12 Sales Trends for 2014 Summary, Barrett

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Each year Barrett releases its Annual 12 Sales Trends Report which is published in some of Australia's leading business publications such as BRW, Smartcompany and The Public Accountant.

This is a summary of 12 Sales Trends Report for 2014 - “The Thinking Sales Organisation'.

Published in: Marketing
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12 Sales Trends for 2014 Summary, Barrett

  1. 1. www.barrett.com.au Copyright © Barrett – 2014 – Partnering with our clients to improve their sales operations
  2. 2. www.barrett.com.au Copyright © Barrett – 2014 – Partnering with our clients to improve their sales operations
  3. 3. …Sales productivity will focus on outputs rather than inputs, with salespeople learning to work smarter. At the same time, there will be a shift to volume and value measures as companies look for ways to sell more profitable lines, at higher margins www.barrett.com.au Copyright © Barrett – 2014 – Partnering with our clients to improve their sales operations
  4. 4. …Call centres unable to offer a solution are likely to see sales decline as customers who find these operations manned by people without the power to solve their problems becoming increasingly vociferous. www.barrett.com.au Copyright © Barrett – 2014 – Partnering with our clients to improve their sales operations
  5. 5. …With markets not growing sales managers will be under pressure to drive costs out of sales and resume responsibility for sales excellence. www.barrett.com.au Copyright © Barrett – 2014 – Partnering with our clients to improve their sales operations
  6. 6. …Salespeople will need more, not less training. But they will also have less time to be trained. So smart companies will look to provide sales training without taking their salespeople out of the field for any length of time. www.barrett.com.au Copyright © Barrett – 2014 – Partnering with our clients to improve their sales operations
  7. 7. …Companies that can’t compete on price will have to learn to compete in segments. In 2014 sales managers reassessing Attractiveness sales and will find segments the themselves based on Competitiveness before launching sales initiatives. www.barrett.com.au Copyright © Barrett – 2014 – Partnering with our clients to improve their sales operations
  8. 8. …Smart companies are not waiting for governments to act, they know that they will benefit from publicly showing that they are a low carbon or carbon neutral company. With time, more and more companies will focus on doing business with organisations that are environmentally friendly. www.barrett.com.au Copyright © Barrett – 2014 – Partnering with our clients to improve their sales operations
  9. 9. …Smart B2B companies recognise that many people use social media as their news feed so they latch on to it in order to update customers and keep them informed – social media is about engagement, education, entertaining and delivering value and through this, generating sales. www.barrett.com.au Copyright © Barrett – 2014 – Partnering with our clients to improve their sales operations
  10. 10. …With consumers in such a powerful position and product no longer the centre piece of the sale good selling is now shifting to those salespeople with a behaviour that focuses on helping buyers be more successful. www.barrett.com.au Copyright © Barrett – 2014 – Partnering with our clients to improve their sales operations
  11. 11. …Procurement can no longer rest its case on “lowest cost”, “cheapest price” or “supply of goods and services”. It must assume responsibility for the creation and delivery of real value beyond a price and general supply. www.barrett.com.au Copyright © Barrett – 2014 – Partnering with our clients to improve their sales operations
  12. 12. …Well developed and well executed sales strategy is becoming the key point of difference in highly successful companies. www.barrett.com.au Copyright © Barrett – 2014 – Partnering with our clients to improve their sales operations
  13. 13. …In another 20 years China will not only deliver an economy four times larger than today, but will change the global balance in ways in which it is difficult to imagine. Yet Australian companies are ill prepared to sell in this booming economy. www.barrett.com.au Copyright © Barrett – 2014 – Partnering with our clients to improve their sales operations
  14. 14. …Enlightened salespeople know that they work in a world where nothing has a predictable outcome – they rapidly becoming used to working with ambiguity and uncertainty and they are succeeding. www.barrett.com.au Copyright © Barrett – 2014 – Partnering with our clients to improve their sales operations
  15. 15. www.barrett.com.au Copyright © Barrett – 2014 – Partnering with our clients to improve their sales operations

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