Are you serious?

By / / Attitudes & Behaviours, Education in Sales, Sales Culture, Sales Driven Organisations, Sales Skills, Sales Training, Success

Today’s article is a bit of a rant I have to admit. I wrote the text below after one of those phone calls I receive, and as you may tell, I was a bit upset afterwards. Bear with me though, I’m sure you’ll see the point I’m trying to make.

Have you ever considered how much it costs and how much effort it takes to become and remain a highly skilled professional these days? Think about a competent marketing manager, a skilled engineer or IT specialist, a capable accountant, bookkeeper, publicist or journalist, a reliable chef, event manager or hairdresser? We’re …

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7 things you can do to immediately improve your sales operations

By / / Sales Driven Organisations, Sales Leadership, Sales Training, Success

Sales operations are complex systems with many moving parts. It is a constant juggling act for many sales leaders and business heads. What with:

Designing an effective sales strategy , right sizing sales teams , picking the right sales segments to sell to, delivering the right level of sales training, coaching their sales team, dealing with under-performers, key accounts management, managing and reporting on sales financials, liaising and linking with other departments across the value chain, boosting team morale, and so on.

It’s a very complex role. So where to start?

Here are 7 things you can do …

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How to give your sales force a competitive advantage

By / / Sales Driven Organisations, Sales Leadership, Sales Strategy, Sales Trends

Which sales trends will most affect your business?

How can you make the most of these changes?

How can you steer your sales strategy to deliver sustainable results?

How can you give your sales force a competitive advantage?

These questions were posed at the inaugural 12 Sales Trends Annual Business Breakfast hosted by Barrett.  Focusing on what to do in light of the 12 Sales Trends for 2014 – The Thinking Sales Organisation  we presented a very enlightening and informative speech on what we can do and how we can navigate our way using the 12 …

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How to build a High Performance Sales Unit

By / / Performance Management, Sales Driven Organisations, Sales Results

How does one go about building a high performance sales unit? What does a high performance sales person actually look like? What needs to be in place for high performance sales to flourish? These and other questions are on the minds of many sales leaders, and if they are not they should be. They are vexed questions too – not easily answered. Here’s why… Unlike a computer which is a complicated system that has predictable outputs, sales operations are complex systems with many variables and unpredictable outputs. Yet, many sales leaders from around the world continue …

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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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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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Why the Web is making salespeople more, not less important

By / / Attitudes & Behaviours, Sales Driven Organisations

Contrary to what the pundits say, the Web is making salespeople more, not less important. 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 “Instant Access to Solutions”. The media is guilty of creating the propaganda around the demise of selling – propaganda that is not true. Too often a headline reports that buyers are turning to the Internet to do their shopping, leaving salespeople and companies out of …

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Tips for using email and web leads effectively in sales

By / / Customer Service, Education in Sales, Sales Driven Organisations, Sales Skills, Social Sales

Sales can be made in several ways: face-to-face, over the phone, web-based, direct mail or via e-mail.  With the plethora of internet businesses now transacting sales online you’d be forgiven for thinking that you could dispense with sales people all together but in many instances you would be incorrect.  There are very few businesses that can run purely on the internet with no sales people interaction required.  At the very least these online businesses need customer service or ‘live chat’ enquiry centres where customers …

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