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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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Cultivating Positive & Productive Sales Teams & Cultures

By / / Attitudes & Behaviours, Blog, Collaboration, Competition, Human-centred, Leadership, Sales Culture, Sales Leadership, Sales Management, Sales performance, Sales Results

I want you to imagine a field sales team of 20 B2B salespeople, each of whom has their own well-defined sales territory (it could be industry-based or geographical, doesn’t matter) and sales targets. They have access to sales support and customer service. Every month this sales team, including sales support, meets (virtually and occasionally in person) to workshop their territory plans looking at what’s working and what’s not.

These meetings are focused on moving forward and how to get better sales traction and deliver on results. Sure, each salesperson is required to enter their activities and deal progress in the CRM …

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zoe daniel in front of crowd

A Teal Test of Character

By / / Attitudes & Behaviours, Collaboration, Common Ground, Ethics & Values, Leadership, Sales Driven Organisations, Teamwork, Vision, Mission & Purpose

As the saying goes “A crisis doesn’t develop character, it reveals character”.

And there is nothing like leading and working on a political campaign to test one’s character.

In early November 2021 I accepted the offer of becoming Zoe Daniel’s campaign manager for the seat of Goldstein at the 2022 Federal Election.

I didn’t accept the offer lightly. Truth is I have never run a political campaign of any kind before, but when I thought about it, a political campaign is the ultimate example of an on-the-ground human-to-human sales led campaign and I have helped run many successful sales led campaigns before …

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the-need-for-change

Ch-ch-ch-ch Changes… why it pays to be an early adopter & change agent

By / / Attitudes & Behaviours, covid-19, Decarbonising, Entrepreneurship, Environment & Sustainability, Ethics & Values, Leadership, Opportunity, Strategy, Vision, Mission & Purpose

Welcome to 2022. Each year I write a reflection piece on achieving another year in business. On 9th January 2022, we celebrated 27 years, and I couldn’t think of a more appropriate theme than David Bowie’s song, Changes.

These song lyrics seem rather apt given the current times and the journey that my team and I have been on over the last nearly 3 decades, especially the last two as we all navigate and enter yet another covid pandemic year.

To me Changes is about finding your voice, your purpose, and not accepting the status quo. Changes is about not being bullied …

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8 management essentials

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

Sue spoke with Chris Ashmore from Business Essential Daily about the 8 essential functions that sales leaders need to master.

Sales and sales management are quite different. Sales management is a particular skill that people can’t just pick up once they have been thrust into a leadership position. There are not many people that can pull this role off well naturally, so we have to develop these capabilities in our sales leaders.

You can listen to the 9:15 minutes interview here.

Or, if you prefer, you can read …

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Unethical Self-Promoters – how a few bad apples spoil it for everyone

By / / Attitudes & Behaviours, Blog, Ethics & Values, Leadership, Self Promotion, Uncategorized

Welcome to part 2 on Unethical Self-Promoters which is inspired by a recent tweet by Pepper Bismol (@Gurl_getreal) who accurately described the real and dire consequences of a ‘few bad apples’:

‘The current usage of a ‘few bad apples’ bothers me. A few bad apples spoil the barrel. If you put a rotting apple in with three dozen good one, every adjacent apple will be rotting withing days.

‘A few bad apples’ does NOT mean ‘we have a good barrel but, oh well, sometime bad things happen’. ‘A few bad apples’ …

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Rebuilding Leadership for a Better Normal

By / / 12 Sales Trends Pages Category, Attitudes & Behaviours, Blog, Leadership, Sales Leadership, Sales Trends

Sales Trend 5 from the Barrett 12 Sales Trends Report for 2021 looks into what business leaders need to stop, start, and keep doing to rebuild leadership for a better normal.

At a local level, throughout 2020, we’ve seen many businesses, their leaders, employees and customers go through tremendous personal and economic pain while others have prospered and gone from strength to strength.

Taking the lead in such an unprecedented time of chaos and uncertainty means that business owners, boards and C-suite leaders including sales leaders simply have no option but to continue to work through all their choices, …

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