The 9th January 2015 marks 20 years in business for Barrett Consulting Group. Twenty years of helping companies, sales leaders and their salespeople improve their sales operations and their sales…
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Have you ever wondered just how many sales methodologies are out there and which ones work and which ones don’t? Maybe you haven’t given much conscious thought to this subject…
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The 8th August 2012 was a milestone for Professional Salespeople around Australia: until that day there had been no officially recognised benchmark for professional selling at tertiary level. Whereas Finance,…
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The other week I ran a webinar for SmartCompany.com.au on "How to clearly manage and measure your sales team". During the webinar I was asked many questions, one of which…
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Of all questions, this is the one that remains on the minds of sales leaders and executive teams. It is often the cause of more debate and angst than any…
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Sales numbers and sales processes should be understood and owned by everybody in your organisation. In today's world if you are not directly in sales you are supporting someone who…
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Following on from last week's article about managing and measuring the right things in sales, I thought it would be worth looking at some of the key principles for effective…
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Who wants to work with accountable, responsible, and self-directed sales people? Of course we all want these types of sales people in every sales team. Yet, most businesses do not…
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You may recall that I recently wrote about an international study which reported that if Sales Managers were more frequently and better trained and coached, their sales teams achieved higher…
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I recently had the opportunity to attend the inaugural Optimising the Sales Force Conference (osf2009, site not exist anymore), along with over 120 high level sales leaders across Australia. I…
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