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Testimonials
Mark Hand, Former General Manager(now Managing Director ANZ Retail & Distribution) and Brad Greenwood, Head of Business Development - Regional Commercial Banking
We worked closely with Barrett at the beginning of 2009 to develop a tailored Sales Program for ~300 Relationship Managers nationally. This program focused on understanding and developing core components for sales fitness through a very practical 3 day course - which included key concepts such as message intent, ...read more
"EI emerges as a much stronger predictor of who will be most successful, because it is how we handle ourselves in our relationships that determines how well we do once we are in a given job."
Daniel Goleman
Daniel Goleman
"You taught me that if I am to change as an individual that I must change from the inside out. You helped me realise that I do count for something, that nothing is out of reach and that I have the potential to realise the many opportunities available to me."
Manager, RACV
Manager, RACV
Science into sales |
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"Through the process they helped us to zone in on some critical blind spots which ultimately assisted us greatly. Their approach is personalised, empathetic and people oriented while at the same time being structured, detailed and scientific. A great balance making Barrett's service offering superior in the market." - National Sales Manager, major Australian Publishing Company
Understanding of their needs The online media business was experiencing rapid growth. They wanted to find the best way to manage this growth and also maintain the quality of the expanding sales team. They needed systems and structure in place to ensure recruitment, sales training and succession planning of the sales teams kept up with the growth rates. Our recommendation The project provided support from mapping the salesforce through to people and management training.The job design involved sales competency profiling of the Business Development Manager (BDM) role. This was used as the basis to develop a Performance Management Kit and a Recruitment Kit. We also conducted a Training Needs Analysis on the team to identify current sales competency strengths and weaknesses and training gaps. This information was used to guide the Sales Training Program that involved people training in planning, prospecting and communication selling skills. The training was further supported by group sales coaching sessions and leaders training in coaching in-the-field. Outcomes Some of the key outcomes of the project were:
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