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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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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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Decarbonisation in tendering – who leads and who follows?

By / / Blog, Decarbonising, Tendering

Sales Trend 10 of the Barrett 12 Sales Trends Report for 2022 is about the decarbonising in tendering.

By guest author David Lunn, MCIPS, CP. APMP – co-founder and Director, Bidwrite.

Organisations procuring goods and services through tendering specify what they want. Sometimes requirements are highly detailed. Other times they are not. And within these requirements more sophisticated buyers also point to broader agendas/needs that provide useful context to sellers. This is particularly true of larger corporates and Government or publicly funded entities. In these circumstances buyers are leading. Suppliers respond and support.

But the opposite is …

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Decarbonising Sales Training

By / / Blog, Decarbonising, Education in Sales, Environment & Sustainability, Learning and Development, Sales Training, Sales Trends, Sustainability & Environment

Sales trend 9 of the Barrett 12 Sales Trends Report for 2022 is about the changes we need to make to training and development programs to progress a decarbonised sales operation and how those changes have a positive impact in the ROI of training and development initiatives.

How much time do salespeople spend on the road, in cars or planes, in hotels, conference venues, away from work and their customers, to attend classic training events like a 2-day sales conference or days of workshops at headquarters? So when we talk about decarbonising sales training the question is twofold: Is it …

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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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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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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 Sales Trends 2022 Decarbonising Sales Operations

Decarbonising Procurement

By / / 12 Sales Trends Pages Category, Blog, Decarbonising, Environment & Sustainability, Procurement, Sales Trends, Sustainability & Environment

In Sales Trend 5 of the Barrett 12 Sales Trends Report for 2022 guest author Ben Shute from Comprara talks about the role -and potential influence- of procurement in decarbonising.

By guest author Ben Shute – CEO, Comprara

Procurement Can Drive Decarbonisation

Hurricanes in the Philippines, cyclones in North and Central America, flash flooding in Afghanistan and, of course, bushfires in Australia. There’s no place in the world that isn’t immune to the devastating effects of global warming. As we draw inevitably closer to the 1.5°C increase in average global temperatures, things will only get worse. The …

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The Race to Zero

By / / Attitudes & Behaviours, Blog, Brand & Reputation, Decarbonising, Environment & Sustainability, Innovation, Marketing, Sales Trends, Sustainability & Environment

In Sales Trend 4 of the Barrett 12 Sales Trends Report for 2022 guest author Ben Peacock from Republic of Everyone explains what brands are doing to lower their climate impact and why it’s crucial that they do so.

By guest author Ben Peacock – Founder, Republic of Everyone

You might be too young to remember, but sometime in 2009 Cascade launched a beer called Cascade Green.

The bottle was green, the billboards were green, made of real plants growing where usually only ads would be, the beer was green – 100% carbon neutral – and it …

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Climate Risk and Governance

By / / Blog, Brand & Reputation, Decarbonising, Sales Trends, Sustainability & Environment

Sales Trend 3 of Barrett 12 Sales Trends Report for 2022 looks at the risks that businesses need to consider regarding climate, and actions towards minimising their impact, energy transition, and what governments and consumers are expecting from them.

By guest author Andrew Petersen – CEO, BCSDA

This is a condensed version of Sales Trend 3, to read the original version you can download the report for free.

A new era of corporate climate risk

Over the past few years, the term “climate risk” has risen to the fore, taking up residency inside the world’s biggest companies, banks and …

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