Category Archives: Success

Why we should coach, manage & measure Sales Inputs rather than Sales Results

Do you leave your sales results to chance? Well you might be if you are like most businesses that are too fixated on Sales Results – the Outcomes. Managing by numbers, sales managers can get blinded by measuring the number of sales made and revenue and profit margins achieved rather than focusing on the vital […]

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Like exercise, prospect a little each day and stay sales fit

Prospecting is considered one of the most daunting jobs in selling. Many people in sales or other roles charged with developing new business, especially with new prospects, find the task of prospecting anxiety provoking and tend to put off the prospecting task in favour of more desirable or less frightening tasks. Yet in their desire […]

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What can women and men learn from each other about selling?

The world of selling is transforming before our eyes and there are many lessons for the taking. The latest focus is on the emergence of social media and the internet and its impact on customers’ purchase decisions. However, to date little light has been shone on lessons learnt by men and women about gender differences […]

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How satisfied are you with your sales incentive plan?

A good sales incentive plan rests on a fundamental set of design principles that reward the right behaviours, optimise sales effectiveness, and maximise the return on incentive dollars. Specifically, a good sales incentive plan design: • uses performance metrics that are aligned with the company’s overall strategy; • supports and is consistent with the overall […]

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Can a sales manager be an effective sales coach?

Coaching usually focuses on two areas of development to achieve excellence: skills and performance. Excellence in performance is knowing the right processes to apply in the right situation, coupled with the personal insight to know how to apply them wisely. An effective sales coach is there to help people achieve excellence and realize many more […]

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Should ‘Selling’ be studied at University?

Barrett Research invites you to express your opinion about whether ‘Selling’ should be an applied academic degree. Please complete our Graduate Degree for the Sales Profession’ survey and voice your views. With the profession of Selling becoming increasingly more complex involving many more variables and the shift from product being at the heart of selling […]

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2011 the year of Sales leadership and Integrity

In December 2010 we published The 12 Sales Trends of 2011 and invited readers to vote on what they thought would be the most important trends in sales for this year. Thank you to everyone who shared their views and voted. Every month we will explore one of the trends in more detail, starting with […]

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A Time for Reflection and Renewal

As this year comes to a close, I find myself reflecting on the last 16 years in my own business. A lot has changed, yes, but many things have remained the same too. On 9th January 2011 my business will be 16 years old. While anniversaries and birthdays are celebrated differently all over the world, […]

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More lessons from MasterChef – Can you take the heat?

As the saying goes, “If you can’t take the heat get out of the kitchen”. Once again MasterChef has served up some great life lessons. Last year I wrote about the great leadership, coaching and mentoring we can learn from MasterChef. Again Garry, George, Matt and the other guest chefs showed us how to excel […]

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Collaboration – The New Competition

The New Competition was voted by you as the number 7 Sales Trend for 2010. Over the coming years, we will see collaboration become the new competition. Markets around the world are crying out for collaboration as innovation and differentiation become scarce in a sea of commoditised products and services. Sales people who see themselves […]

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