short-term-pain-long-term-gain

Short-Term Gains, Long-Term Pains

By / / Blog, Brand & Reputation, Business Growth, Case study, Customer-centric, Ethics & Values, Human-centred, Sales Growth, Success, Sustainability & Environment, Trust

In 30 seconds

Focusing solely on short-term results like Boeing did, prioritising profits over safety, led to disastrous quality issues and accidents. This highlights a broader problem: prioritising sales figures over people’s well-being can erode trust and damage reputation in any industry, not just aviation. The same happens when organisations drive sales teams solely based on numbers, quantity, and financial outcomes. While it can lead to the desired short-term results, it puts the business at risk in the long-term:  Erosion of quality, safety, reliability, trust, and reputation.

In 1.5 minutes

We frequently talk here about the risks of focusing on …

Short-Term Gains, Long-Term Pains Read Post »

Navigating the Brave New World of Sales

Insights on Sales Strategy, Leadership, and more.

By / / Attitudes & Behaviours, Blog, Case study, Education in Sales, Emotional Intelligence, Human-centred, Leadership, Sales Strategy, Selling Better

This week we share our five most-read articles this year so far. In this collection, you will discover how internal teams are embracing selling, learn why a well-defined sales strategy is key to business success, explore the evolution of emotional intelligence to relational intelligence, and uncover the transformative power of clarity and courage in leadership. We also share insights into what consumers want.

1) We’re All in Sales – An Internal Team’s Journey

Lately, I have been working with internal teams of an ASX-listed business. These teams include Audit & Risk, Business Consulting, People & Culture, and Diversity & …

Insights on Sales Strategy, Leadership, and more. Read Post »

sales-system-interface-customer-business

Audit Your Sales System to Sell Better Faster in FY 2023-24

By / / Assessments, Blog, Business Growth, Case study, Sales Driven Organisations, Sales Growth, Sales Operations, Sales Results, Sales Strategy, Sales System, Selling Better, Strategy

As many businesses and sales leaders look to finalise their business strategies, sales and training budgets for FY 2023-24, they are likely putting their minds on how to help their sales and client-facing teams improve productivity and performance, customer service standards, sales pipeline, attraction and retention of the right kinds of clients, their competitiveness, profitability, revenue, and so on.

Often their minds will drift to some form of sales training to improve sales. And sure, the right kind of sales training is essential to stay sales fit and deliver sales results; however, many businesses and sales leaders miss the opportunity to …

Audit Your Sales System to Sell Better Faster in FY 2023-24 Read Post »

selling-better-faster-sales-training-case-studies

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 …

Selling Better Faster – Sales Training Case Studies Read Post »

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 …

Selling Better in Extreme Conditions – Case Study Read Post »

Why your company needs a Sales Strategy & Operations Audit NOW

By / / Assessments, Blog, Case study, Role Clarity, Sales Benchmarking, Sales Consulting, Sales Driven Organisations, Sales Leadership, Sales Market Segmentation, Sales Strategy, Sales System, Strategy

Despite the pandemic it looks like the GDP will be off the Richter Scale in Australia in 2022. So how will businesses set themselves up to navigate the sales growth opportunities?

The answer: Conduct a Sales Strategy & Operations Audit.  

However, sales strategy is too often neglected, and it can be the difference between business failure and profitability.

For example, in December 2017, I met with the newly appointed Executive GM of a $4B publicly listed company operating in an essential wholesale and distribution channel. The business was in a whole world of pain including sales and share price …

Why your company needs a Sales Strategy & Operations Audit NOW Read Post »

Case Study – Human-centred Sales Systems Transformation

By / / Blog, Case study, Human-centred, Sales Culture, Sales Driven Organisations, Sales Results, Sales Strategy, Sales System, Strategy, Success

The client: a $4B division of a listed corporation specialising in Wholesale & Retail. The division is a combination of B2B sales (wholesale), B2C sales across several retail brands, service areas, marketing, and procurement and it includes 200+ people.

The challenges when we started working with them late 2017-early 2018:

  • The business had acquired a mix of companies over the years and there was no integration, no common language, no consistency, etc.
  • The business was in flux and sales and share price were in decline.
  • There was poor customer retention.
  • Several key brands were being disrupted.
  • Sales and services teams were not trained to deliver to …

Case Study – Human-centred Sales Systems Transformation Read Post »

sales-strategy-tactics-only-or-is-it-more-than-that

Sales Strategy – more than tactics & incremental growth

By / / Blog, Case study, Sales Strategy, Sales System, Strategy

Corporate, business, and marketing strategies are often too broad, or too focused on either financial or brand results only as to offer any clear direction to a sales team. Which means the support, focus, direction, standards, and mission of a sales operation is often reduced to little more than generating more business at better margins.

Because of this broader focus on the bigger picture, sales strategies all too often become a series of tactical activities that do little more than support marketing. In the end all that this achieves is making sales an expensive, frustrating exercise with salespeople …

Sales Strategy – more than tactics & incremental growth Read Post »

What to do when there’s panic in the air…get focused & get selling

By / / Attitudes & Behaviours, Case study, Life Skills, Opportunity, Prospecting, Resilience, Sales Driven Organisations, Sales performance, Sales Results, Sales Tips, Success

I’ve been around long enough to have lived and worked through major recessions, financial crises i.e. GFC, and general downturns in business and survived, if not thrived during these times. Why?

The clever investors, business and salespeople look at downturns in markets as opportunities to get further ahead. They look at the evidence at hand, the trends that are emerging and see opportunity, when many others see disaster. I don’t mean that these people are blithely skipping through the day oblivious to the challenges facing communities, markets and economies.

The truth is they are probably far more aware of all the challenges …

What to do when there’s panic in the air…get focused & get selling Read Post »

Scroll to Top