Sales skills future-proof careers and margins

By / / Blog, Digital credentials, Education in Sales, Human-centred, Learning and Development, Sales Skills

We have discussed the importance of soft skills in the past, in fact, it was one of our 12 Sales Trends for 2020.

However, this is an increasingly relevant topic. It is estimated that by 2030 soft skills will be key in 2 out of 3 jobs. Those with the right skills in the right context will increasingly choose how, where and when they work, and businesses that invest in developing their employees’ soft skills will benefit, too. It’s been estimated by Deloitte Access Economics that employees with effective soft skills could increase revenue by more than $90,000 …

Sales skills future-proof careers and margins Read Post »

decarbonising-sales-training

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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Get badged! Get properly recognised for your sales capabilities

By / / Assessments, Blog, Education in Sales, Learning and Development, Sales Essentials, Sales Training

There is nothing like that feeling of accomplishment, especially when we’ve stepped outside our comfort zone and learnt something new, challenged our abilities, or put the work in to better ourselves and attain levels of mastery in core disciplines and reap the rewards.

Independently, people undertake learning via self-study or courses to better themselves every day, whether it’s for work, career, or just personal interest. Some get university degrees or certificates to validate their study and accomplishments.

However, many of us participate in courses and programs offered by our organisations or we might do some online course to better ourselves but how …

Get badged! Get properly recognised for your sales capabilities Read Post »

hybrid-selling is here to stay

Hybrid Selling is here to stay

By / / Blog, Education in Sales, Hybrid Selling, Learning and Development, Remote selling

We have been saying this for a while, and now the numbers are in. Research from McKinsey shows that 94% of B2B decision makers say the hybrid sales model -combining in person, video call, online chat, etc.- is equally or more effective than the traditional sales model -mostly in-person meetings- from before the pandemic. It seems that buyers had been waiting for some time for sellers to offer more alternatives than face to face meetings.

This is great news for sales teams, there’s much to gain from a hybrid selling (or buying model). We can now do business …

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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 …

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get-a-better-roi-for-sales-training

Achieving a better ROI on Sales Training

By / / Blog, Education in Sales, Learning and Development, Remote selling, Sales Essentials, Sales Growth, Sales Results, Sales Skills, Sales Training, Selling Better

It’s that time of the year again when businesses start budgeting for the next financial year, and with that many wonder how much they should spend in sales training. Of course, the answer to the question is different for each business, but using a simple example, here are 3 basic options currently widely available and the results you can expect from each:

  • Do nothing but expect improved results
    Hope is not a strategy.
    Investment: zero.
    ROI: uncertain
    This is still very common across businesses and prevalent in a number of industries because …

    • Achieving a better ROI on Sales Training Read Post »

    The Roadmap out of Lockdown

    By / / Attitudes & Behaviours, Blog, covid-19, Education in Sales, Learning and Development, Sales performance, Sales Results, Sales Skills, Sales Training

    Australia’s Covid-safe future is weeks away now. Have you prepared the roadmap for your organisation, and particularly for your sales and customer facing teams?

    We still come across business leaders assuming this national roadmap will lead back to whatever normal their business experienced before 2020. Their salespeople will hit the road again, customers will visit their sales offices and shops as before, meetings, trainings, workshops will finally return to the board room, a conference hotel, or a classroom. But will they…?

    Trends across the globe[1] rather point towards a hybrid future, where face to face engagement and virtual connectivity will …

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    adult-training-session-salesessentials

    Celebrating adult learners & the positive power of lifelong learning

    By / / Attitudes & Behaviours, Blog, Education in Sales, Learning and Development, Life Skills, Sales Training

    Learning doesn’t just happen in a school classroom with a teacher telling us what to learn – although that is how many people think of learning still. Learning happens everywhere anytime whether we are aware of it or not. Learning is an essential part of our evolution, our daily lives, and our daily survival strategies beyond the school gate. Interestingly, learning starts off as an intrinsic joy to children – Maria Montessori talks about the absorbent mind of children, inquisitive and curious about how the world around them and beyond operates. Oh, the joys of being a curious, courageous adventurous …

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    kick start your sales growth

    Seven Things to Kick Start Sales Growth in the New FY

    By / / Assessments, Attitudes & Behaviours, Blog, covid-19, Customer Service, Education in Sales, Learning and Development, Opportunity, Remote selling, Sales Growth, Sales Leadership, Sales Results, Sales Skills, Sales Strategy, Sales System, Sales Tips, Sales Training, Strategy

    No mucking around. Let’s get straight to the point.

    Things have changed -dramatically- as a result of COVID with new opportunities and markets emerging, old ways of doing things in decline, leaders and teams needing to rethink how we do business, and customers trying out different ways of buying and engaging with suppliers. There’s no time to stand still it seems, but that is what we need to do sometimes to catch our breath, reset, and look at what we need to do next.

    So here are 7 things you can do to get real sales traction and sustainable sales and business …

    Seven Things to Kick Start Sales Growth in the New FY Read Post »

    The new versatility in learning

    By / / 12 Sales Trends Pages Category, Blog, covid-19, Education in Sales, Learning and Development, Sales Skills, Sales Training, Uncategorized

    Sales Trend 7 from the Barrett 12 Sales Trends Report for 2021 explores the changes in Learning and Development that precipitated as a consequence of lockdowns and other restrictions.

    By Jens Hartmann, Head of Learning & Development – Barrett

    2020 has been a devastating year, there is no amount of glossing over that can change that. But, interestingly, it has brought positive consequences for some important aspects of Learning & Development. It fast-tracked and enforced changes that many people were reluctant to apply or didn’t know about. Within 6 months it had pushed people’s approach to learning further …

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