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Category Archives: Sales Talent

The alarming findings about the Peter Principle & Sales Managers

Have you ever worked with someone who was really effective in one role but then promoted to other roles, usually management, and ended having no idea and no real capacity to fulfil that role in a competent manner? Chances are your answer is ‘yes’. This is a common occurrence in many organisations where people are […]

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Cringeworthy: how arrogance and ‘seniority’ destroy sales

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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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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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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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Sales Trend 2 – The Silent Majority

BarrettSlalesTrends2017-Trend2-The-Silent-Majority

Sales Trend 2 from our 12 Sales Trends for 2017 report is about the new salesperson stereotype. The history of sales methodologies and sales people is full of twists and turns. With a few excellent –or at least well-intentioned– ways of selling and many others that are the complete opposite. There was a time when […]

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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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Lessons from Introverts on how to be better salespeople

Silent-Thoughtful-Sales-Power-Introverts

Last week I wrote about the value that engineers, technicians, scientists and mathematicians can bring to the world of selling into the 21st century. I mentioned their qualities of analytical thinking, problem solving, their deep knowledge base, among other things. I also referred briefly to the traits of introverts, ambiverts and extroverts. As mentioned it […]

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Why engineers, technicians & scientists might make the best salespeople in the 21st Century

how to measure sales performance

It has been a long held belief that extroverts made the best salespeople; the gift of the gab, being charming and persuasive, telling a good story, people oriented and friendly, and all that. However, given the complexity of our world and the ever increasing need to make well informed decisions and manage risk before we […]

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Does your sales force match what you are selling?

One size does not fit all when it comes to building the right type of sales force for what you are selling; yet many professionals treat selling as a homogeneous skill set, expecting salespeople to be able to sell anything. Or another fatal mistake is to assume that industry experience and knowledge alone is all […]

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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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