barrett sales trend 2 leadership and management

Sales Trend 2: Leadership AND Management

By / / Blog, Leadership, Sales Leadership, Sales Management, Sales Trends

This is Sales Trend 2 from Barrett’s 12 Business and Sales Trends for 2024. You can download the full report here.

In 30 seconds

For the last few decades, developing and cultivating leadership qualities has been a key trend and has become a billion-dollar global industry. However, this often neglects essential business and people management skills. While there was a surge in prioritising leadership, businesses are now realising the importance of building effective systems and processes for effective team operation. This trend recognises that successful sales leaders must balance both leadership and management roles to meet team and marketplace …

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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 & …

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sales-process-map

What Sales Mapping Projects Can Reveal

By / / Blog, Business Growth, Leadership, Sales Leadership, Sales Process Maps, sales-process-map, Uncategorized

In 30 seconds

Sales process mapping is essential for delivering sales strategies and setting quality standards for sales and service teams. Beyond its known benefits, it uncovers valuable insights. For instance, one company’s overly strict credit department rejected many good deals, only revealed through mapping. Another organisation’s convoluted client engagement process led to internal conflicts and client dissatisfaction, causing 50% of new clients to leave within a few months of being onboarded. Such information is invaluable to leadership for transformation. Openness to challenging findings is key. Sales and service processes, being deeply human experiences, require assessment, mapping, alignment with business goals, …

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why-we-desperately-need-human-centred-leaders

Why We Desperately Need Human-Centred Leaders

By / / Blog, Human-centred, Leadership, Sales Leadership, Sales Trends

Sales Trend 9 of the Barrett 12 Sales Trends Report for 2023 is about the rise of human-centred leadership principles and practices.

By guest author DUANE ATTREE // former Managing Director of POTENTIAL(X), Chief Commercial & Development Officer, BEAMTREE and now EXPLORER AT LARGE, in collaboration with Sue Barrett.

In 30 seconds

Leadership in the past 50-70 years emphasised charisma, strength, and wealth, but this model faces challenges. Current global issues, stagnating productivity, and employee disengagement demand a shift towards human-centred leadership. This approach prioritises people, empathy, and inclusivity, extending beyond technical skills. Empathy, particularly, is crucial for understanding others’ …

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leading-with-clarity-and-courage

Leading With Clarity & Courage

By / / Attitudes & Behaviours, Blog, Emotional Intelligence, Leadership, Sales Culture, Sales Leadership, Sales Management

In 30 seconds

Command and control or administration-focused leaders hinder progress and create toxic environments. Servant and transformational leadership styles provide better alternatives. By prioritising employees’ needs, fostering communication, and encouraging innovation, servant leaders create thriving organisations. Transformational leaders inspire growth, building positive work environments. Effective leadership demands courage and clarity, enabling tough decision-making and transparent communication. Inspiring teams requires articulating a vision, embracing risk, and instilling confidence. By fostering trust and collaboration, leaders drive sustainable outcomes.

In 2.5 minutes

What type of leader would you prefer?

  • One who likes to control everything and everyone around them, only letting people know something if it …

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being-respectful-pays-on-every-metric

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-rise-of-rudeness-with-Courtesy-and-Respect

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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train-sales-leaders-to-boost-sales-performance

Boost Sales Leadership to Boost Sales

By / / Blog, Coaching, Education in Sales, Leadership, Learning and Development, Sales Coaching, Sales Leadership, Sales Management, Sales performance, Sales Results, Sales Training

Every business wants better sales performance from their salespeople and to have happy, loyal clients.

If you look at the overwhelming content online about sales problems and issues, it focuses mostly on salespeople and their performance.

But what about Sales Leadership?

Sales Leaders are given little support when it comes to being competent in their role. In fact, many Sales Leaders are given no formal training in sales management, leadership, or coaching.

Perhaps the way to solve the problem of ‘better sales performance’ is to start by raising the standards of our sales leaders so they can lead and manage their sales teams better.

These …

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