When it comes to sales systems, most people usually associate them with some sort of platform, application, or CRM, from pipeline management to post-sales calls, or anything in between.

At Barrett, when we talk about a ‘sales system’, or a ‘systems-approach to selling’ we refer to something different, more holistic, more resilient.

Let’s begin with some definitions so we’re all on the same page.

A system is a collection of organised things, a whole composed of relationships among its members.

A resilient system protects its critical capabilities (and associated assets) from harm by using protective resilience techniques to passively resist adverse events and conditions …