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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I’m in sales, you’re in sales, we’re all in sales

By / / Attitudes & Behaviours, Blog, Brain Science, Call Reluctance, Everybody lives by selling something, Human-centred, Life Skills, Opportunity, Prospecting, Sales Psychology, Selling Better, Success

When my eldest son was eleven, he said to me ‘Mum I don’t believe everybody lives by selling something’. I said, ‘That’s interesting, why do you say that?’ and he started to try to persuade and convince me as to why this statement wasn’t true. So I said to him ‘by you trying to persuade and convince me why this isn’t true, aren’t you trying to sell me something?’ To which he said ‘Ahh, I get it Mum.’

Yes, we are all in sales, one way or another.

If you have ever tried to initiate contact with a person …

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The 8 Sales Management Essentials

By / / Attitudes & Behaviours, Blog, Sales Coaching, Sales Leadership, Sales Management, Sales performance, Sales Results, Sales Tips, Sales Training

Most sales managers have sales experience. It makes sense from a career path perspective – you’re good at selling so your next logical career step is into sales management.

However, this is where the logic usually comes unstuck because selling and sales management are not the same thing.

Like a lot of salespeople learn selling by default – they fall into a sales career rather study and learn it by design – the same goes for sales management. Sales management is the least trained area of the management disciplines. Like selling, too many sales managers are left to fend for themselves, often …

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Welcome to the age where less is more

By / / 12 Sales Trends Pages Category, Attitudes & Behaviours, Blog, Brand & Reputation, covid-19, Environment & Sustainability, Marketing, Sales Trends, Selling Better, Sustainability & Environment

Sales trend 4 from the Barrett 12 Sales Trends Report for 2021 is about the unexpected changes that COVID brought about in relation to brands.

By guest author Ben Peacock, Founder of Australia’s sustainability and brand purpose specialists, Republic of Everyone.

Meh.

Everything was going so well. Survey after survey was showing people’s concern for the environment was finally translating to sales of products that promised to help do something about it.

Recycled rubber sneakers, carbon neutral phone plans, cafes run by street kids…sustainability was seeing a boom the likes it had never seen before. …

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The Phenomenon that is #March4JusticeAU

By / / Attitudes & Behaviours, Blog, Collaboration, Ethics & Values, Gender & Sales, Teamwork, Wellbeing, women-in-sales

We are all presented with opportunities every day in myriads of ways. Whether we choose to pursue an opportunity is dependent upon many things. When an opportunity of a lifetime presented itself to me on Monday 1 March I decided to jump in boots and all. Definitely a sliding door moment for me.

This once in a lifetime opportunity was joining the March 4 Justice organising team at its inception.

How did #March4JusticeAU burst onto the scene so quickly and how did it capture the attention of the nation as well as the international media?

It started on Sunday 28 February 2021, when …

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Australian Consumers are for Australia

By / / Attitudes & Behaviours, Blog, Sales Trends

Sales trend 3 from the 12 Sales Trends for 2021 Report looks into how our buying behaviours changed in 2020, and what businesses can do to keep up with those changes.

By guest author Rebecca Varley – Roy Morgan

2020 brought some of the biggest changes we’ve ever seen, not just with respect to our behaviours, but also our attitudes. These changes have permeated through all aspects of our lives, including our shopping behaviours and attitudes.

Australian consumers have long shown a preference for purchasing Australian made products across a range of categories, not just food, with …

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No, we are not there yet – Achieving Equality in 2021

By / / Attitudes & Behaviours, Blog, Ethics & Values, Gender & Sales, women-in-sales

I am a bit tired and frustrated to be honest. I wasn’t expecting to start this article in honour of International Women’s Day 2021 this way, but here we are. I might be so bold as to claim that the majority of us (women) are tired of repeating ourselves over and over again and feeling like we keep fighting the same battles that were supposed to be won decades ago. I mean I was a teenager at the height of the Women’s Liberation Movement in the 1970s – I am Woman hear me roar still rings in …

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The Big Reset Opportunity: Leadership, Sales Strategy & a United Purpose

By / / Attitudes & Behaviours, Blog, Opportunity, Sales Leadership

Vladimir Lenin said over a century ago “There are decades where nothing happens and weeks where decades happen.”

I think we can all relate to that at some time or another over the past 12 months.

The Big Reset Opportunity – Weeks where decades happen

We are at a particular time where we are resetting how we work. Some are going to keep on going remotely, others are going back to the office, whilst the majority is inclined towards a hybrid model. This, together with the changes in the market, place us at a moment ripe with opportunity because we can also reset …

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Our Fragility Has Been Exposed. Now What?

By / / 12 Sales Trends Pages Category, Attitudes & Behaviours, Blog, Buying, covid-19, Environment & Sustainability, Procurement

Sales trend 2 from the 12 Sales Trends for 2021 Report is about what Procurement can do to help businesses become thrivers and survivors.

By guest author Ben Shute, CEO of Comprara

For Barrett’s 12 Sales Trends Report last year, my article – We change, or we burn – argued that the Bronze Age collapse was a warning we should heed. Due to the complex logistical nature of the procurement process behind the production of bronze, the world of the Bronze Age was highly interconnected and interdependent. A drought in the Indus Valley, for instance, …

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Has coronavirus made us more ethical consumers?

By / / Attitudes & Behaviours, Blog, Buying, covid-19, Environment & Sustainability, Ethics & Values, Sustainability & Environment

The pandemic has heightened our awareness about how we live, work, engage and consume.

But has it made us more ethical consumers?

Before we answer that question let’s first define what an ethical consumer is:

Ethical consumerism is a form of political activism based on the premise that purchasers in markets consume not only goods but also, implicitly, the process used to produce them. (Brittanica)

In other words, as ethical consumers we should be looking at the whole supply chain from sourcing of materials, to manufacturing, distribution and how we purchase, use, and dispose of our goods to see if it has …

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