barrett-sales-blog-Decarbonised-Systems-and-Strategies

Decarbonised Systems & Strategies

By / / 12 Sales Trends Pages Category, Blog, Decarbonising, Environment & Sustainability, Sales Strategy, Sales System, Sales Trends, Strategy, Sustainability & Environment, Uncategorized

Sales trend 6 of the Barrett 12 Sales Trends Report for 2022 is about the key role a Sales System and a adaptive Sales Strategy have in decarbonising our sales operations.

This is a condensed version of Sales Trend 6, to read the original version you can download the report for free.

We cannot hide from the fact that we are now heading toward a decarbonised future.

A decarbonised world isn’t just a nice-to-have anymore, it’s a strategic imperative, a collective life-or-death decision we need to make on behalf of our planet and we have about 10 …

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Why your company needs a Sales Strategy & Operations Audit NOW

By / / 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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the-need-for-change

Ch-ch-ch-ch Changes… why it pays to be an early adopter & change agent

By / / Attitudes & Behaviours, covid-19, Decarbonising, Entrepreneurship, Environment & Sustainability, Ethics & Values, Leadership, Opportunity, Strategy, Vision, Mission & Purpose

Welcome to 2022. Each year I write a reflection piece on achieving another year in business. On 9th January 2022, we celebrated 27 years, and I couldn’t think of a more appropriate theme than David Bowie’s song, Changes.

These song lyrics seem rather apt given the current times and the journey that my team and I have been on over the last nearly 3 decades, especially the last two as we all navigate and enter yet another covid pandemic year.

To me Changes is about finding your voice, your purpose, and not accepting the status quo. Changes is about not being bullied …

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Case Study – Human-centred Sales Systems Transformation

By / / Blog, Case study, Human-centred, Sales Culture, Sales Driven Organisations, Sales Results, Sales Strategy, Sales System, Strategy, Success

The client: a $4B division of a listed corporation specialising in Wholesale & Retail. The division is a combination of B2B sales (wholesale), B2C sales across several retail brands, service areas, marketing, and procurement and it includes 200+ people.

The challenges when we started working with them late 2017-early 2018:

  • The business had acquired a mix of companies over the years and there was no integration, no common language, no consistency, etc.
  • The business was in flux and sales and share price were in decline.
  • There was poor customer retention.
  • Several key brands were being disrupted.
  • Sales and services teams were not trained to deliver to …

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kick start your sales growth

Seven Things to Kick Start Sales Growth in the New FY

By / / 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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Human-Centred sales teams
A game-changing strategy

By / / Blog, Collaboration, Human-centred, Sales Culture, Sales Relationships, Sales Results, Sales System, Strategy, Success

For too long sales has been seen (and promoted) as combative – us versus them – an arm wrestle on price and terms, a face-off as we sit opposite each other.

What if I told you that doing the exact opposite would actually make selling and buying easier, quicker and more enjoyable for all concerned?

Most people want relationships of all kinds, to be open, honourable, honest, productive, positive, and above all safe because this means we can concentrate on what’s important and get things done together.

However, the more companies operate in the technical space, looking for technical solutions to sales challenges, …

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A game-changing strategy Read Post »

sales-strategy-tactics-only-or-is-it-more-than-that

Sales Strategy – more than tactics & incremental growth

By / / Blog, Case study, Sales Strategy, Sales System, Strategy

Corporate, business, and marketing strategies are often too broad, or too focused on either financial or brand results only as to offer any clear direction to a sales team. Which means the support, focus, direction, standards, and mission of a sales operation is often reduced to little more than generating more business at better margins.

Because of this broader focus on the bigger picture, sales strategies all too often become a series of tactical activities that do little more than support marketing. In the end all that this achieves is making sales an expensive, frustrating exercise with salespeople …

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7 things you can do immediately to sell better now plus some extras

By / / Blog, Business Acumen, Collaboration, Common Ground, Gratitude, Opportunity, Sales System, Strategy, Success, Trust

In September 2019 I wrote an article “7 things you can do immediately to improve your sales results in challenging markets” and while a lot has happened since, the core elements of this advice remain true. However, given the advent of Covid and the many lessons learned since, I’d like to include and emphasise the virtues of Trustworthiness, Cooperation and Gratitude because they underpin good business.

Many people’s perspectives and priorities have shifted in the last year beyond the mere matter of making money. They are closely examining their relationship to work, careers, each other …

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lessons-I-am-learning-about-myself-and-my-business-during-COVID-19

Lessons I’m learning about myself & my business during COVID-19 – The Sequel

By / / Attitudes & Behaviours, Blog, Collaboration, Communication, covid-19, Life Skills, Resilience, Strategy, Teamwork

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Four months into the pandemic, I wrote about lessons that I was learning about myself as a leader, and my business. Like for so many people, lessons keep revealing themselves to me this year, so I thought I would write a sequel.

The second part of the year presented more and different challenges, like the second and stricter lockdown in Melbourne, governments around …

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25-year-journey

A new chapter in Barrett’s 25-year history

By / / Blog, Entrepreneurship, Ethics & Values, Human-centred, Strategy, Success, Sustainability & Environment, Teamwork

Blog Podcast

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When I founded Barrett 25 years ago in January 1995, my goal was to create a different type of business consultancy; one that specialised in all things sales but from the perspective of being collaborative, team oriented, personally reflective, self-aware and human centric; a business with heart where people were at the centre of everything we did.

It’s been exciting ever since, and …

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