short-term-pain-long-term-gain

Short-Term Gains, Long-Term Pains

By / / Blog, Brand & Reputation, Business Growth, Case study, Customer-centric, Ethics & Values, Human-centred, Sales Growth, Success, Sustainability & Environment, Trust

In 30 seconds

Focusing solely on short-term results like Boeing did, prioritising profits over safety, led to disastrous quality issues and accidents. This highlights a broader problem: prioritising sales figures over people’s well-being can erode trust and damage reputation in any industry, not just aviation. The same happens when organisations drive sales teams solely based on numbers, quantity, and financial outcomes. While it can lead to the desired short-term results, it puts the business at risk in the long-term:  Erosion of quality, safety, reliability, trust, and reputation.

In 1.5 minutes

We frequently talk here about the risks of focusing on …

Short-Term Gains, Long-Term Pains Read Post »

train-sales-leaders-to-boost-sales-performance

Beyond Growthism: Selling Better for a Sustainable Future

By / / Blog, Business Growth, Environment & Sustainability, Human-centred, Sales Growth, Selling Better, Sustainability & Environment

In 30 seconds

Business growth and selling more are usually a top priority for business leaders, and this has been the case for the last 50 years But, our societies -with the rise of inequalities- and our planet -of limited resources and in a state of environmental degradation- cannot sustain growthism (growth for the sake of growing) anymore. We must look for better ways of doing business, models that deliver better outcomes for business, people, and the planet.

In 2 minutes

Business growth and selling more are usually a top priority for business leaders.

‘How do we sell more? How do we grow market …

Beyond Growthism: Selling Better for a Sustainable Future Read Post »

barrett-sales-trends-2023-01-the-case-for-human-centred-economics

The Case for Human-centred Economics

By / / Blog, Environment & Sustainability, Ethics & Values, Human-centred, Sustainability & Environment

Sales trend 1 of Barrett’s 12 Sales Trends Report for 2023 is about why we need to become human-centred in our economic activities.

By guest author TOBY KENT // Toby Kent is a Partner in PwC’s Energy Transition team and leads PwC’s work with privately held companies.

The challenge afoot

A human-centred economy is one in which the primary, and arguably only goal, of an economic system should be to better the lives of those within it. The focus of a Human-Centered Economy is to maximize human welfare.

In a recent role, I focused a lot on urban issues. I would often deride …

The Case for Human-centred Economics Read Post »

decarbonising-sales-training

Decarbonising Sales Training

By / / Blog, Decarbonising, Education in Sales, Environment & Sustainability, Learning and Development, Sales Training, Sales Trends, Sustainability & Environment

Sales trend 9 of the Barrett 12 Sales Trends Report for 2022 is about the changes we need to make to training and development programs to progress a decarbonised sales operation and how those changes have a positive impact in the ROI of training and development initiatives.

How much time do salespeople spend on the road, in cars or planes, in hotels, conference venues, away from work and their customers, to attend classic training events like a 2-day sales conference or days of workshops at headquarters? So when we talk about decarbonising sales training the question is twofold: Is it …

Decarbonising Sales Training Read Post »

The-Decarbonised-Sales-Team-and-Workforce-Structure

The Decarbonised Sales Team & Workforce Structure

By / / Blog, Decarbonising, Hybrid Selling, Sales Trends, Sustainability & Environment

Sales Trend 8 from the Barrett’s 12 Sales Trends Report for 2022 is about the decarbonisation of our sales and service teams and workforce structure.

Many (future-oriented) organisations have been promoting the hybrid work model for years. Technology businesses, in particular, have had remote teams for some time. However, the majority of businesses had been slower and sometimes reluctant to provide a working environment where staff could work from home, even part time.

All that hesitancy disappeared overnight in 2020 when we were all forced to stay at home due to COVID-19. All that seemed difficult -even impossible- materialised …

The Decarbonised Sales Team & Workforce Structure Read Post »

Short-termism or Sustainable Business Growth for the new FY?

By / / Attitudes & Behaviours, Blog, Business Growth, Environment & Sustainability, Human-centred, Strategy, Sustainability & Environment

As we enter the new financial year in Australia, we, as business leaders, teams, and shareholders have a choice – we can choose short-termism or sustainable business growth strategies.

If we choose short-termism, we’re compromising any sustainable growth strategy. Short-term performance pressures on leaders and investors can result in an excessive focus on their parts on quarterly earnings, with less attention paid to strategy, fundamentals, and long-term value creation.

Short-termism is not sustainable.

The pandemic, current energy crisis and climate change have exposed the devastating effects of short-termism and lack of sustainable growth strategies like investment in a renewable energy economy.  Everyone is …

Short-termism or Sustainable Business Growth for the new FY? Read Post »

decarbonised-economic-models-and-systems

Decarbonised Economic Models & Systems

By / / Blog, Decarbonising, Environment & Sustainability, Ethics & Values, Human-centred, Sustainability & Environment

“It is not for us to forecast the future, but to shape it”. Antoine de Saint-Exupery

In Sales Trend 6 we explored decarbonised sales systems and sales strategies. In Sales Trends 7 we look at economic models that promote decarbonised systems and organisations.

Key operating models that can be deployed now and in the immediate future to create decarbonised economies, business models, and in turn sales systems and operations include Circular Economy, GreenShoring, and Doughnut Economics. 

Circular Economy

Circular Economy is an alternative to the linear “Take, Make, Consume and Dispose” mindset and business model which can help deliver …

Decarbonised Economic Models & Systems Read Post »

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 …

Decarbonised Systems & Strategies Read Post »

Barrett-participant-of-the-United-Nations-Global-Compact

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 – …

Barrett – participant of the United Nations Global Compact Read Post »

Barrett Sales Trends 2022 Decarbonising Sales Operations

Decarbonising Procurement

By / / 12 Sales Trends Pages Category, Blog, Decarbonising, Environment & Sustainability, Procurement, Sales Trends, Sustainability & Environment

In Sales Trend 5 of the Barrett 12 Sales Trends Report for 2022 guest author Ben Shute from Comprara talks about the role -and potential influence- of procurement in decarbonising.

By guest author Ben Shute – CEO, Comprara

Procurement Can Drive Decarbonisation

Hurricanes in the Philippines, cyclones in North and Central America, flash flooding in Afghanistan and, of course, bushfires in Australia. There’s no place in the world that isn’t immune to the devastating effects of global warming. As we draw inevitably closer to the 1.5°C increase in average global temperatures, things will only get worse. The …

Decarbonising Procurement Read Post »

Scroll to Top