Barrett sales mastery

Sales Training – Sales Mastery Mindset

By / / Blog, Sales Results, Sales Skills, Sales Training, Selling Better

In 30 seconds

Achieving sales mastery is a continuous journey rather than a final destination. However, developing a sales mastery mindset and creating a sales mastery environment within our organisation is something we can all do. The key to ongoing sales success lies in establishing sales performance standards, implementing sales development programs, and providing continuous learning opportunities for salespeople. By shifting our focus to creating continuous learning cultures designed to help people flourish and work towards sales mastery.

In 2 minutes

Achieving the pinnacle of sales mastery is an unattainable goal. However, having a sales mastery mindset enables continuous improvement in the multifaceted …

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Solution Selling & Value-based Selling

By / / Blog, Sales Skills, Sales Training, Selling Better, Solution Selling, Value Based Selling

Are they the same?

The terms ‘Solution Selling’ and ‘Value-based Selling’ are sometimes used interchangeably. But are they the same?

The short answer is NO.

So, what are Solution Selling and Value-based Selling?

Let’s start with Solution Selling

Solution Selling is about how customers view solutions, not how salespeople define solutions. All the methods that support real Solution Selling encourage salespeople to work with their customers to gain an understanding of what the customer believes is an ideal solution for them.

Solution Selling is a sales method that has been, and continues to be, led by customer demands. In fact, it evolved from other methodologies around …

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Selling Better Faster – Sales Training Case Studies

By / / Blog, Case study, Sales Essentials, Sales performance, Sales Results, Sales Skills, Sales Training, Selling Better, Uncategorized, Value Based Selling

When you roll out effective, ethical, human-centred sales training programs to your sales and client facing teams spread out over time really good things happen to your people and your clients, and of course your sales results.

At Barrett, we have any number of Selling Better transformation programs on the go across a range of industries and business types including big corporates with 1,000s of people through to teams of 5-10 made up of seasoned sales veterans and leaders to people brand new to sales. And what we get on a weekly basis are Selling Better stories from the field about …

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Boost Sales Leadership to Boost Sales

By / / 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 Training

By / / Blog, Decarbonising, Education in Sales, Environment & Sustainability, Learning and Development, Sales Training, Sales Trends, Sustainability & Environment

Sales trend 9 of the Barrett 12 Sales Trends Report for 2022 is about the changes we need to make to training and development programs to progress a decarbonised sales operation and how those changes have a positive impact in the ROI of training and development initiatives.

How much time do salespeople spend on the road, in cars or planes, in hotels, conference venues, away from work and their customers, to attend classic training events like a 2-day sales conference or days of workshops at headquarters? So when we talk about decarbonising sales training the question is twofold: Is it …

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Get badged! Get properly recognised for your sales capabilities

By / / Assessments, Blog, Education in Sales, Learning and Development, Sales Essentials, Sales Training

There is nothing like that feeling of accomplishment, especially when we’ve stepped outside our comfort zone and learnt something new, challenged our abilities, or put the work in to better ourselves and attain levels of mastery in core disciplines and reap the rewards.

Independently, people undertake learning via self-study or courses to better themselves every day, whether it’s for work, career, or just personal interest. Some get university degrees or certificates to validate their study and accomplishments.

However, many of us participate in courses and programs offered by our organisations or we might do some online course to better ourselves but how …

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Selling Better in Extreme Conditions – Case Study

By / / Blog, Case study, Learning and Development, Remote selling, Sales Essentials, Sales performance, Sales Results, Sales Skills, Sales Training, Selling Better, Success

Updated: February 2023

Case Study – Multinational Client B2B team  

In February 2020 – before many of us knew we were not going to be able to work in person face-to-face over 2020 and 2021 – we were contacted by the Vice President – Sales & Business Development of ACG, a multinational supplier to the pharmaceutical and healthcare industry. One of their four divisions was looking to become one of the top players in the world for their category and to achieve that they needed to raise the level of professionalism in their sales team and leaders including transitioning from transactional …

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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 …

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    Sales tips for uncertain times – Here’s how

    By / / Blog, Recruitment & Sales Recruitment, Remote selling, Sales Assessments, Sales System, Sales Tips, Sales Training, Success

    Uncertainty has been our permanent companion over the last two years, and as business and sales leaders and professionals, ‘adaptation’ is -or at least, it should- be our way of doing business. We can shift our thinking by leveraging all that we have learned to propel business forward.

    Here are 3 things that have helped our clients adapt in these changing times:

    1. Remote Sales Training

    Here’s how a remote blended learning approach works and delivers results

    More businesses are coming to terms with the fact that in some cases a classroom setting is not feasible for the foreseeable future, or they prefer to …

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    Soft Skills, Selling, and Micro-credentials

    By / / Blog, Customer Service, Education in Sales, Life Skills, Sales Skills, Sales Training, Selling Better

    How systematically are you and your team developing Soft Skills?

    Soft Skills are now seen as the new hard skills for the 4th Industrial Revolution. They are referred to as employability and enterprise skills. They are transferable between industries and occupations. Soft skills include things such as communication, teamwork, and problem solving, as well as emotional judgement, professional ethics, and global citizenship. These universal soft skills also form the foundations of good selling and customer service.

    Deloitte Access Economics forecasts that soft skill-intensive occupations will account for two-thirds of all jobs by 2030, compared to half of all jobs in 2000. The …

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