Sales Leadership Archives - Page 3 of 16 -

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Boost Sales Leadership to Boost Sales

By Sue Barrett / 17/11/2022 / Blog, Coaching, Education in Sales, Leadership, Learning and Development, Sales Coaching, Sales Leadership, Sales Management, Sales performance, Sales Results, Sales Training

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 mostly on salespeople and their performance.

But what about Sales Leadership?

Sales Leaders are given little support when it comes to being competent in their role. In fact, many Sales Leaders are given no formal training in sales management, leadership, or coaching.

Perhaps the way to solve the problem of ‘better sales performance’ is to start by raising the standards of our sales leaders so they can lead and manage their sales teams better.

These …

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Decarbonising Sales Leadership

By Jens Hartmann / 08/11/2022 / Blog, Decarbonising, Environment & Sustainability, Leadership, Sales Leadership, Sales Trends

Sales Trend 11 of the Barrett 12 Sales Trends Report for 2022 is about the role that sales leaders can play in decarbonising sales operations.

We see the sales leadership function as a supporting role, a key supporting role: sales leaders support salespeople, they support business success by ensuring expected sales outcomes and customer satisfaction and retention, and any other relevant business goals.

In that light, this trend is not about how to decarbonise sales leadership, but about how sales leadership can and should support decarbonising the sales operations in general.

From this perspective sales leadership …

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The biases & challenges for women in sales

By Sue Barrett / 27/10/2022 / Blog, Gender & Sales, Leadership, Sales Leadership, Sell Like A Woman, women-in-sales

Last week I wrote about the benefits for businesses of having more women in their sales teams and leadership roles. I also mentioned how most women still don’t consider sales as a viable career. This is mostly due to persistent biases and outdated sales stereotypes and work practices.

Here are some of the common biases and challenges women and businesses face when it comes to capitalising on the power of women in sales and sales leadership.

Outdated Sales Stereotypes and Unconscious Biases

Sales has been seen largely as a man’s career and rarely promoted as a career in which women …

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It pays to Sell Like A Woman

By Sue Barrett / 20/10/2022 / Blog, Gender & Sales, Sales Leadership, Sales performance, Sell Like A Woman, women-in-sales

If you want to excel in sales and business, it pays to Sell Like A Woman.

Women AND the Competitive Advantage

Since the early 2000s, research into sales effectiveness shows women often outperforming men in achieving sustainable sales results and authentic, mutually prosperous client relationships, especially in B2B sales, bringing with them specific qualities and capabilities that differ from traditional sales stereotypes. That piqued my curiosity, confirmed my observations and the trends I was seeing towards more human-centred, inclusive business practices and has informed the work of the Barrett team ever since.

Qualities such as collaboration, creating a shared vision for success, …

It pays to Sell Like A Woman Read Post »

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Cultivating Positive & Productive Sales Teams & Cultures

By Sue Barrett / 24/06/2022 / Attitudes & Behaviours, Blog, Collaboration, Competition, Human-centred, Leadership, Sales Culture, Sales Leadership, Sales Management, Sales performance, Sales Results

I want you to imagine a field sales team of 20 B2B salespeople, each of whom has their own well-defined sales territory (it could be industry-based or geographical, doesn’t matter) and sales targets. They have access to sales support and customer service. Every month this sales team, including sales support, meets (virtually and occasionally in person) to workshop their territory plans looking at what’s working and what’s not.

These meetings are focused on moving forward and how to get better sales traction and deliver on results. Sure, each salesperson is required to enter their activities and deal progress in the CRM …

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Why your company needs a Sales Strategy & Operations Audit NOW

By Sue Barrett / 09/02/2022 / Assessments, Blog, Case study, Role Clarity, Sales Benchmarking, Sales Consulting, Sales Driven Organisations, Sales Leadership, Sales Market Segmentation, Sales Strategy, Sales System, Strategy

Despite the pandemic it looks like the GDP will be off the Richter Scale in Australia in 2022. So how will businesses set themselves up to navigate the sales growth opportunities?

The answer: Conduct a Sales Strategy & Operations Audit.

However, sales strategy is too often neglected, and it can be the difference between business failure and profitability.

For example, in December 2017, I met with the newly appointed Executive GM of a $4B publicly listed company operating in an essential wholesale and distribution channel. The business was in a whole world of pain including sales and share price …

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8 management essentials

By Sue Barrett / 17/09/2021 / Blog, Leadership, Sales Leadership, Sales Management

Sue spoke with Chris Ashmore from Business Essential Daily about the 8 essential functions that sales leaders need to master.

Sales and sales management are quite different. Sales management is a particular skill that people can’t just pick up once they have been thrust into a leadership position. There are not many people that can pull this role off well naturally, so we have to develop these capabilities in our sales leaders.

You can listen to the 9:15 minutes interview here.

Or, if you prefer, you can read …

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Seven Things to Kick Start Sales Growth in the New FY

By Sue Barrett / 08/07/2021 / 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 …

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Rebuilding Leadership for a Better Normal

By Sue Barrett / 06/05/2021 / 12 Sales Trends Pages Category, Attitudes & Behaviours, Blog, Leadership, Sales Leadership, Sales Trends

Sales Trend 5 from the Barrett 12 Sales Trends Report for 2021 looks into what business leaders need to stop, start, and keep doing to rebuild leadership for a better normal.

At a local level, throughout 2020, we’ve seen many businesses, their leaders, employees and customers go through tremendous personal and economic pain while others have prospered and gone from strength to strength.

Taking the lead in such an unprecedented time of chaos and uncertainty means that business owners, boards and C-suite leaders including sales leaders simply have no option but to continue to work through all their choices, …

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The 8 Sales Management Essentials

By Sue Barrett / 15/04/2021 / Attitudes & Behaviours, Blog, Sales Coaching, Sales Leadership, Sales Management, Sales performance, Sales Results, Sales Tips, Sales Training

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, this is where the logic usually comes unstuck because selling and sales management are not the same thing.

Like a lot of salespeople learn selling by default – they fall into a sales career rather study and learn it by design – the same goes for sales management. Sales management is the least trained area of the management disciplines. Like selling, too many sales managers are left to fend for themselves, often …

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