The-Decarbonised-Sales-Team-and-Workforce-Structure

The Decarbonised Sales Team & Workforce Structure

By / / Blog, Decarbonising, Hybrid Selling, Sales Trends, Sustainability & Environment

Sales Trend 8 from the Barrett’s 12 Sales Trends Report for 2022 is about the decarbonisation of our sales and service teams and workforce structure.

Many (future-oriented) organisations have been promoting the hybrid work model for years. Technology businesses, in particular, have had remote teams for some time. However, the majority of businesses had been slower and sometimes reluctant to provide a working environment where staff could work from home, even part time.

All that hesitancy disappeared overnight in 2020 when we were all forced to stay at home due to COVID-19. All that seemed difficult -even impossible- materialised …

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sales-process-helps-your-sales-team-sell-better-faster

Sales Process – A roadmap to sales success

By / / Blog, Customer experience, Sales Process Maps, Success

Imagine navigating through a big city without a roadmap or a sat nav system. If you’re lucky and have experience (aka a history of trial and error), or are good at recognising landmarks, you may work out a preferred route, but it may not be the best or fastest route you can take. If you are new to the city or to driving, or if your favourite route is blocked your journey may be more unpredictable, more time consuming, more frustrating, and random.

A sales process provides the same kind of orientation and direction that a navigation system does. It …

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assess-your-sales-operations

5 minutes to assess your sales operations

By / / Assessments, Blog, Business Growth, Sales Benchmarking, Sales Consulting, Sales Culture, Sales Growth, Sales Operations, Sales performance

Sales operations are complex systems with many moving parts. So, when we are not getting the sales results that we expect, it’s easy to misdiagnose the cause (or causes) of the problem.

Traditionally, sales leaders, and sometimes Learning and Development professionals, equate poor sales performance to lack of skill and/or will within the sales team and so the obvious solution is sales training. However, more often than not, lack of sales skill and/or will is only part of the problem.

Here are the most common issues we find in sales operations that negatively affect sales results:

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hybrid-selling is here to stay

Hybrid Selling is here to stay

By / / Blog, Education in Sales, Hybrid Selling, Learning and Development, Remote selling

We have been saying this for a while, and now the numbers are in. Research from McKinsey shows that 94% of B2B decision makers say the hybrid sales model -combining in person, video call, online chat, etc.- is equally or more effective than the traditional sales model -mostly in-person meetings- from before the pandemic. It seems that buyers had been waiting for some time for sellers to offer more alternatives than face to face meetings.

This is great news for sales teams, there’s much to gain from a hybrid selling (or buying model). We can now do business …

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Short-termism or Sustainable Business Growth for the new FY?

By / / Attitudes & Behaviours, Blog, Business Growth, Environment & Sustainability, Human-centred, Strategy, Sustainability & Environment

As we enter the new financial year in Australia, we, as business leaders, teams, and shareholders have a choice – we can choose short-termism or sustainable business growth strategies.

If we choose short-termism, we’re compromising any sustainable growth strategy. Short-term performance pressures on leaders and investors can result in an excessive focus on their parts on quarterly earnings, with less attention paid to strategy, fundamentals, and long-term value creation.

Short-termism is not sustainable.

The pandemic, current energy crisis and climate change have exposed the devastating effects of short-termism and lack of sustainable growth strategies like investment in a renewable energy economy.  Everyone is …

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decarbonised-economic-models-and-systems

Decarbonised Economic Models & Systems

By / / Blog, Decarbonising, Environment & Sustainability, Ethics & Values, Human-centred, Sustainability & Environment

“It is not for us to forecast the future, but to shape it”. Antoine de Saint-Exupery

In Sales Trend 6 we explored decarbonised sales systems and sales strategies. In Sales Trends 7 we look at economic models that promote decarbonised systems and organisations.

Key operating models that can be deployed now and in the immediate future to create decarbonised economies, business models, and in turn sales systems and operations include Circular Economy, GreenShoring, and Doughnut Economics. 

Circular Economy

Circular Economy is an alternative to the linear “Take, Make, Consume and Dispose” mindset and business model which can help deliver …

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cultivating-positivity-and-teams-leads-to-better-productivity-and-culture

Cultivating Positive & Productive Sales Teams & Cultures

By / / Attitudes & Behaviours, Blog, Collaboration, Competition, Human-centred, Leadership, Sales Culture, Sales Leadership, Sales Management, Sales performance, Sales Results

I want you to imagine a field sales team of 20 B2B salespeople, each of whom has their own well-defined sales territory (it could be industry-based or geographical, doesn’t matter) and sales targets. They have access to sales support and customer service. Every month this sales team, including sales support, meets (virtually and occasionally in person) to workshop their territory plans looking at what’s working and what’s not.

These meetings are focused on moving forward and how to get better sales traction and deliver on results. Sure, each salesperson is required to enter their activities and deal progress in the CRM …

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Online-Only-Training-Case-Study

Selling Better in Extreme Conditions – Case Study

By / / Blog, Case study, Learning and Development, Remote selling, Sales Essentials, Sales performance, Sales Results, Sales Skills, Sales Training, Selling Better, Success

Updated: February 2023

Case Study – Multinational Client B2B team  

In February 2020 – before many of us knew we were not going to be able to work in person face-to-face over 2020 and 2021 – we were contacted by the Vice President – Sales & Business Development of ACG, a multinational supplier to the pharmaceutical and healthcare industry. One of their four divisions was looking to become one of the top players in the world for their category and to achieve that they needed to raise the level of professionalism in their sales team and leaders including transitioning from transactional …

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barrett-sales-blog-Decarbonised-Systems-and-Strategies

Decarbonised Systems & Strategies

By / / 12 Sales Trends Pages Category, Blog, Decarbonising, Environment & Sustainability, Sales Strategy, Sales System, Sales Trends, Strategy, Sustainability & Environment, Uncategorized

Sales trend 6 of the Barrett 12 Sales Trends Report for 2022 is about the key role a Sales System and a adaptive Sales Strategy have in decarbonising our sales operations.

This is a condensed version of Sales Trend 6, to read the original version you can download the report for free.

We cannot hide from the fact that we are now heading toward a decarbonised future.

A decarbonised world isn’t just a nice-to-have anymore, it’s a strategic imperative, a collective life-or-death decision we need to make on behalf of our planet and we have about 10 …

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Barrett-participant-of-the-United-Nations-Global-Compact

Barrett – participant of the United Nations Global Compact

By / / Blog, Common Ground, Environment & Sustainability, Ethics & Values, Human-centred, Selling Better, Sustainability & Environment

As a business, Barrett has been committed to ethical business and sales practices since we opened our doors in 1995. We have remained true to our principles and values that reflect that commitment:

  • Ethical, human-centred and sustainable selling practices and ethos
  • Fair and mutual exchange of value
  • Mutual success and prosperity
  • Long term sustainability
  • Designing and enacting business, leadership, and sales practices for a better world

In December 2009 we published the first issue of the Barrett 12 Sales Trends Report. It was titled ‘12 Sales Trends for 2010: No more “Business as usual”’. Sales trend 10 in that report was focused on sustainable selling – …

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