How to keep your sales wheels turning

By / / Attitudes & Behaviours, Education in Sales, Sales Research, Sales Training, Self Development

Maintaining momentum in a sales career requires a proactive, disciplined approach. There are many things to consider and put together to achieve an effective selling week and sales year. The onus is on us, the salesperson, to make the most of what we have. However, many sales people unfortunately adopt the approach that it is their company’s responsibility to train and educate them, to provide everything they need before they can truly be effective as sales people.

By contrast, enlightened, highly effective sales people recognise that they need to invest in themselves, invest in their own learning and continuous development, make …

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2014 Sales Trend 2 – Telesales will have to make dramatic changes

By / / Attitudes & Behaviours, Customer Service, Sales Trends

The second Sales Trend for 2014  is ‘Telesales will have to make dramatic changes’. In-bound and out-bound telesales and call centre operations have traditionally focused on the uncomplicated sale of easy-to-understand commodities and the service support of relatively simple customer issues. Now, with the increasing demands of more sophisticated buyers they are going to have to make some dramatic changes. And with more people buying over the Internet, as opposed to telephone shopping, the number of people involved in those ineffective call centres is likely to drop. At the same …

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Why do some people feel ashamed of being called a salesperson?

By / / Attitudes & Behaviours, Success, Wellbeing

Do you feel ashamed of being called a salesperson? Are you aware that your view of selling (the way you think and feel about it) can affect your success or failure as a salesperson? Over the years we have met many sales people who are really good at selling, have all the ingredients, write great sales results and are highly valued by their companies, yet they never feel satisfied in their sales career. The afflicted sales person just feels a sense of unease and guilt about being in sales – they feel that their career is somehow inferior to others. …

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What is the correct title for a salesperson?

By / / Attitudes & Behaviours, Sales Presentation & Grooming

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 the question because:

  • You think the title ‘sales representative’ doesn’t adequately describe what you do?
  • You are ashamed of being called a ‘salesperson’ or ‘sales representative’ for whatever reason? (see next week’s article for more details)
  • You think ‘salesperson’ or ‘sales representative’ doesn’t represent or position you in the best light as a professional business person to your clients, etc.?

    • All of these questions …

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    12 Sales Trends for 2014 – The Thinking Sales Organisation

    By / / Attitudes & Behaviours, Education in Sales, Sales Culture, Sales Driven Organisations, Sales Research

    As 2013 comes to a close we firstly wanted to thank all our loyal readers for their continued support of our work. We also thought you would like to get a sneak peek of our Annual 12 Sales Trends Report for 2014. With the unprecedented changes we are experiencing as a result of the digital revolution and the commoditisation of quality we can no longer manage sales by processes and numbers alone – it’s become a thinking person’s game.   As a result, the Barrett Consulting Group’s annual Sales Trends Report for 2014 has selected the theme: “The Thinking Sales Organisation”. Sales operations …

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    Curiosity – A Foundation to Sale Mastery

    By / / Attitudes & Behaviours, Brain Science, Success

    Let’s start with a question: What is the most important quality of highly successful salespeople? This question is often on the mind of anyone looking to sell well. There is much speculation about what this elusive quality actually is.  The truth is that there are many traits that make for highly successful salespeople , but the number one quality that makes top sales performers outstanding is…

     their desire and dedication to engage in self-appraisal and continuous learning.   

    We have not met a successful sales person yet who doesn’t want to know how to be …

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    Salespeople In The Deep End (Again)

    By / / Attitudes & Behaviours, Education in Sales, Sales Coaching, Sales Skills, Sales Training

    Last week I received a call from a woman (let’s call her Tracy for the purpose of this article) desperately seeking help on how to sell.  Tracy had been in her role for 5 months and all that time had not received any guidance, advice, coaching or support from her managers on how to sell her products or who to sell them to. She had never been in a sales role before and did not work in the vicinity of the head office.  She was out there on her own …

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    Going mobile – the rise of Smartphones in Sales

    By / / Attitudes & Behaviours, Communication, CRM, Sales Driven Organisations, Sales Meetings, Social Media, Social Sales

    In December 2012, we published the 12 Sales Trends Report for 2013 and released a brief summary of each trend. This month we are focusing on the Sales Trend “Going mobile – the rise of smartphones in sales”. As Australia deals with the challenge of becoming more globally competitive, organisations are making greater use of both increased mobility as well as tele-conferencing using smartphone technology.   Anecdotal research is showing that smartphones are giving salespeople an edge in a number of ways. This sales …

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    Some industries just don’t get prospecting

    By / / Attitudes & Behaviours, Call Reluctance, Education in Sales, Prospecting

    I have been prospecting for new business on a regular and consistent basis since 1985.

    For my team and prospecting is a way of life. We could never have developed our respective businesses and reputations without the vital business skill of prospecting.  We both confess that in the early days we did not enjoy many of the aspects of prospecting but we learned how to prospect successfully and we understand that prospecting is like oxygen – it fuels the fire of sales. Without prospects to speak to we cannot do business.

    That is why I find it very interesting that certain industries …

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