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I can see opportunity in my sector. How can I make the most out of it?

By / / covid-19, Customer Service, Opportunity, Optimism, Sales Coaching, Sales Consulting, Sales Driven Organisations, Sales Leadership, Sales Management, Sales Market Segmentation

Crises bring many challenges but they can also bring many opportunities. New opportunities and new markets or micro markets emerge, new ways of doing business open up, new customers become available and we need to be ready to adapt quickly to those opportunities. It might seem difficult at first to pivot to the new – and it probably is, like landing a plane on a river– but there are ways to help your business adapt and keep going through COVID-19. With the right business and sales infrastructure, your experience and that of your team, and the …

I can see opportunity in my sector. How can I make the most out of it? Read Post »

How do I keep the business going?

By / / covid-19, Opportunity, Resilience, Sales Coaching, Sales Consulting, Sales Culture, Sales Driven Organisations, Sales Leadership, Sales Management, Sales Market Segmentation, Sales Strategy, Sales Training

It might seem difficult –and it probably is, like landing a plane on a river– but there are ways to help your business adapt and keep going through COVID-19. With the right business and sales infrastructure, your experience and that of your team, and the right advice, training or up-skilling you can land safely. Luckily, we have more than 208 seconds to get your business ready.

We have remote solutions in place to help you:

  • Develop your COVID-19 Sales Strategy & Plan: This process provides the best starting place to allow you, senior leaders and your sales team …

    • How do I keep the business going? Read Post »

    How to stay open for business: Selling Better during this crisis and beyond.

    By / / Attitudes & Behaviours, covid-19, Education in Sales, Opportunity, Resilience, Sales Coaching, Sales Consulting, Sales Driven Organisations, Sales Leadership, Sales Management, Sales Psychology, Sales Results, Sales Skills, Sales Strategy, Sales Training, Strategy, Success, Teamwork, Wellbeing

    Do you remember the plane that landed on the Hudson River in New York City in 2009?

    Both engines of the plane lost thrust after colliding with a flock of geese. The plane was going to crash. There was no time to get anywhere else safely. The pilot, Captain Chesley “Sully” Sullenberger, with the help of his co-pilot and crew landed the plane on the Hudson River. All 155 passengers and crew survived. 208 seconds passed from the moment the plane lost power to the safe landing.

    The most important factors in this successful landing were that the captain and co-pilot were …

    How to stay open for business: Selling Better during this crisis and beyond. Read Post »

    Celebrating 25 years of Helping People & Businesses Sell Better

    By / / Education in Sales, Entrepreneurship, Sales Coaching, Sales Consulting, Sales Leadership, Sales Training, Selling Better

    The 9th January, 2020 marks 25 years in business for Barrett.

    25 years of helping people and businesses sell better.

    25 years of exploration, research, experimentation, creation, building, encouragement and promotion of, and learning and education in ethical human centred sales systems, strategies, processes and practices.

    25 years of a self-funded research project focused on creating The Selling Better Movement with the hope it will help people understand that there’s a better way of doing business.

    A way in which we can all be prosperous.

    I started the business out of my home office with $3,000 in capital on 9 January, 1995 with an idea …

    Celebrating 25 years of Helping People & Businesses Sell Better Read Post »

    Selling Better, Faster using Real Time Sales Education

    By / / Coaching, Collaboration, Customer Service, Education in Sales, Environment & Sustainability, Optimism, Sales Coaching, Sales Driven Organisations, Sales performance, Sales Results, Sales Skills, Sales Training, sales-process-map, Selling Better, Solution Selling

    I’m feeling elated.

    I’m feeling vindicated.

    I’m feeling very optimistic about the future of sales education and sales mastery.

    Three weeks ago we started working with and coaching a telesales team of 9 people based in regional NSW.

    Week one post the first session, sales had already started to improve and by week three, this sales team had their best sales week ever. The sales leader revealed this in the session we had this week and attributed it to the training we are doing.

    Now that’s something to be optimistic about.

    How did we do this?

    Our focus was to help them sell better, faster using real …

    Selling Better, Faster using Real Time Sales Education Read Post »

    Why ‘Coaching with Compassion’ leads to healthier coaches

    By / / Attitudes & Behaviours, Coaching, Education in Sales, Emotional Intelligence, Ethics & Values, Gratitude, Resilience, Sales Coaching, Sales Culture, Wellbeing

    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.

    ‘Coaching with Compassion’ not only is better for the coachee, it has health benefits for the coach as well

    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 »

    Sales Trend 4 – Trust improves the Learning and Development culture

    By / / 12 Sales Trends Pages Category, Attitudes & Behaviours, Coaching, Sales Coaching, Sales Leadership, Sales Management, Sales Trends, Trust

    Sales Trend 4 from the Barrett 12 Sales Trends Report for 2019 explores how working within a culture of mistrust affects salespeople and their ability to develop trusted relationships with clients.

    Building trust is key to sustainable long term sales relationships. This is surprisingly true even for very large B2B sales, despite the availability of hard facts on the buying company’s reliability, cash flow, payment morale, etc. Trust is still key to long term relationships that doesn’t require controlling and compliance functions all the time.

    Creating and earning trust is therefore a skill salespeople have to master, and indeed, a lot …

    Sales Trend 4 – Trust improves the Learning and Development culture Read Post »

    Sales trend 12 – Sales Coaching, at the core of sales success

    By / / 12 Sales Trends Pages Category, Coaching, Sales Coaching

    The last sales trend of the Barrett 12 Sales Trends Report for 2018 is about sales coaching.

    In recent years, sales leadership coaching has continuously grown in acceptance by the managers involved in this task, as well as in its meaningful incorporation into the overall sales architecture of sales organisations. It has shifted from being an additional Learning & Development opportunity to becoming a central and critical part of the overall evolution modern sales operations are going through.

    When sales management coaching first received broader recognition some two decades ago, it was regarded as a great opportunity to train salespeople in …

    Sales trend 12 – Sales Coaching, at the core of sales success Read Post »

    Using ‘Intelligent Practice’ to enhance Sales Mastery & Results

    By / / Attitudes & Behaviours, Coaching, Education in Sales, Sales Coaching, Sales performance, Sales Process Maps, Sales Results, Sales Skills, Sales Tips, Sales Training

    In a time poor world, many people including sales leaders and salespeople often bemoan the fact that they cannot seem to make time for important things like continued professional development, coaching, and thorough planning thus leaving their evolution and sales results to chance.

    Rushing through the day, responding to ‘urgent’ matters and deadlines, getting in and out of sales meetings as quickly as possible, doing the bare minimum with CRM and reporting, with little or no time for reflection or developing mastery in their core capabilities seems to be the lot of many sales teams today.

    When we rush through tasks, client …

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    Is your sales team Sinking or Swimming?

    By / / Attitudes & Behaviours, Education in Sales, Role Clarity, Sales Coaching, Sales Essentials, Sales Results, Sales Skills, Sales Training

    Even with the wide availability of information, sales training resources and systems to get salespeople up to speed and selling, too many salespeople are still being thrown in the deep end without any support or induction, and are expected to sell.

    Now, if you are an experienced salesperson you would probably navigate your way fairly quickly – that is if you actually know what you need to know, do and say.

    If your organisation is like most companies, some effort is usually invested in product training but not usually in ‘how we sell around here’.

    Selling is an unusual profession in …

    Is your sales team Sinking or Swimming? Read Post »

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