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…
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…
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…
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…
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…
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…
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…
Like many people in Australia, my family and employees have been captivated by MasterChef Australia. What I love about MasterChef is that it can be seen as a metaphor for…
I find it somewhat frustrating when people make simplistic claims and statements about salespeople like: ‘super sales performers are all risk takers and oblivious to rejection and failure’. Statements like…
As part of my ongoing professional and personal development I belong to a CEO leadership group where we meet monthly and discuss a whole range of topics to stimulate our…
New Article Email Notification