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Selling Better Faster – Sales Training Case Studies

By / / Blog, Case study, Sales Essentials, Sales performance, Sales Results, Sales Skills, Sales Training, Selling Better, Uncategorized, Value Based Selling

When you roll out effective, ethical, human-centred sales training programs to your sales and client facing teams spread out over time really good things happen to your people and your clients, and of course your sales results.

At Barrett, we have any number of Selling Better transformation programs on the go across a range of industries and business types including big corporates with 1,000s of people through to teams of 5-10 made up of seasoned sales veterans and leaders to people brand new to sales. And what we get on a weekly basis are Selling Better stories from the field about …

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Being Respectful Pays on Every Metric

By / / Blog, Common Ground, Ethics & Values, Human-centred, Leadership, Life Skills, Sales Culture, Success, Teamwork, Wellbeing

For a long time, getting ahead in business has been promoted as a war to be won, going into battle, beating the competition, and having a “be tough, no wimps” policy which has created leaders, teams and cultures that are often combative, hyper-competitive (think Survivor) and, in some cases, downright dangerous and toxic to be around.

The accompanying put-downs, bullying, shaming, physical threats of violence, and constant yelling at your team, individuals and colleagues to ‘boost performance’ might make for entertaining TV shows and movies but it does not improve performance. Instead, it has the opposite effect severely diminishing people and …

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Tackling the Rise of Rudeness with Courtesy & Respect

By / / Attitudes & Behaviours, Blog, Common Ground, Ethics & Values, Leadership, Life Skills, Sales Culture, Success, Teamwork, Wellbeing

If you’re sensing that rudeness and incivility are on the rise lately, you would be right.

Research shows that since the pandemic incidents of rudeness and incivility have been escalating worldwide.

Before we look further at the statistics, let’s look at Rudeness and Incivility themselves.

Culturally, people can be perceived as rude if they are too direct, blunt, or cheeky, or if they do not follow certain social mores – customs and codes of behaviour established by a social group- whether they intended to behave that way or not; however, this is not what we are talking about here.

This post is specifically calling …

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The Moral Case for Human-centred Businesses

By / / Attitudes & Behaviours, Blog, Ethics & Values, Human-centred, Sales Trends, Uncategorized

Sales trend 2 of Barrett’s 12 Sales Trends Report for 2023 presents the moral case for putting humans at the centre of businesses.

Adam Smith, often referred to as the father of capitalism, was, in fact, a moral philosopher and said, “Markets could not flourish without a strong underlying moral culture, animated by empathy and fellow-feeling, by our ability to understand our common bond as human beings and to recognize the needs of others.” Smith recognised the moral aspects of humans and the importance of supporting the common good when it came to creating healthy and prosperous societies. …

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Sales Performance – what are we really measuring?

By / / Blog, Coaching, Performance Management, Sales Coaching, Sales Leadership, Sales Management, Sales Measures - Inputs & Outputs, Sales performance, Sales Results

The prevalent way of measuring sales performance is a combination of KPIs. These include the obvious sales results, and a few others, like number of calls and meetings, new opportunities, etc.

However, longer sales cycles and more complex ways of selling like Solution Selling and Value Based Selling, or segmentation approaches like Strategic / Key Account Management demand a more sophisticated approach to measuring effectiveness. The biggest challenge when measuring the performance of our sales teams is how to measure quality rather than just quantity of sales results.

Leaders need to move from a deficiency orientation …

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selling-is-everybodys-business

Selling is Everybody’s Business

By / / Blog, Customer Service, Sales Driven Organisations, Sales Results, Selling Better, Success

Selling is everybody’s business. Any organisation that wants better sales results need to start by recognising this.

Selling has to be a whole business focus. Every person in a business needs to understand and acknowledge that we are all in sales now. Everyone, from production, credit, procurement to post-sales service, is part of the sales value chain.

Customer service

What better example to illustrate this point than customer service? How many clients are lost each year due to bad customer service? Research across the world shows that anywhere from 65% to 91% of clients that have a bad experience with customer service will …

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The Case for Human-centred Economics

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

Sales trend 1 of Barrett’s 12 Sales Trends Report for 2023 is about why we need to become human-centred in our economic activities.

By guest author TOBY KENT // Toby Kent is a Partner in PwC’s Energy Transition team and leads PwC’s work with privately held companies.

The challenge afoot

A human-centred economy is one in which the primary, and arguably only goal, of an economic system should be to better the lives of those within it. The focus of a Human-Centered Economy is to maximize human welfare.

In a recent role, I focused a lot on urban issues. I would often deride …

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