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Category Archives: Sales Talent

How can we learn from our best sales performers?

How do we get the rest of our sales team learning from our top performers? Should we get our top sales performer in front of our sales team to teach them how to be more effective? Well that all depends How well does that top sales performer understand how and why they sell well? Can […]

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Is internal competition eating away at your sales results?

Many sales cultures are traditionally based on respect for authority, status and success, and encouraging competitive, challenging and achievement-oriented atmospheres. Although this is not true for all businesses, especially in the 21st Century! There are a growing number of businesses adopting more collegiate, lead team approaches. However, despite different types of cultures, sales performance and […]

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How do you create future sales superstars?

How many of us entered our sales careers with our eyes wide open? Fully aware of what it takes to be an effective sales person – ably resourced with the tools, processes, plans and support essential to our success. Knowing full well what you were getting yourself into. For most, if not all of us, […]

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How fit is your sales team?

Earlier this year we had the opportunity to put a client’s field sales force through the Barrett Sales Fitness Circuit to test their sales fitness. The Sales Fitness Circuit is designed to reinforce and continue the process of learning from the Barrett Sales Communication Training. The Sales Communication competencies (skills, knowledge and mindset) covered in […]

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What’s the right incentive scheme for my sales team?

Of all questions, this is the one that remains on the minds of sales leaders and executive teams. It is often the cause of more debate and angst than any other question in a business. People search for the golden answer, however their quest will not deliver a definitive one because it all depends on […]

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Creating an effective sales performance management system

Following on from last week’s article about managing and measuring the right things in sales, I thought it would be worth looking at some of the key principles for effective sales performance management systems. The first place to start is to align your sales performance management system and subsequent key measures to your organisation’s strategy […]

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What do your sales people really need to know and apply?

In today’s market selling skills training does not equal product training or pressure tactics. If product training or pressure selling (the hard sell) are on the top of your sales training agenda or the only training you offer your sales people then you may want to rethink your sales training strategy. What is expected of […]

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Who’s delivering your sales training?

You cannot fake real sales experience and sales wisdom. It is one of the professions that is the hardest to teach and train because without real life sales experience you are at risk of being seen as inauthentic. To help you make the best choice when it comes to selecting the right sales trainer let’s […]

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Testing times when recruiting ‘good’ salespeople

When I consider how I spend my time professionally, I find it is often devoted to demystifying two things: 1. What is ‘good’ selling? 2. The proper use of psychometric assessments, especially in sales recruitment Having written on the former on many occasions, I would like to dedicate this space to the latter – the […]

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4 valuable life skills that make for success in sales and any other role

There are many things written and said about effective sales people, effective leaders, successful entrepreneurs, great teams and so on. Many descriptions are in circulation. There is an overabundance of experts recommending this approach one day and that approach the next. Those of us who want to be effective and successful often follow the advice […]

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