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How a Sales System reduces execution risk

By / / Attitudes & Behaviours, Blog, Sales Strategy, Sales System, Strategy, Uncategorized

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Most businesses have a strategy, but it doesn’t matter how talented the C-suite and leaders in the organisation are, or how renowned their consultants are,  60% to 70% of businesses fail to execute their strategies. Research done on the topic has found different reasons for this, ranging from lack of experience in implementation to poor internal communication. I won’t get into that here. I want …

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Why technique, discipline & hard work matter now & in the long run

By / / Attitudes & Behaviours, Blog, Coaching, covid-19, Ethics & Values, Life Skills, Self Development, Strategy, Success

Blog Podcast

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When I was 12 years old, I was getting ready to compete in the final of the 12 & under 100 metres Butterfly event at the Victorian Country Swimming Titles in the 1970s. The event was being held in Mildura, Victoria on the Australia Day Long Weekend in January which is at the height of summer. The day temperature was around 35°C. My race was …

Why technique, discipline & hard work matter now & in the long run Read Post »

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Where have businesses been exposed during the crisis when it comes to Sales?

By / / Attitudes & Behaviours, Blog, covid-19, CRM, Prospecting, Remote selling, Sales Culture, Sales Results, Sales Skills, Sales Strategy, Sales Training, Strategy

When the coronavirus pandemic took hold of the world in early 2020 it was nearly impossible to imagine the effect it was going to have in our lives and how it was going to affect our businesses and livelihoods.

Since March 2020, we have been tracking what’s happening with a range of businesses across markets and what they are doing, or not doing as the case may be, to adapt their sales processes, sales teams and strategies to stay in business, attract and retain customers, and sell better in the New Normal.

Having engaged with hundreds of leaders, including SME business owners …

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Navigating the Brave New World of Sales

Adapting the sales strategy & processes of your business to sell better in the New Normal

By / / Attitudes & Behaviours, Blog, Business Acumen, covid-19, Sales Results, Sales Strategy, Strategy

Within every crisis lies the demise of some and the making of others. Within every crisis also lies a myriad of opportunities.

Those first movers who gain an early advantage will realise the opportunities first in the new normal and make it harder for the competition to match.

So when it comes to the making or breaking of businesses, especially during a crisis, having a clear purpose, an adaptive sales strategy, effective sales processes and proactive, agile sales teams are key. This means that our businesses need to read and quickly adapt to the changes in market dynamics then pivot, if need …

Adapting the sales strategy & processes of your business to sell better in the New Normal Read Post »

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A ready-to-go program to avoid the ‘Insolvency Tsunami’ & save your business

By / / Blog, Collaboration, covid-19, Education in Sales, Entrepreneurship, Sales Driven Organisations, Sales Essentials, Sales Results, Sales Skills, Sales Strategy, Strategy, Success

I read an article in The Age, Thursday 23 July 2020 about how some of the major banks are warning against jumping on the debt bandwagon to save businesses during the crisis, despite the tax payer backed loan scheme. I couldn’t agree more. Any self-respecting business, especially SMEs cannot and shouldn’t borrow more money if they do not have some certainty about where their business opportunities, customers, and sales revenue is going to come from now and in the future.

Earlier in the week I also read a press release by Kate Carnell, the Australian Small Business & Family Enterprise Ombudsman, which …

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The Time is NOW for Purposeful Optimism

By / / Attitudes & Behaviours, Blog, Collaboration, covid-19, Innovation, Life Skills, Opportunity, Optimism, Purposeful Optimism, Resilience, Sales Essentials, Sales Skills, Sales Strategy, Selling Better, Strategy, Success, Wellbeing

I get the feeling, at this stage of the COVID-19 crisis, that many of us feel like we are living in a kind of ‘Twilight Zone*’ – an ambiguous area between the boundaries of two concepts, conditions – a grey zone; or a state of surrealism, where things that should not make sense seem to do so; or an indefinite or transitional condition. Take your pick.

For many of us, everything we have taken for granted or accepted as standard has been thrown into question. If you’re like me, you’re likely asking yourself, your family, your team, your clients and suppliers, …

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How to stay open for business: Selling Better during this crisis and beyond.

By / / Attitudes & Behaviours, covid-19, Education in Sales, Opportunity, Resilience, Sales Coaching, Sales Consulting, Sales Driven Organisations, Sales Leadership, Sales Management, Sales Psychology, Sales Results, Sales Skills, Sales Strategy, Sales Training, Strategy, Success, Teamwork, Wellbeing

Do you remember the plane that landed on the Hudson River in New York City in 2009?

Both engines of the plane lost thrust after colliding with a flock of geese. The plane was going to crash. There was no time to get anywhere else safely. The pilot, Captain Chesley “Sully” Sullenberger, with the help of his co-pilot and crew landed the plane on the Hudson River. All 155 passengers and crew survived. 208 seconds passed from the moment the plane lost power to the safe landing.

The most important factors in this successful landing were that the captain and co-pilot were …

How to stay open for business: Selling Better during this crisis and beyond. Read Post »

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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Selling Better, Faster – Total Sales Team Turnaround

By / / Case study, Optimism, Sales Benchmarking, Sales Consulting, Sales Driven Organisations, Sales Leadership, Sales Management, Sales performance, Sales Results, Sales Strategy, Sales Training, sales-process-map, Selling Better, Strategy, Success, Systems Thinking

I’m feeling elated and vindicated yet again.

I’m feeling very optimistic about the future of sales systems and sales stewardship.

Two weeks ago I sat down with a very large key B2B client of ours to do a two year retrospective on their Selling Better Project. Considering where we started with this Executive General Manager  discussing his major issues, concerns, ideas and opportunities around their lack of sales strategy, sales operational framework and sales processes, the lack of stewardship and coordinated discipline within the national sales team, the turnaround and results have been thrilling on many levels:

  • Sales are up 8% and steadily …

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