The last sales trend of the Barrett 12 Sales Trends Report for 2018 is about sales coaching. In recent years, sales leadership coaching has continuously grown in acceptance by the…
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In a time poor world, many people including sales leaders and salespeople often bemoan the fact that they cannot seem to make time for important things like continued professional development,…
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Most of us will agree that as sales leaders we want better and more consistent sales performance. The approaches on how to get there, however, vary greatly. Some tactics offer…
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Have you ever worked with someone who was really effective in one role but then promoted to other roles, usually management, and ended having no idea and no real capacity…
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Selling is a very time consuming set of activities at the best of times. Now with so much choice and complexity, sales cycles are taking even longer –like 20% longer–…
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Here is a senior manager’s account of a real life, cringeworthy example of when a so called ‘experienced’ senior consultant completely stuffs up a prospective client meeting despite the young…
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I am, by nature, a realist optimist who looks at what we can do, how we can make things better and so on. But I don’t do things on a…
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Of course every business wants their sales people to prospect more, close more sales, produce more consistent sales results, achieve their sales targets/budgets, have happy, loyal clients, and so on.…
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Sales Trend 6 from our 12 Sales Trends for 2017 report is about sales coaching. This sales trend focuses on how sales coaching is still lagging behind business coaching as…
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Most new salespeople are thrown in the deep end when it comes to sales induction. “Here go out with Josephine, our best sales person and be like her.” Most salespeople,…
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