build-a-recurring-rhythm-rather-than-a-one-off-event

Why change sticks in some organisations and stalls in others

By / / Coaching, Leadership, Learning and Development, Sales Coaching, Sales Training

In 30 seconds

Problem: Most training never survives contact with the daily job. Organisations invest in workshops, then wonder why behaviour reverts within weeks, assuming the fault lies with the training content or the learner’s motivation.

The Shift: Research points elsewhere. The single biggest predictor of whether learning sticks isn’t the course, it’s whether the immediate manager reinforces it afterwards. Call centres already run on a rhythm built for this, continuous coaching, clear standards, short distance between leader and work, which is why change takes there without a push.

The Solution: Involve managers before learners, build a recurring rhythm rather than a one-off event, and measure behaviour change instead of course completion.

Why change sticks in some organisations and stalls in others Read Post »

does-sales-have-a-seat-at-its-own-c-suite-table

Does Sales Have a Seat at Its Own C-suite Table?

By / / Collaboration, Everybody Lives By Selling Something, Leadership, Sales Driven Organisations

In 30 seconds

The Problem: Sales is handed strategy, not invited to shape it. Excluded from executive decisions, frontline teams default to discounting and deference – the very vendor mindset leadership tells them to abandon. You cannot ask your people to earn a seat at the client’s table when they don’t have one at their own.

The Shift: Treat Sales as a strategic function, not a delivery mechanism. The sales leader belongs in the room where product, finance, and marketing decisions are made – as Chief Revenue Architect, not note-taker.

The Solution: Fix the internal table first. Everything else follows

Does Sales Have a Seat at Its Own C-suite Table? Read Post »

discipline-creates-freedom-proper-structure-liberates-teams-enabling-high-performance

The “Just” Trap: How Lazy Leadership Kills Sales Performance

By / / Coaching, Leadership, Performance Management, Sales Coaching, Sales Culture, Sales Growth, Sales Leadership, Sales Process Maps

In 30 seconds

The Problem: Leaders use “just” language – “just use the CRM,” “just focus on value” – which is lazy thinking disguised as decisiveness. This dumps complexity onto teams without frameworks, creating chaos and leaving people feeling inadequate when they can’t “figure it out.”

The Shift: “Just” signals abdication, not empowerment. Real leadership means doing the hard work of structuring complexity so teams can execute with confidence, not finding shortcuts that avoid the heavy lifting.

The Solution: Four leadership imperatives: Build tool integration into workflows; create specific sales frameworks replacing platitudes; establish continuous feedback loops beyond one-off training; coach through complexity using telemetry data. Discipline creates freedom: proper structure liberates teams from guessing and overwhelm, enabling high performance.

The “Just” Trap: How Lazy Leadership Kills Sales Performance Read Post »

remove-undermining-weak-links

One Bad Apple: Why Your Team’s Weakest Link Matters More Than You Think

By / / Attitudes & Behaviours, Coaching, Leadership, Performance Management

In 30 seconds

Watch who you let near your mind. Professor Will Felps proved what leaders have long suspected: a single toxic team member can reduce overall performance by 30 to 40 per cent, even when everyone else is capable and motivated. Let’s face it, we’ve all had to remove some bad apples from our teams. The fear is real: losing their contribution, upsetting clients. But the relief is palpable when they have gone. Teams rally. Clients stay, often grateful for the change. Your ability to foster authentic human connection is your sustainable advantage. But you must actively protect it by …

One Bad Apple: Why Your Team’s Weakest Link Matters More Than You Think Read Post »

2025_Bowie_RebelRebel_Starman_Collaboration_Finding_Magic_in_Togetherness_the_Bowie_Way

Rebel Rebel Authenticity: Bowie’s Blueprint for Being Real in Business

By / / Attitudes & Behaviours, Collaboration, Communication, Emotional Intelligence, Leadership, Soft skills, Teamwork

In 30 seconds

Authenticity isn’t soft: it’s a bold act of leadership. David Bowie’s evolution, especially during his Berlin years, shows how stepping out from behind the mask unlocks trust, emotional intelligence, and real connection. In today’s fast, automated world, being human is your competitive edge. Like Bowie, I once hid behind work until I learned to lead with my values and full self. That shift transformed everything. At Barrett, we call this Selling Better. It’s not about performance; it’s about being real. Because the most powerful relationships in business are built on truth, presence, and the courage to be yourself.

