Testimonials & Case Studies

Banking Industry is finding success in creating professional sales cultures

View our latest case study document which discusses some initial issues encountered in sales performance, productivity and culture. It also outlines some post BARRETT project intervention results and discusses the process of obtaining sustainable sales performance improvement.

Other BARRETT TESTIMONIALS

"Without doubt, the mentoring and training package provided by BARRETT is the best that I have seen in over twenty years of sales and management experience. BARRETT's approach combines the benefits of a comprehensive mentoring program for senior management with high-level sales training, tailored to our individual requirements. This translated into a holistic approach to all levels of our Sales recruitment, training and retention program. In addition, the BARRETT team supported management throughout the entire business, regardless of discipline, as we underwent a dramatic and exciting restructure. Their input was vital to the development of cultural change inside the business, which has translated into increased sales and profitability for the company."

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"We launched "The best you could be" with our sales team and needed a program to take us there... something which helped people focus on themselves so they could see what was possible. BARRETT's individual diagnostic approach 'was like a light bulb going on' and we could immediately apply what we learned. The scientific, structured approach equipped us to push through those performance barriers together and pinpoint what wasn't working. It wasn't 'pie in the sky' or unachievable. It is manageable, practical and constructive whilst still allowing us to comfortably integrate our own experiences and philosophies. Barrett was there to guide us to do our best - giving us the foundations, the knowledge, the behaviours and the structures to help us help ourselves."

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"Just wanted to say thank you to yourself and the team for a great training experience. I have just been reviewing Thursday and Friday's sessions with our people and the feedback has been terrific. Last weeks, sales fitness sessions combined with our training this morning, I believe will give us a substantial competitive edge in the market place. I have attended many training courses on various subjects over the years. I can honestly and openly say that your style of delivery, content and ability to relate your knowledge and experiences to our situation was fantastic. Once again thank you and good luck to Barrett moving forward."

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"Apart from the noted uplift in sales, as represented in the attached documentation, I have noted a change in behaviour for many sales consultants. Several consultants have commented on the BARRETT program being a 'light bulb' moment for them, as that they were suddenly made aware of behaviours and felt empowered to take charge of the situation. Testimonial from Sabrina: 'I felt more empowered after BARRETT, when customers call in now I feel that I call the shots, and am not waiting for them to ask me what they want. I am more pro-active rather than re-active. The BARRETT program taught me life skills I have applied inside and outside of work'. The first follow up session, saw a reserved reaction from some staff, however as the sessions progressed, the hype created by the remaining staff seemed contagious and all staff participated (although some more enthusiastically than others). The follow up sessions encouraged a collaborative learning environment in the team. Sales consultants would bounce ideas and experiences off each other regarding the sales process, from building rapport to closing the sale. This personalised the training for the consultants and reinforced the relevance to their daily role. For others, the sales focus present in the team post-BARRETT training has encouraged them to re-align their career in a more suited role."

Within 6 months the following results where achieved:

Accounts Opened: 58% uplift;
Accounts Activated, 43% uplift;
Sales per FTE: 39% uplift;
Conversion Rate, 33% uplift;
New TD FUM ($m): 39% uplift;
% of Total BP accounts opened via BP Direct:
106% uplift.

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"At the time I did the BARRETT program I was a VIS scholarship holder. No one knew about paralympic athletes and there was certainly no sponsorship for them. The BARRETT process educated and empowered me to take action to get out there and educate the market and secure sponsorships. I was able to tap into the potential I already had and this helped me have the confidence to get out there and give it a go. When I started the BARRETT program I was a Postie. Using what I learnt I was able to move through Customer Service and Business Account Management roles to my current role of National Marketing Coordinator for the Philatelic division of Australia Post".

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"What drew us to BARRETT was their approach - they don't treat people as a commodity. Initially they helped us define the right sales profile for our growth plans. They took us beyond face value and intuition re recruiting salespeople and their approach was far superior to our traditional path - via the recruitment market. "BARRETT taught me that to change as an individual, I have to change from the inside out. They gave me the strategies and tools that I could immediately apply to make changes in my life. As a result I went from not performing at all to being one of the top two sales performers in my team for more than two years. I then advanced my career to my current role."