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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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Selling is Everybody’s Business

By / / Blog, Customer Service, Sales Driven Organisations, Sales Results, Selling Better, Success

Selling is everybody’s business. Any organisation that wants better sales results need to start by recognising this.

Selling has to be a whole business focus. Every person in a business needs to understand and acknowledge that we are all in sales now. Everyone, from production, credit, procurement to post-sales service, is part of the sales value chain.

Customer service

What better example to illustrate this point than customer service? How many clients are lost each year due to bad customer service? Research across the world shows that anywhere from 65% to 91% of clients that have a bad experience with customer service will …

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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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Barrett – participant of the United Nations Global Compact

By / / Blog, Common Ground, Environment & Sustainability, Ethics & Values, Human-centred, Selling Better, Sustainability & Environment

As a business, Barrett has been committed to ethical business and sales practices since we opened our doors in 1995. We have remained true to our principles and values that reflect that commitment:

  • Ethical, human-centred and sustainable selling practices and ethos
  • Fair and mutual exchange of value
  • Mutual success and prosperity
  • Long term sustainability
  • Designing and enacting business, leadership, and sales practices for a better world

In December 2009 we published the first issue of the Barrett 12 Sales Trends Report. It was titled ‘12 Sales Trends for 2010: No more “Business as usual”’. Sales trend 10 in that report was focused on sustainable selling – …

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Selling – a powerful agent for change

By / / Attitudes & Behaviours, Blog, Common Ground, Human-centred, Life Skills, Sales Skills, Selling Better

I live by the philosophy that everybody lives by selling something.

I also believe -I know- that Selling is a powerful agent for personal, social and political change.

Many people treat selling as a business function, which it is. However, they often see it as something done by others – those called salespeople. Yet when it comes to enacting any kind of change – personal, social, environmental, political – we need to embrace our inner salesperson to take charge and take action.

Knowing how to sell, ethically and honourably, is a game changer on every level.

We might have an idea or initiative we …

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Reminder: Everybody lives by selling something

By / / Attitudes & Behaviours, Blog, Human-centred, Sales Results, Sales Skills, Sales Talent, Selling Better, Success

Everybody lives by selling something

Within a business, this means that everybody needs to be an ambassador for our organisation. There needs to be recognition that everyone is in one of two roles: 1) actively involved in selling, or 2) supporting someone who is. Without sales there’s no business.

Selling is a human domain

Selling isn’t the domain of salespeople, it is a human domain. For those of us who have talents and capabilities we want to take to market we need to harness the competencies of human-centred, ethical selling practices. Without this essential set of life skills, we cannot …

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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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    Selling can be an Act of Kindness

    By / / Blog, Collaboration, Common Ground, Selling Better

    Since I started my sales careers almost 40 years ago, I have met thousands and thousands of salespeople and sales leaders and I can tell you many stories about these encounters, but what I want to focus on today is what I believe to be the motivation driving the vast majority of these sales and service people and sales leaders: their desire to help people, their clients, be successful and do the right thing by them.

    Very few salespeople that I have met want take undue advantage of others, even when pressed to meet targets and hit budgets. Most salespeople are …

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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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    An Antidote to Corruption: Human-centred Business & Sales

    By / / Attitudes & Behaviours, Blog, Ethics & Values, Human-centred, Selling Better

    We know where there’s corruption you will always find poor or no governance, lack of transparency, nepotism, poor work conditions that exploit the vulnerable, high staff turnover, profit maximisation and cost stripping at the expense of sustainability, tax avoidance, and unethical leaders, underpinned by vested interests, at the helm of enterprises looking for self-enrichment at our expense promoting the ‘greed is good’ mantra.

    For almost 20 years, Australia ranked in the top 10 least corrupt countries. However, by 2018, we’d fallen 8 points to 13. The fact that we are falling down the scale raises serious questions about the …

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