Sales Trend 1 – The Selling Better Manifesto

By / / 12 Sales Trends Pages Category, Attitudes & Behaviours, Brand & Reputation, Education in Sales, Environment & Sustainability, Ethics & Values, Innovation, Mindful selling, Opportunity, Sales Pioneer, Sales Trends, Success, Uncategorized, Wellbeing

Sales Trend 1 of the Barrett 12 Sales Trends for 2018 Report is our Selling Better Manifesto. It talks about the Selling Better Movement and it explains why we have started it.

We have created The Selling Better Movement with the hope it will help people understand that there’s a better way of doing business.

A way in which we can all be prosperous.

The Selling Better Movement is an ethical and human-centred selling ethos underpinned by a practical selling philosophy.

The modern business landscape offers a world of possibility. More and more people are stepping out to unearth …

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The rise of networking events – the traps & opportunities

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Networks of well-connected people are critical in business and societies.

Cultivating a network of trusted and reliable colleagues, peers, friends and associates is key to a healthy society. Strong, resilient and trusted relationships need to be found, formed and forged over time.

The likes of LinkedIn, Facebook and other digital platforms have made it much easier to search for and connect with relevant people, be they prospective clients, contractors, new recruits, suppliers, business partners, or friends.

Being social creatures, most of us also like to meet with people in person, get to know them and build something in common. This takes time, attention …

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‘How to manage and help salesmen’ – valuable lessons from 1960

By / / Attitudes & Behaviours, Education in Sales, Sales Leadership, Sales Management, Uncategorized

You might be taken aback by the sexist nature of the title of this article ‘How to manage and help salesmen’.

However, if you take into account that this title comes from a book written in 1960 by Charles B. Roth you might be a bit more forgiving.

I was given this book by my late father a couple of years before he died in 2014. Given my profession and his career as a business owner and chief sales leader of his company he thought I would like to read it and see how much had changed or not …

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Sales Trend 12 – The Enlightened Sales Person

By / / Attitudes & Behaviours, Collaboration, Communication, Sales Relationships, Sales Trends, Uncategorized

As the year comes to a close so do we present the 12th and final Sales Trend for 2014. This sales trend is seeing a new kind of salesperson emerging in our midst. Not common by any stretch of the imagination, but appearing in businesses slowly but surely. Smart companies are becoming aware that they need a new kind of salesperson, especially at the higher levels of business. The days of the flashy, aggressive, all talking ‘pitch master’ , or ‘you’re my mate’ schmoozer are fading fast from most industries with only …

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How to link your Business Strategy to Sales Strategy

By / / Sales Strategy, Strategy, Uncategorized

For too long now sales has lived in the shadow of corporate and marketing strategies, but these tend to provide limited direction. They are usually too broad and generalised or too narrow, only focused on financial results. That makes them of little tangible value in the pragmatic world doing business. That being said Selling is often seen by management as the unit that gets the business in; a tactical function in the value chain at best.

However, selling is much more complex than just getting in business. Selling is where the ‘rubber hits the road’; where the concept of micro-marketing and …

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Why we need Sales Superheroes

By / / Business Acumen, Sales Trends, Uncategorized

Why do we need Sales Superheroes?

This question and its answer became evident at the inaugural 12 Sales Trends Annual Business Breakfast hosted by Barrett.  Focusing on what to do in light of the 12 Sales Trends for 2014 – The Thinking Sales Organisation, business and sales leaders from a wide range of industries gathered to listen to our guest speaker James Thomson, Companies & Markets editor of The Australian Financial Review  and the Barrett team discuss how we can navigate our way in 2014 and beyond and …

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Prioritising Your Prospective Buyers

By / / Education in Sales, Prospecting, Sales Planning, Sales Tips, Uncategorized

Every salesperson has a territory.  Whether that “territory” is defined by geography or demography, horizontally or vertically in terms of market segmentation, or by product, sales people need to be able to prioritise their prospects and their prospecting activities and efforts. We only have a finite time everyday to find and make sales.  If we are clear about what we offer, how it is of value to our clients and know where and how we find these prospective buyers, selling and buying is much easier. An important …

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Hidden sales coaching moments

By / / Coaching, Education in Sales, Performance Management, Sales Coaching, Uncategorized

The value of sales coaching cannot be ignored. Various studies across the last 30+ years have demonstrated that regular coaching improves recall and retention of learning from sales classroom training at between 80-95%, as compared to 13% with no follow up coaching.  Coaching helps improve sales performance by around 20% when compared to a non coaching environment. Yet, many sales managers maintain they don’t have the time to perform coaching, the most important of all sales leadership tasks.  Go figure! One …

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Does your sales team or culture need a detox?

By / / Attitudes & Behaviours, Ethics & Values, Sales Culture, Sales Psychology, Uncategorized

It doesn’t take much to sow the seeds of discontent in business today, and the potential for creating dysfunctional, “toxic” sales teams and culture is much easier than you think. There are so many things that can and do go wrong.

We at Barrett have met and worked with a great many sales teams across all sorts of industries over the years. In all honesty, we are yet to come across the ‘perfect’ sales team. That doesn’t mean to say that there aren’t great sales teams operating out there, because they do exist, but like every great team, their greatest can ebb …

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