Case Study – Human-centred Sales Systems Transformation

By / / Blog, Case study, Human-centred, Sales Culture, Sales Driven Organisations, Sales Results, Sales Strategy, Sales System, Strategy, Success

The client: a $4B division of a listed corporation specialising in Wholesale & Retail. The division is a combination of B2B sales (wholesale), B2C sales across several retail brands, service areas, marketing, and procurement and it includes 200+ people.

The challenges when we started working with them late 2017-early 2018:

  • The business had acquired a mix of companies over the years and there was no integration, no common language, no consistency, etc.
  • The business was in flux and sales and share price were in decline.
  • There was poor customer retention.
  • Several key brands were being disrupted.
  • Sales and services teams were not trained to deliver to …

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Why Customer Service Teams are your new salespeople & profit centre

By / / Blog, CRM, Customer experience, Customer Service, Sales Driven Organisations, Sales Results

Did you know that most businesses are unaware of the repeat business and new sales opportunity potential that lies within their customer service teams?

There’s a stat going around that says around 65% of business sales come from repeat customers. There are various sources given for this information, mostly based in the US. This percentage would vary between industries, business size, etc.; however, no matter how big or small that percentage is, the fact is that most of those sales are realised by customer service teams, not sales teams.

Did you also know that customer service management is much more critical than …

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CPD for Sales Professionals – it makes sense

By / / Blog, Education in Sales, Sales Driven Organisations, Sales performance, Sales Skills, Sales Training

The very best sales training isn’t a once-a-year event, it’s ongoing, perpetual, and it’s about mastery and evolution.

Achieving mastery in any profession requires awareness and understanding about self and the elements required to be effective in that profession – knowledge, skills, mindset, processes, tools. It also requires that we continue to measure and develop ourselves to these standards.

That is why some professions, like law, accounting, financial planning, engineering, nursing, medicine, etc. require people to keep up their CPD education -Continuing Professional Development- or risk losing their licence to practice. They collect points over the year for all …

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A ready-to-go program to avoid the ‘Insolvency Tsunami’ & save your business

By / / Blog, Collaboration, covid-19, Education in Sales, Entrepreneurship, Sales Driven Organisations, Sales Essentials, Sales Results, Sales Skills, Sales Strategy, Strategy, Success

I read an article in The Age, Thursday 23 July 2020 about how some of the major banks are warning against jumping on the debt bandwagon to save businesses during the crisis, despite the tax payer backed loan scheme. I couldn’t agree more. Any self-respecting business, especially SMEs cannot and shouldn’t borrow more money if they do not have some certainty about where their business opportunities, customers, and sales revenue is going to come from now and in the future.

Earlier in the week I also read a press release by Kate Carnell, the Australian Small Business & Family Enterprise Ombudsman, which …

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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 …

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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 …

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    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 …

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    Finding Sales Opportunities in the Supply Chain of Supply Chains during COVID-19

    By / / Innovation, Opportunity, Optimism, Resilience, Sales Driven Organisations, Sales Market Segmentation, Sales Strategy, Sales Tips, Systems Thinking

    At Barrett, our goal is to help businesses stay in business and keep people in jobs so we can sell better for a sustainable future.

    And right here right now, the world as we know it will most likely seem overwhelming to many of us and for a good reason – the unprecedented health and economic impact of COVID-19.

    We are in unchartered territory.

    We’d either have to be living under a rock or completely oblivious for this to not have some physical and psychological impact on our wellbeing, employment, livelihood, share portfolios, families and communities. This situation affects us all regardless of …

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    What to do when there’s panic in the air…get focused & get selling

    By / / Attitudes & Behaviours, Case study, Life Skills, Opportunity, Prospecting, Resilience, Sales Driven Organisations, Sales performance, Sales Results, Sales Tips, Success

    I’ve been around long enough to have lived and worked through major recessions, financial crises i.e. GFC, and general downturns in business and survived, if not thrived during these times. Why?

    The clever investors, business and salespeople look at downturns in markets as opportunities to get further ahead. They look at the evidence at hand, the trends that are emerging and see opportunity, when many others see disaster. I don’t mean that these people are blithely skipping through the day oblivious to the challenges facing communities, markets and economies.

    The truth is they are probably far more aware of all the challenges …

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