The 8 Sales Management Essentials

By / / 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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How a Sales Process helps your sales team sell better, faster

By / / Blog, Role Clarity, Sales Process Maps, Sales Tips, sales-process-map

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The most current and effective iteration of the modern sales profession has been around for the last 15-20 years i.e. client centric solution selling, and yet, most salespeople still learn how to sell by default, not design.

The perpetual whinging by various CEOs and sales leaders of ‘Why can’t my average sales performers be like my top performers?’ or ‘It takes too long to get my new …

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It’s time to look ahead. It’s time to get selling

By / / Attitudes & Behaviours, Brand & Reputation, Communication, covid-19, Opportunity, Sales Strategy, Sales Tips, Success
No more waiting… It’s time to look ahead. It’s time to get selling.

This headline may seem insensitive to some people. ‘It’s too soon’ I hear some people saying.

It is perfectly understandable that when a *Black Swan Event -such as what we are living through now with Covid-19- happens, people stop in their tracks to first deal with the immediate shock and then try to make sense of ‘what the hell just happened?’ People’s mental and emotional energy are focused on the here and now – it’s about how to survive.

 Which is why when organisations are in major crisis, key decision-makers …

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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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Necessity is the mother of invention: How to keep on selling better during COVID-19

By / / Attitudes & Behaviours, Business Acumen, Collaboration, Common Ground, Communication, Ethics & Values, Opportunity, Sales Essentials, Sales Leadership, Sales Planning, Sales Results, Sales Skills, Sales Strategy, Sales Tips, Sales Training, Selling Better, Strategy, Success, Wellbeing

As the world responds to contain the COVID-19 disease, we want to make sure that your and our teams stay safe so we are adjusting our commitments and activities in accordance to current regulations.

We also understand that for businesses these are troubling times, but there are ways forward. As they say ‘necessity is the mother of invention’. We want to stay by your side and help you assess your situation, whether that be devising a sales strategy in line with the new reality, or helping your staff keep the business going in a feasible and responsible way. At Barrett we …

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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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One main reason most start-ups fail

By / / Entrepreneurship, Innovation, Sales Market Segmentation, Sales Tips, Success

Anyone can have an idea. Ideas are cheap and they are plenty.

The challenge is turning that ‘amazing’ idea or invention into a commercially viable business entity.

Many people throw their hearts, souls, energy and wallets into developing their idea. Designing, crafting and forming it. Then thinking about ways how they are going to market their idea to customers using marketing strategies and tactics. They are looking from the inside out.

Yet the key questions many start-ups fail to explore first are:

  • Are there customers and markets looking for a solution that your idea can solve?
  • Are these potential customers prepared to pay for your …

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What is the correct title for a salesperson? – New edition

By / / Attitudes & Behaviours, Call Reluctance, Prospecting, Sales Culture, Sales Tips

What is the correct title for a salesperson’s role? What should I call myself?

This is a contentious issue… And a question we get asked frequently.

The answer will depend on why you are asking the question. Are you asking because:

  • You think the title ‘sales representative’ doesn’t adequately describe what you do.
  • You are uncomfortable being called a ‘salesperson’ or ‘sales representative’ for whatever reason.
  • You think ‘salesperson’ or ‘sales representative’ doesn’t represent or position you in the best light as a professional business person to your clients, etc. even though your role involves selling?

    • All of these questions are valid and can present problems …

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    Sales trend 5 – Using sales enablement technology to build trust

    By / / 12 Sales Trends Pages Category, Brand & Reputation, Sales Culture, Sales Results, Sales Tips, Sales Trends

    Guest author: Steve Hall

    Sales Trend 5 from the Barrett 12 Sales Trends Report for 2019 is about why ‘more’ isn’t ‘better’ when it comes to sales enablement technology.

    Sales enablement technology is becoming more and more sophisticated. Artificial intelligence, Account Based Marketing (ABM) platforms, email tracking, autodiallers and so on are enabling more salespeople to reach out more often to more prospects.

    But the search for newer, better, faster sales enablement technology is seeing a counter-trend emerge – one that focuses on creating better understanding of the people who really matter – the prospects.  And this includes you, because you’re …

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    The Power of Assumptions

    By / / Attitudes & Behaviours, Brand & Reputation, Communication, Customer Service, Ethics & Values, Sales Skills, Sales Tips
    By guest writer Jens Hartmann, Head of L&D, Barrett

    Driving away customers

    Have you ever come across a salesperson making assumptions about you, your needs and expectations, or your experience? Then you are probably aware of how powerful these assumptions can be – at driving you away as a customer.

    We experienced this recently. While undergoing renovations on our home, we ordered a new bathtub -stand alone, a very plain and symmetrical design – straight from a local manufacturer. However, when it got delivered after some 2 months or so, towards the end of the bathroom renovations as planned, it was not symmetrical …

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