Barrett Sales Trends 2022 Decarbonising Sales Operations

12 Sales Trends for 2022 – Decarbonising Sales Operations

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

12 Sales Trends for 2022 – Decarbonising Sales Operations

The first issue of the Barrett 12 Sales Trends Report was published in December 2009. It was titled ‘12 Sales Trends for 2010: No more “Business as usual”’. Sales trend 10 in that report was about sustainable selling – about forging cultures that are based on legitimate business relationships which serve the environment, people, businesses, and communities.

We have talked publicly about the topic of sustainability ever since. In 2020 our sales trends report was titled ‘The time is NOW’ which was a clarion call to highlight that the world’s …

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3 Sales Myths Busted

By / / Attitudes & Behaviours, Blog, covid-19, Education in Sales, Remote selling, Uncategorized

In the era of fake news, conspiracy theories, and opinions galore, it’s important to get our facts straight. Speaking with sales and business leaders, salespeople, and service teams over 2020-2021, we are finding many are rapidly changing their beliefs, minds and opinions about the true value and benefits of remote selling and remote sales training and, as a consequence, reaping the rewards. However, there are many ‘traditionalists’ still holding onto myths and outdated sales and training stereotypes that negatively affect their bottom line.

What we do know is that change is in the air, opportunity is everywhere, and no one wants …

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The new versatility in learning

By / / 12 Sales Trends Pages Category, Blog, covid-19, Education in Sales, Learning and Development, Sales Skills, Sales Training, Uncategorized

Sales Trend 7 from the Barrett 12 Sales Trends Report for 2021 explores the changes in Learning and Development that precipitated as a consequence of lockdowns and other restrictions.

By Jens Hartmann, Head of Learning & Development – Barrett

2020 has been a devastating year, there is no amount of glossing over that can change that. But, interestingly, it has brought positive consequences for some important aspects of Learning & Development. It fast-tracked and enforced changes that many people were reluctant to apply or didn’t know about. Within 6 months it had pushed people’s approach to learning further …

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Unethical Self-Promoters – how a few bad apples spoil it for everyone

By / / Attitudes & Behaviours, Blog, Ethics & Values, Leadership, Self Promotion, Uncategorized

Welcome to part 2 on Unethical Self-Promoters which is inspired by a recent tweet by Pepper Bismol (@Gurl_getreal) who accurately described the real and dire consequences of a ‘few bad apples’:

‘The current usage of a ‘few bad apples’ bothers me. A few bad apples spoil the barrel. If you put a rotting apple in with three dozen good one, every adjacent apple will be rotting withing days.

‘A few bad apples’ does NOT mean ‘we have a good barrel but, oh well, sometime bad things happen’. ‘A few bad apples’ …

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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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Tendering and Trust

By / / 12 Sales Trends Pages Category, Business Acumen, Communication, Sales Trends, Uncategorized

Sales trend 10 from the Barrett 12 Sales Trends Report for 2019 is about the importance of trust when writing tenders that win.

By guest authors David Lunn and Kelly Richmond, Bidwrite

Building BID BELIEVABILITY

Developing tenders and proposals is key to winning and retaining business through contested sourcing processes. Most buying organisations, government and commercial, use these types of processes in one form or another. So there really is no escaping the need to produce written communications to, at least in part, persuade a client or prospect to choose us.

Data emerging from the USA, …

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How prepared is ‘The Lucky Country’ for tough times?

By / / Attitudes & Behaviours, Business Acumen, Collaboration, Ethics & Values, Innovation, Opportunity, Sales Strategy, Selling Better, Strategy, Success, Uncategorized

Ah the good times…

Ah 28 years of uninterrupted growth…

Ah Australia, ‘The Lucky Country’*…

Ah ‘How good is Australia?’…

Pssst. But don’t talk about the R** word…

We are indeed fortunate in Australia to have access to many resources, space, and talented people; however, our luck maybe running out if we carry on drinking the ‘recession avoidance’ Kool Aid, carry on with our old ways of managing business and thinking everything is rosy instead of adapting to the array of changes, challenges, and opportunities that are out there in the market place.

Which is why I couldn’t go past economist Jim Stanford’s comments in Paddy …

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Is a Net Promoter Score a valid predictor of customer loyalty?

By / / Uncategorized

In your business travels you may have heard of the acronym NPS. It stands for Net Promoter Score.

Developed by Fred Reichheld of Bain & Company and Satmetrix in 2003, NPS is a management tool designed to gauge the loyalty of a firm’s customer relationships. It serves as an alternative to traditional customer satisfaction research and claims to be correlated with revenue growth. In short, it is a single question measure that asks customers to rate their intention of referring a business on to others. The rating scale is 0-10.

Clients who give scores of 9/10 or 10/10 are regarded …

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What does Selling Better mean to sales team’s retention rates?

By / / Attitudes & Behaviours, Customer Service, Education in Sales, Sales Driven Organisations, Sales Essentials, Sales Process Maps, Sales Strategy, Selling Better, Uncategorized

What do you make of this statistic?

The average tenure of a sales representative across Europe and USA is currently 15 months.

Ouch!

There are other stats that also show the average staff turnover can be anything around 25-50% per annum, or more in some cases.  Some call centres experience turnover rates of over 70% per annum.

These statistics are alarming because the costs associated with poor engagement and high staff turnover are monumental and can manifest in many ways including decline in sales, poor customer service, loss of reputation leading to more loss of customers and employees, and impaired recruitment. If not addressed, …

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Should clients pay for tender and RFP submissions?

By / / Attitudes & Behaviours, Ethics & Values, Opportunity, Procurement, Uncategorized

In principle, and ideally in practice, yes they should.

Why?

Because there is a lot of time, effort, money and IP that goes into preparing a tender or RFP (request for proposal). This also includes RFIs (request for information).

The companies requesting these tenders, RFPs and RFIs are freely benefiting from the expertise of suppliers if they are requesting highly detailed responses and expecting to pay nothing for this information. With the advent of software these companies can easily compare offerings and strip mine the IP to serve themselves at the suppliers’ expense. Basically they are getting knowledge and expertise for free and …

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