Barrett Sales Trends 2023 Humans at the Centre

12 Sales Trends for 2023 – Humans at the Centre

By / / 12 Sales Trends Pages Category, Blog, Human-centred

The evidence is clear, the prevailing business model of the last 50 years where profit and shareholder return have been put above everything else hasn’t been good for business, sustainability, or the wellbeing of employees, suppliers, customers, communities, and the planet. While very few have profited handsomely, it has shown to be at the expense of the majority, with dire consequences. No society can sustain this kind of rising inequality.

All of our annual Barrett 12 Sales Trends reports, but in particular the last three editions, have focused specifically on what leading-edge businesses and their sales operations are doing now and …

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Putting humanity back on the corporate map

By / / Attitudes & Behaviours, Blog, Collaboration, Ethics & Values, Human-centred

It’s time we put humanity back on the corporate map

This was my core purpose when I started Barrett Consulting Group on 9th January 1995, and it still is today, 28 years later.

Prior to starting Barrett, I’d been in corporate for 11 years, giving my best, but feeling out of sorts, unsure about the purpose of business and sales. Something didn’t feel right.

I could see back in the late 1980s and early 1990s that business priorities were dramatically shifting:

  • People were being reduced to consumers with an overemphasis on profit maximisation, shareholder return, and reductionism at the expense of holistic systems, humans, …

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    4 tips to turbocharge your sales

    By / / Blog, Business Growth, Call Reluctance, Prospecting, Sales Results, Sales Tips

    ‘He who hesitates is lost’ is a saying I have chosen to kick off this topic.

    Why?

    Over 50 years of empirical research into sales success shows that people who do not hesitate to prospect for new opportunities in new and existing accounts on a constant daily basis are five times more productive on average than their hesitant* colleagues. Five Times!

    This research shows that businesses and their people can no longer rely on their technical competence, passive referrals, reputation, brand, or blanket advertising and marketing alone to bring in new business and revenue streams as they may have done in the past. …

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    The decarbonised salesperson

    By / / Blog, Decarbonising, Ethics & Values, Recruitment & Sales Recruitment, Sales Talent, Sales Trends

    Sales trend 12 from the Barrett 12 Sales Trends Report for 2022 explores what ‘decarbonised’ salespeople look like and how employers can attract them.

    Written in collaboration with ReillyScott.

    Given my long-standing public commitment to climate action and a clean green sustainable world, it may come as no surprise to readers that I receive connections, feedback, questions and requests from seasoned salespeople professionals looking to transition into ‘decarbonised/ing’ sales roles and businesses.

    Many do not want to work for or be associated with businesses that are not committed to a renewable, decarbonised world.

    They understand selling is the vehicle that allows …

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    Boost Sales Leadership to Boost Sales

    By / / Blog, Coaching, Education in Sales, Leadership, Learning and Development, Sales Coaching, Sales Leadership, Sales Management, Sales performance, Sales Results, Sales Training

    Every business wants better sales performance from their salespeople and to have happy, loyal clients.

    If you look at the overwhelming content online about sales problems and issues, it focuses mostly on salespeople and their performance.

    But what about Sales Leadership?

    Sales Leaders are given little support when it comes to being competent in their role. In fact, many Sales Leaders are given no formal training in sales management, leadership, or coaching.

    Perhaps the way to solve the problem of ‘better sales performance’ is to start by raising the standards of our sales leaders so they can lead and manage their sales teams better.

    These …

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    Decarbonising Sales Leadership

    By / / Blog, Decarbonising, Environment & Sustainability, Leadership, Sales Leadership, Sales Trends

    Sales Trend 11 of the Barrett 12 Sales Trends Report for 2022 is about the role that sales leaders can play in decarbonising sales operations.

    We see the sales leadership function as a supporting role, a key supporting role: sales leaders support salespeople, they support business success by ensuring expected sales outcomes and customer satisfaction and retention, and any other relevant business goals.  

    In that light, this trend is not about how to decarbonise sales leadership, but about how sales leadership can and should support decarbonising the sales operations in general.

    From this perspective sales leadership …

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