Rebel Rebel Authenticity: Bowie’s Blueprint for Being Real in Business Read Post »

2025_Bowie_RebelRebel_Starman_Collaboration_Finding_Magic_in_Togetherness_the_Bowie_Way

Starman Collaboration: Finding Magic in Togetherness the Bowie Way

By / / Collaboration, Human-centred, Leadership, Neuroscience, Teamwork, Value Based Selling

In 30 seconds

Welcome to the first article in our Rebel Rebel series exploring how to lead, sell, co-create and collaborate the Bowie way. When one of our tech security clients won a multimillion-dollar contract, the real moment of truth came after. Their new client called, unprompted: “You weren’t the cheapest, but you listened. You understood us, found shared values, and built real trust. No one else did that.” That feedback meant more than the deal. It captured the power of collaboration, psychological safety, deep listening, and co-creation, hallmarks of Bowie’s collaborative genius. Because in today’s world, success isn’t just about …

Starman Collaboration: Finding Magic in Togetherness the Bowie Way Read Post »

Integrity-in-an-age-of-shamelessness

Integrity in an Age of Shamelessness: A guide for leaders, young & old

By / / Ethics & Values, Leadership

In 45 seconds

Leadership is facing a crisis. Charisma is mistaken for competence, and shamelessness* is rewarded over integrity. This article unpacks the dangers of shameless leadership—where moral disengagement, exploitation, and division thrive—and offers a blueprint for ethical leadership that prioritises accountability, empathy, and trust.

Drawing on insights from Dr. Tomas Chamorro-Premuzic and Albert Bandura, we explore how society’s preference for confidence over competence allows unqualified, self-serving individuals to rise to power. True leadership, however, requires humility, responsibility, and purpose. By understanding the difference between healthy and toxic shame, leaders can foster cultures of trust rather than coercion.

For the next generation of …

Integrity in an Age of Shamelessness: A guide for leaders, young & old Read Post »

summer-reading-list

2025 Summer Reading & Podcast List

By / / Emotional Intelligence, Leadership, Life Skills, Sales Leadership, Sales Research, Sales Strategy

Just as the Australian summer holiday season is wrapping up and children are going back to school, many are turning their minds to the year ahead. 2024 had a lot of ups and downs, so in preparation for 2025, we’ve prepared a selection of some of our most popular articles and podcasts plus a video that will help you navigate your way forward with more clarity, confidence, and courage.

A Selection of Articles

Navigating the Brave New World of Sales

Sue Barrett and Alex Fein (Researcher, RedBridge) unpack the major shifts transforming the sales and business landscape. From navigating political volatility and …

2025 Summer Reading & Podcast List Read Post »

Barrett 30 years blog 750x280

A Journey of 30 Years: Taking the Road Less Travelled with Humanity at the Core

By / / Business Growth, Everybody Lives By Selling Something, Leadership, Sales Pioneer

In 45 seconds

In 1995, with just $3,000, I set out to transform sales from soulless transactions to human-centred connections based on trust and shared value. Thirty years on, this philosophy has not only endured but become a cornerstone for navigating today’s complex business world.

The journey has been extraordinary, built on key lessons: humanity always wins, systems bring clarity, purpose drives progress, collaboration fosters change, and human-centred practices break down silos. Barrett’s Sales Operating System exemplifies this, turning chaotic sales processes into scalable success.

Inspired by David Bowie’s courage to embrace change, I’ve made it my mission to empower businesses and people …

A Journey of 30 Years: Taking the Road Less Travelled with Humanity at the Core Read Post »

Scroll to Top