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12 Sales & Business Trends for 2024 – Striking Balance

By / / 12 Sales Trends Pages Category, Blog, Customer Service, Sales Growth, Sales Leadership, Sales Management, Sales Research, Sales Results, Sales Tips, Sales Trends

For decades, the business world has been dominated by what looked like opposites to choose from. You could be a hunter or a gatherer, a manager or a leader.

These concepts have been pitched to the business community as opposing and mutually exclusive choices, forcing a binary mindset. These polarisations don’t apply to modern businesses and sales operations – and they haven’t served us well for some time now.

In 2023 we’ve worked with businesses across industries and we’ve seen firsthand how sales teams and operations that embrace a holistic mindset fare better in both results and team wellbeing.

This report is about …

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Beyond Growthism: Selling Better for a Sustainable Future

By / / Blog, Business Growth, Environment & Sustainability, Human-centred, Sales Growth, Selling Better, Sustainability & Environment

In 30 seconds

Business growth and selling more are usually a top priority for business leaders, and this has been the case for the last 50 years But, our societies -with the rise of inequalities- and our planet -of limited resources and in a state of environmental degradation- cannot sustain growthism (growth for the sake of growing) anymore. We must look for better ways of doing business, models that deliver better outcomes for business, people, and the planet.

In 2 minutes

Business growth and selling more are usually a top priority for business leaders.

‘How do we sell more? How do we grow market …

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What Consumers Want

By / / 12 Sales Trends Pages Category, Buying, Customer experience, Human-centred, Sales Growth, Sales Strategy, Strategy

In 30 seconds

Consumers now demand transparency from businesses. They want -and have the right- to know how and where their products were made, the environmental impact, how the business treats their employees, and how much tax they pay. B2C and B2B clients also expect omni buying channels with access to a human when they need or want to. With the increase in online transactions and businesses storing more of our data and behaviours, the risk of data breaches is growing, clients want to know how their data is used and protected. Transparency can be the great equaliser. Consumers –B2C and …

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Unlocking Success: From Sales Challenges to Extraordinary Results

By / / Blog, Business Growth, Opportunity, Sales Growth, Sales Operations, Sales Research, Sales Results, Selling Better

In 30 seconds

We conducted some internal research here at Barrett by collating and analysing all the sales issues that appear in briefs that we have taken from clients and prospects since 2018. We found that nearly 90% of the problems faced by businesses we have engaged with can be attributed to two crucial areas – inconsistency in sales standards and sales coaching, and lack of clear go-to-market sales strategy and compelling value propositions – Why Us.

In 2.5 minutes

As we approach the end of the financial year here in Australia and businesses are looking at where to invest their budgets for …

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Audit Your Sales System to Sell Better Faster in FY 2023-24

By / / Assessments, Blog, Business Growth, Case study, Sales Driven Organisations, Sales Growth, Sales Operations, Sales Results, Sales Strategy, Sales System, Selling Better, Strategy

As many businesses and sales leaders look to finalise their business strategies, sales and training budgets for FY 2023-24, they are likely putting their minds on how to help their sales and client-facing teams improve productivity and performance, customer service standards, sales pipeline, attraction and retention of the right kinds of clients, their competitiveness, profitability, revenue, and so on.

Often their minds will drift to some form of sales training to improve sales. And sure, the right kind of sales training is essential to stay sales fit and deliver sales results; however, many businesses and sales leaders miss the opportunity to …

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5 minutes to assess your sales operations

By / / Assessments, Blog, Business Growth, Sales Benchmarking, Sales Consulting, Sales Culture, Sales Growth, Sales Operations, Sales performance

Sales operations are complex systems with many moving parts. So, when we are not getting the sales results that we expect, it’s easy to misdiagnose the cause (or causes) of the problem.

Traditionally, sales leaders, and sometimes Learning and Development professionals, equate poor sales performance to lack of skill and/or will within the sales team and so the obvious solution is sales training. However, more often than not, lack of sales skill and/or will is only part of the problem.

Here are the most common issues we find in sales operations that negatively affect sales results:

5 minutes to assess your sales operations Read Post »

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Achieving a better ROI on Sales Training

By / / Blog, Education in Sales, Learning and Development, Remote selling, Sales Essentials, Sales Growth, Sales Results, Sales Skills, Sales Training, Selling Better

It’s that time of the year again when businesses start budgeting for the next financial year, and with that many wonder how much they should spend in sales training. Of course, the answer to the question is different for each business, but using a simple example, here are 3 basic options currently widely available and the results you can expect from each:

  • Do nothing but expect improved results
    Hope is not a strategy.
    Investment: zero.
    ROI: uncertain
    This is still very common across businesses and prevalent in a number of industries because …

    • Achieving a better ROI on Sales Training Read Post »

    kick start your sales growth

    Seven Things to Kick Start Sales Growth in the New FY

    By / / Assessments, Attitudes & Behaviours, Blog, covid-19, Customer Service, Education in Sales, Learning and Development, Opportunity, Remote selling, Sales Growth, Sales Leadership, Sales Results, Sales Skills, Sales Strategy, Sales System, Sales Tips, Sales Training, Strategy

    No mucking around. Let’s get straight to the point.

    Things have changed -dramatically- as a result of COVID with new opportunities and markets emerging, old ways of doing things in decline, leaders and teams needing to rethink how we do business, and customers trying out different ways of buying and engaging with suppliers. There’s no time to stand still it seems, but that is what we need to do sometimes to catch our breath, reset, and look at what we need to do next.

    So here are 7 things you can do to get real sales traction and sustainable sales and business …

    Seven Things to Kick Start Sales Growth in the New FY Read Post »

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