If you had to put a percentage weighting on the following questions what would your answers look like?
It’s probably impossible to give definitive answers to these questions; however, I suspect, like me, you are aware that much of our individual success …
Debunking myths for the Common Good Read Post »
What is the correct title for a salesperson’s role? What should I call myself?
This is a contentious issue… And a question we get asked frequently.
The answer will depend on why you are asking the question. Are you asking because:
All of these questions are valid and can present problems …
What is the correct title for a salesperson? – New edition Read Post »
As mentioned previously, finding common ground is indispensable to our progress, especially if we are to move forward as communities and solve the most pressing issues we have to deal with as humans inhabiting an abundant but vulnerable and finite planet.
In this article we explore how words, language and the stories we tell can help us find common ground or tear us apart, and look at some examples to demonstrate how things can go either way.
Have you ever shared a story or anecdote that sounded perfectly …
Engaging with words and stories to find common ground Read Post »
At Barrett we are very mindful of our coaching approach and the well-being of the coaches and coachees. Read what Jens Hartmann, our head of Learning and Development has to say about this.
Let’s say you’re a sales leader, and you have the opportunity to coach a salesperson who has a decent track record. This has been their week:
Some big deals are taking more effort and time to close than expected; there’s pressure to close deals before the end of the …
Why ‘Coaching with Compassion’ leads to healthier coaches Read Post »
As mentioned previously, Finding Common Ground is about exploring shared interests, beliefs, or opinions between two people or groups of people who may disagree about most other subjects.
In a world where the media, governments and self interest groups are portraying, more often than not, a polarised ‘us’ versus ‘them’ narrative, even though many of us go about our day-to-day interacting with all sorts of people from all sorts of backgrounds, it’s even more important that we resist this divisiveness and work together to find common ground for the common good.
Octavio Paz, …
Why should I give a damn about you? Read Post »
Sales Trend 6 from the Barrett 12 Sales Trends Report for 2019 is about how successful salespeople are rising to the challenge of rebuilding trust at a time when trust in business is particularly low.
When trust in business and organisations in general is low, no one is more affected by it than salespeople. Salespeople are at the frontline of the business. They are the visible face. So when things go pear-shaped, the ones who lose credibility and trust are salespeople themselves. The famous Edelman report and a study conducted by Roy Morgan reveal that trust in businesses is at …
Trust me, I’m a salesperson Read Post »
Common ground: shared interests, beliefs, or opinions between two people or groups of people who disagree about most other subjects. (Cambridge dictionary)
Finding common ground is indispensable to our progress, especially if we are to move forward as communities and solve the most pressing issues we have to deal with as humans inhabiting an abundant but vulnerable and finite planet. This matter affects us all, in all aspects of our lives and as such it is a topic worth exploring and understanding in more depth. This article is the first in a series about progress …
In order to progress we must first find common ground Read Post »
Sales is integral to business. Without sales we don’t have a business.
But running a sales operation, leading the sales effort and guiding and directing a sales team can be a constant juggling act. Sales operations have many moving parts and they all require constant vigilance and effective decision making. The execution risk is always high.
Sales operations and teams are also fragile ecosystems. Set up well to perform to a standard, they require constant hands-on leadership and stewardship; it’s like keeping a set of spinning plates spinning. Take your eyes off those sales plates for a second and everything can come …
The Sales Juggling Act: how to keep your eye on the sales prize Read Post »
Human beings, by and large, are notorious for staying with what is familiar to them and not wanting to ‘rock the boat’, instead chasing the familiar quick fix, the easy option, that which feels safe and comfortable.
‘Why not get as much out of today as I can and to hell with the future’. Boom and bust mentality.
‘We’ve always done it this way, no need to change’. Staying in our comfort zone mentality.
‘If it’s not broken, why fix it?’ Not keeping an open mind …
Have you ever come across a salesperson making assumptions about you, your needs and expectations, or your experience? Then you are probably aware of how powerful these assumptions can be – at driving you away as a customer.
We experienced this recently. While undergoing renovations on our home, we ordered a new bathtub -stand alone, a very plain and symmetrical design – straight from a local manufacturer. However, when it got delivered after some 2 months or so, towards the end of the bathroom renovations as planned, it was not symmetrical …
The Power of Assumptions Read Post »