In 30 seconds The recent corruption revelations in the building industry highlight longstanding issues such as kickbacks and bribery, which erode public trust and fair competition. Having witnessed my father face these corrupt practices daily in dealing with the building industry, I understand the personal toll they take. It’s crucial to eliminate corruption and foster ethical business conduct. Leaders must embody integrity, transparency, and accountability, inspiring ethical behaviour throughout their organisations. Sales teams should focus on genuine, trust-based relationships rather than ag ..read more

In 30 seconds In a fast-paced sales environment, reflection is often overlooked. However, taking time to analyse experiences is crucial for growth. Reflection: Fosters self-awareness, improving communication and client relationships Helps salespeople gain valuable insights into client interactions to better tailor their approach Promotes adaptability, allowing salespeople to adjust to changing markets and client needs Sales activities like strategy planning and coaching already involve reflection. However, it’s also important to schedule dedicated time for deeper analysis and exploration of ..read more

This is Trend 7 from Barrett’s 12 Business and Sales Trends for 2024. You can download the full report here. In 30 seconds Excellence in sales team performance relies on a balance between well-established processes and individual agency. Sales and service processes offer consistency, efficiency, scalability, and risk management. Agency fosters adaptability, creativity, ownership, customer-centricity, and empowerment. Combining both is essential for success. Processes provide a framework for creative thinking, balanced risk-taking, and increased employee engagement. Striking this balance ensure ..read more

To wrap up the end of the financial year here in Australia, we looked at the ten most-read articles of FY2324. The results are an interesting mix of all we do at Barrett: from sales strategy to communication and engagement with internal teams. Here they are: 1) A reflection on the work that we have been doing with internal teams. Further proof that everybody lives by selling something. We’re All in Sales – An Internal Team’s Journey 2) A practical exercise we like to do at Barrett to help us understand where we are at and what we need to do to keep improving. Reflect, Adapt, and Succeed 3) The ..read more

In 30 seconds Promoting salespeople to managing positions without upskilling them appropriately is like putting someone who is great at cooking for their family in charge of a full-scale restaurant kitchen. When top salespeople are promoted to leadership positions, they need a different skillset to be successful in this new role, like conflict resolution, coaching, delegation and empowerment, and strategy. Sales leadership is not just another obvious step up the sales career ladder. It’s a transition into an entirely different role. In 2 minutes When an employee moves to a different department ..read more

In 40 seconds No matter how a business calls each of its accounts, accurate categorisation is critical for effective sales operations: Strategic accounts are large or high-revenue clients with values aligned with the goals of your company. Criteria include: – Opportunities for up and cross-selling – Strategic value in keeping it away from competitors – Sharing of data for optimisation Major accounts differ from strategic accounts in: – They make fewer purchases and are often driven by procurement processes – Less loyal – Usually relevant to a particular business unit – Competitive environment ..read more

This is Trend 7 from Barrett’s 12 Business and Sales Trends for 2024. You can download the full report here. In 30 seconds Recognising the symbiotic relationship between sales and marketing is crucial for business success. While their emphasis may vary depending on the product or service, both functions are interdependent. Marketing understands the market, generates leads, builds the brand, provides content, nurtures customers, and offers data insights. Sales relies on marketing for leads and tools to close deals and provides valuable customer feedback to refine marketing strategies. This coll ..read more

In 30 seconds Internal communication, like successful sales, requires a clear process and methodology. However, silos within organisations often hinder collaboration and innovation. A human-centred communication approach, similar to the “Selling Better” sales methodology, can bridge these gaps. It prioritises empathy, active listening, and understanding the needs of different teams. This fosters trust, encourages collaboration, and allows for flexibility in adapting to various contexts. By prioritising human connection and understanding, organisations can break down silos, build consensus, and ..read more

In 30 seconds The quote “the customer is always right” emerged in the early 20th century, sparking debate on its application. Harry Gordon Selfridge, founder of Selfridge’s Department Store, famously said, “The customer is always right in matters of taste,” highlighting the subjective nature of taste. Conversely, César Ritz advocated for immediate resolution of customer complaints, no questions asked. Today, this motto remains contentious, especially in balancing customer satisfaction with employee well-being. Sales teams face challenges like defining “right” in the digital age, leveraging cus ..read more

This is Trend 7 from Barrett’s 12 Business and Sales Trends for 2024. You can download the full report here. In 30 seconds In successful sales, facts and stories are complementary. Facts build trust, provide evidence of value, and meet regulatory standards, and stories engage emotionally, make information relatable, and inspire action. New IT tools, like AI or data visualisation apps make it easier than ever to bring facts and stories together, and to the next level. In 2 minutes Facts and stories are two essential components that play a vital role in successful sales operations. Sales teams t ..read more