12 sales trends for 2014 summary, barrett

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

http://www.barrett.com.au/


…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



…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.



…With markets not growing sales managers

will be under pressure to drive costs out of

sales and resume responsibility for sales

excellence.



…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.



…Companies that can’t compete on price will

have to learn to compete in segments. In 2014

sales managers will find themselves

reassessing sales segments based on

Attractiveness and the Competitiveness

before launching sales initiatives.



…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.



…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.



…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.



…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.



…Well developed and well executed sales

strategy is becoming the key point of

difference in highly successful companies.



…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.



…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.


12 sales trends for 2014 summary, barrett

Marketing

sales operations

aucopyright barrett

sales decline

sales managers

sales training

sales productivity

executed sales strategy

smart companies