How to create a new sales routine that delivers results

By / / Attitudes & Behaviours, Education in Sales, Sales Results, Sales Strategy, Sales Training

We all know that creating a better sales team, better sales culture, better sales leadership and better sales strategy that delivers better sales results does not happen by attending the occasional sales training workshop. Though it doesn’t stop sales leaders from opting for the ‘quick fix’ annual sales workshop to show that they are ‘doing something’ to drive better sales results. In short, these leaders would be better off doing nothing and saving their money, time and effort.

Metaphorically speaking, the sales training workshop (or 1-5 days depending on how much money you have to spend) is the tail of the …

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Sales Trend 5 – The New Accountability in Holistic (sales) Learning

By / / Coaching, Education in Sales, Sales Coaching, Sales Skills, Sales Training, Sales Trends, Self Development

Sales Trend 5 of our Sales Trends Report for 2015 is about the new accountability is holistic learning. Learning and Development (L&D) across the board, and especially in sales, has slowly but continuously been changing over the past few years. There are a variety of factors influencing this recent development. The ongoing challenge through these changes has been that it is not a single “trend” that has determined the necessary adjustments to be made to keep up with developments in the area, but a number of aggregated trends and factors that have simultaneously been responsible for supplying …

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Don’t be fooled! Why telephone prospecting is still critical to sales success

By / / Attitudes & Behaviours, Prospecting, Sales Skills, Sales Training, Solution Selling

In tough markets when sales are harder to come by whether it be from increased competition or clients being more hesitant to commit and buy, don’t become your own worst enemy and rely on the marketing efforts of your company or emails or falling into the trap of believing the hype about Social Selling saving your sales day. You still need to get on the phone and engage the people in your market places whom you want and need to get in front of and sell to.

After more than 30 years in selling with at least 10-15 years of those …

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My one wish for all sales teams is …

By / / Attitudes & Behaviours, Coaching, Education in Sales, Sales Driven Organisations, Sales Training, Self Development, Solution Selling

My one wish for sales teams is that they are given the opportunity to continue to learn and develop in a dynamic learning environment where learning, reflection and constant iterations in their behaviour and skills are a regular, daily way of life. Those businesses create, what we call at Barrett, a Perpetual Learning Environment (PLE) where learning is integrated into everything we do and is a daily way of life not just a training event held once a year.

Sounds idyllic, fanciful even, well there is a body of work emerging that shows there are significant …

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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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The 7 benefits of Online Sales Training

By / / Education in Sales, Sales Essentials, Sales Management, Sales Skills, Sales Training, Self Development, Success

Have you ever tried online sales training? Why not try this complimentary Sales Essentials Module – ethics, philosophy and history of selling? Why? Because the world of sales education and training is evolving and online sales training is starting to take hold. Whilst classroom training will always have its place, here are 7 reasons you might like to include online sales training in your repertoire.

  • Cost Saving: It is no secret that classroom based training can be extremely costly. Not only is the cost of the training event usually high, we also have to consider travel expenses, accommodation, and most …

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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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    Sales Trend 4 – Sales Training Methodologies are changing

    By / / Education in Sales, Sales Essentials, Sales Training, Sales Trends

    The fourth Sales Trend for 2014 is Sales Training Methodologies are going to change.

    Sales training as we know it is not going to disappear. As the market becomes more complex and competition more virulent salespeople will need more, not less training. But they will also have less time to be trained. These two forces – increased competition with the need to up skill salespeople and less time for training – will make identifying different and effective training methods key to success.

    Amongst the more evident challenges facing companies …

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    Sales Trend 3: Sales Excellence Managers to find their true role

    By / / Sales Leadership, Sales Management, Sales Training, Sales Trends

    The third Sales Trend for 2014 is Sales Excellence Managers will find their real role. Historically, organisations employed sales training managers with the mandate of sourcing the best sales training and development materials, or alternatively developing sales training programmes for their organisations. However, the plethora of sales training and the confusion of training methods all being touted as ‘best practice’, coupled with the lack of training for sales managers led many sales training managers to expand their role, taking over much more than sales training and expanding it into part of the traditional …

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    How to keep your sales wheels turning

    By / / Attitudes & Behaviours, Education in Sales, Sales Research, Sales Training, Self Development

    Maintaining momentum in a sales career requires a proactive, disciplined approach. There are many things to consider and put together to achieve an effective selling week and sales year. The onus is on us, the salesperson, to make the most of what we have. However, many sales people unfortunately adopt the approach that it is their company’s responsibility to train and educate them, to provide everything they need before they can truly be effective as sales people.

    By contrast, enlightened, highly effective sales people recognise that they need to invest in themselves, invest in their own learning and continuous development, make …

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