In 30 seconds In over 30 years of experience, we’ve seen that real cultural change comes when leaders take ownership and drive learning from the top. One standout client, a…
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In 30 seconds Coached sales teams consistently outperform policed ones by 10–20%. Why? Because coaching fosters confidence, critical thinking, and meaningful client engagement—whereas policing drives compliance, fear, and short-term thinking.…
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In 30 seconds Mastering soft skills, such as empathy, emotional intelligence, and active listening, is key to success in sales and service. These skills foster strong customer connections and help…
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In 30 seconds Promoting salespeople to managing positions without upskilling them appropriately is like putting someone who is great at cooking for their family in charge of a full-scale restaurant…
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We've all seen the Business Development Managers (BDMs) who talk the talk of prospecting: they attend conferences, absorb sales advice, and quote best practices. Yet, when it's time to act…
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The prevalent way of measuring sales performance is a combination of KPIs. These include the obvious sales results, and a few others, like number of calls and meetings, new opportunities,…
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Every business wants better sales performance from their salespeople and to have happy, loyal clients. If you look at the overwhelming content online about sales problems and issues, it focuses…
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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,…
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Training salespeople is vital to healthy and sustainable sales performance. With markets becoming more complex and changing at rapid rates, ongoing development measures are imperative to help salespeople stay up…
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On Barrett’s 25th anniversary, Sales trend 9 from the Barrett 12 Sales Trend Report for 2020 explores the evolution of Sales Leadership over the past 25 years and highlights what…
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