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Category Archives: Success

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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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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Now for something completely different – a gift for you

To our dear Barrett Sales Blog Readers Some of you may not be aware that since February 2007 we have published over 160 articles on the sales profession covering topics on Sales Management and Leadership; Sales Skills and Process; Sales Strategy and Sales Planning; Sales Tips; Mindset and Attitudes; Qualities of Elite Sales Performers; CRM; […]

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