Helping people and businesses sell better

Overview Sales Coaching

  • Become a Sales Coach
  • Sales Coaching Resources
  • Individual Sales Coaching
International studies report that if Sales Managers are better educated in sales management and coaching, their sales teams achieve higher performance and results.There is no more positive correlation found between frequency of sales management development and sales performance. Barrett is dedicated to developing effective sales managers and coaches. Our Sales Coaching Programme gives you everything you need to be an effective sales coach including...
  • Knowledge and skills to apply the 5 Sales Coaching Skills and Sales Essentials Field Coaching Guide
  • How to perform infield coaching, formal /strategic coaching, deal & sales process coaching
  • Reinforcing the sales protocols and skills for observed and unobserved coaching
Sales Coaching works best when it applied to tangible behaviours, skills, actions and outcomes. No longer do you have to guess about what to look for, what to ask and what to do to develop your sales people. That is why Barrett has developed the Sales Essentials Field Coaching Guide which gives real content to coach to focusing on...
  • Selling processes such as sales planning, prospecting, solutions selling, the sales call, etc.
  • Sales Behaviours including communication styles, and Sales Call Reluctance ® behaviours
  • Checklists such as 'Clues that improvement is needed', 'Questions to ask to uncover issues' and 'Suggestions for Improvement' are all documented for Sales Managers taking the guess work out of sales coaching
  • GROW Model, Powerful Coaching Questions, Active Listening Techniques, etc.
Barrett Sales Coaches can work one-on-one with salespeople to help them achieve sales mastery and, managers and leaders to be effective sales coaches and sales leaders. We only specialise in sales making our work focused and outcomes oriented. Sessions can be a mix of ...
  • Infield coaching (observations and feedback)
  • Formal /strategic coaching (bigger picture)
  • Deal & sales process coaching (skills and knowledge)
  • Sales management/leadership and sales strategy coaching
  • And anything else that is required

sales coaching"Begin with the end in mind" - Dr Stephen Covey author 7 Habits of Highly Effective People

The rigors of 21st Century Sales, management and administration pressures, everyday meetings and the emphasis placed on delivering results means that many of today's sales leaders no longer have time to invest in the training and coaching of their sales teams.

Sales coaching in addition to mainstream coaching requires further insight and experience in to 21st Century Sales Mastery. Sales has changed dramatically over the last few decades and unless your coach or you are aware of these changes and new sales trends you may not be getting the best out of your coaching program.  You dont know what you dont know! Your coach should be aware of the impact sale call reluctance has on performance and the impact sales planning, sales prospecting, sales communication and mindset have during the sales cycle.

Sales coaching (successfully) isn’t proclaiming; ‘This is how things should be done!” On the contrary - effective sales coaching guides you to ask the right questions: ‘What do I need to learn? How can I apply these learning’s and do this better?” By exploring and answering questions like these you develop your capacity to set goals, solve problems, create opportunities and fulfill your potential. Sales & Sales Team coaching can effectively encompass the following areas by helping:

  • Set achievable & stretch sales targets individually or as a team
  • Differentiate your team from the competition
  • Develop a clear sales plan & process
  • Understand the need to incorporate new age & social media applications in the sales plan
  • Develop powerful sales prospecting opportunities by breaking through call reluctance issues
  • Build powerful rapport by understanding the client and its influencers
  • Create winning sales communication skills
  • Meet face to face with decision makers
  • Present client benefits & ROI succinctly as a winning opportunity
  • Shorten the sales cycle
  • Enhance a positive and encouraging sales team environment
  • Understand the synergy between the marketing & sales departments
  • Develop capabilities of new sales executives
  • Close sales, deliver & exceed targets within a quicker time frame
Barrett has unparalleled understanding of the most critical dynamics of organisations driven by sales. They are one of a few leading companies globally who specialise in sales coaching. Their coaching team has implemented and delivered coaching (sales coaching), successfully within 60+ organisations across varying industries throughout Australia and the Asia Pacific.

The Barrett Sales Coaching Process:

sales-coaching-process-model




Why sales coaching matters
Lesson: Sales training without coaching is a cost liability rather than an investment.

Enhanced executive learning - One study described the increased results of combining coaching with training. They learned that training alone increased productivity by 22 percent, but when training was paired with coaching, the productivity increased by 88 percent. Seattle Biz Journal 3 May 2002.

Sales Coaching Focus Areas:

Level

Focus
New to Sales Account Manager Sales Executive Business Development Sales Manager/Director
Mindset

Planning
Prospecting

Communication
Sales Trends
Coaching




Barrett offers:
Recent results from ICF Consumer Global Awareness Study reported that more than 42.6% of the respondents who had experienced coaching chose "Optimise individual and/or team performance" as their motivation for being coached. This reason ranked highest followed by "Expand professional career opportunities" at 38.8% followed by "Improve business management strategies" at 36.1%. Other more personalised motivations like "Increase self-esteem/self-confidence" and "Manage work/life balance" rated fourth and fifth to round out the top five motivations.
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