Selling (Better) in Uncertain Times

By / / Attitudes & Behaviours, Blog, Business Growth, Sales Strategy, Selling Better, Strategy, Success, Uncategorized

2024 heralds 41 years in professional selling for me and like many who’ve been around as long as I have, we’ve sold through several major crises including the GFC and major recessions, learning many lessons along the way. However, starting in 2020, we all had our mettle tested during and beyond the COVID pandemic. In all my years in business I don’t think I’ve ever witnessed as much change as we’re experiencing now. It reminds me of the quote ‘There are decades where nothing happens, and weeks where decades happen’.

Global supply chain disruption, numerous government elections and political scandals, wars …

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sales mastery with cup

The Ever-Evolving Path to Sales Mastery

By / / Blog, Education in Sales, Sales Results, Sales Skills, Sales Tips, Sales Training, Success, Uncategorized

In 30 seconds

The road to sales mastery is a dynamic process that involves continuous learning, practice, and adaptation. In the ever-evolving selling profession, this means embracing change and honing skills. Salespeople need to master action-oriented strategies to uncover valuable business opportunities, they require self-discipline, prospecting, account planning, etc. and the ability to build human-centred client relationships to deliver value-based solutions. Accountability is key, and teamwork is vital for success. Sales is a profession driven by curiosity, helpfulness, and fairness. Sales mastery is not a destination; it’s an ongoing journey, a relentless pursuit of excellence in an ever-changing landscape.

In 2 minutes

The …

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Reflect, Adapt, and Succeed: The Stop-Start-Keep Approach

By / / Attitudes & Behaviours, Blog, Resilience, Sales performance, Sales Results, Self Development, Success, Uncategorized, Wellbeing

In 30 seconds

It’s the end of the financial year in Australia, and it’s a good time to recognise our successes and reflect on what we’ve learned on the financial year 22/23.

At Barrett we use the “Stop, Start and Keep doing” tool:

  • Stop – What do I/we want to Stop Doing? Identify practices, behaviours, or processes that don’t work for you/your team. This way you can phase it out.
  • Start – What do I/we want to Start Doing? Identify new practices, behaviours, thoughts, or processes that could bring positive change.
  • Keep doing: What do I/we want to Keep Doing? Acknowledge what works and successes …

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    From Personality Cults to Sales Process Maps: Rethinking Sales Success

    By / / Blog, Sales performance, Sales Process Maps, Sales Results, sales-process-map, Success

    In 30 seconds

    Sales success has long been built around personalities, leaving new salespeople to emulate revered individuals without much success. A well-defined sales process is a quicker and more effective way to get new hires up to speed. A sales process map outlines the steps, activities, tasks, and behaviours of how your business sells and services. By incorporating the best practices of your top salespeople and aligning them with your sales strategy, you empower new hires to adopt and make the process their own. This approach allows them to observe successful salespeople applying the process, assess their own competence, and …

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    Being Respectful Pays on Every Metric

    By / / Blog, Common Ground, Ethics & Values, Human-centred, Leadership, Life Skills, Sales Culture, Success, Teamwork, Wellbeing

    For a long time, getting ahead in business has been promoted as a war to be won, going into battle, beating the competition, and having a “be tough, no wimps” policy which has created leaders, teams and cultures that are often combative, hyper-competitive (think Survivor) and, in some cases, downright dangerous and toxic to be around.

    The accompanying put-downs, bullying, shaming, physical threats of violence, and constant yelling at your team, individuals and colleagues to ‘boost performance’ might make for entertaining TV shows and movies but it does not improve performance. Instead, it has the opposite effect severely diminishing people and …

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    Tackling the Rise of Rudeness with Courtesy & Respect

    By / / Attitudes & Behaviours, Blog, Common Ground, Ethics & Values, Leadership, Life Skills, Sales Culture, Success, Teamwork, Wellbeing

    If you’re sensing that rudeness and incivility are on the rise lately, you would be right.

    Research shows that since the pandemic incidents of rudeness and incivility have been escalating worldwide.

    Before we look further at the statistics, let’s look at Rudeness and Incivility themselves.

    Culturally, people can be perceived as rude if they are too direct, blunt, or cheeky, or if they do not follow certain social mores – customs and codes of behaviour established by a social group- whether they intended to behave that way or not; however, this is not what we are talking about here.

    This post is specifically calling …

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    selling-is-everybodys-business

    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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    Cats take the road less travelled by being human-centred

    By / / Attitudes & Behaviours, Blog, Human-centred, Success, Wellbeing

    Despite the prevailing ‘leadership’ paradigms of the last 40-50 years of ‘win-at-all-costs’ profit maximisation, command-and-control, and the cult of celebrity CEOs, that haven’t been good for business sustainability, or the wellbeing of employees, suppliers, customers, communities, and the planet, it’s deeply satisfying as both a long-time advocate for human-centred, sustainable business practices and a Cats supporter, to see the Geelong Football Club (GFC) not only win another premiership but choose a different model to do so.

    A model that values a human-centred, inclusive, community-minded, and respectful culture.

    A model that includes and values the contributions made by all sorts of people making …

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