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'.

1. www.barrett.com.au
Copyright © Barrett – 2014 – Partnering with our clients to improve their sales operations

2. www.barrett.com.au
Copyright © Barrett – 2014 – Partnering with our clients to improve their sales operations

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
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Copyright © Barrett – 2014 – Partnering with our clients to improve their sales operations

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.
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Copyright © Barrett – 2014 – Partnering with our clients to improve their sales operations

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. …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. …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. …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.
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Copyright © Barrett – 2014 – Partnering with our clients to improve their sales operations

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. …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. …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. …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. …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. …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. www.barrett.com.au
Copyright © Barrett – 2014 – Partnering with our clients to improve their sales operations