USA Sales Trend 9 from our  12 Sales Trends Report for 2016 is about using Marketing technology for better sales results. Sales and Marketing Technology – Which Trends Should You Pay Attention To? No wonder we are confused. The number […]

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Why Marketing can’t fix a Sales Problem

marketing-cant-fix-a-sales-problem

When sales start to dry up or the business doesn’t seem to be getting traction with customers, many small to medium (SME) sized businesses will usually turn to Marketing in the first, and often only instance, as their preferred solution to fixing poor sales results. Why? Because many people have been taught to think they […]

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What’s the right Sales Conversion Ratio for my sales team?

At Barrett, we get asked a lot about what is the right sales conversion ratio for sales teams. And our answer is to offer more questions such as:  Are the market(s) you are targeting in growth, mature, decline, or saturation mode? What value propositions are you taking to market to your prospective clients in terms […]

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How to create a new sales routine that delivers results

if-you-do-not-change-direction

We all know that creating a better sales team, better sales culture, better sales leadership and better sales strategy that delivers better sales results does not happen by attending the occasional sales training workshop. Though it doesn’t stop sales leaders from opting for the ‘quick fix’ annual sales workshop to show that they are ‘doing […]

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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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