Testimonials
A Semi-Government organisation
Our team worked closely with Barrett's at a time when the market place in which we operate had become increasingly competitive, and as a result our sales team could no longer rely on our strong brand and passive referrals for new business. Leading up to the program our entire sales team completed an assessment to gauge sales ...
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"The important thing is this: To be able at any moment to sacrifice what we are for what we could become"
Charles DuBois
Charles DuBois
"The stand-out feature of the way Barrett goes about its business is that everyone in the organisation lives and breathes their core values. The extent of alignment in this regard is exceptional, and they act as a team, not as a collective of individual consultants."
Manager, Members Equity
Manager, Members Equity
Sales Competency Dictionary |
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The Barrett Sales Competency Dictionary has been purpose built for sales and sales management roles across industries and is designed to compliment most competency models used by organisations today. The competencies can be easily mapped back to generic corporate wide competency models. It has been designed to take into account the very specific competencies (skills, behaviours, attitudes, emotional intelligence and values) needed in the complex and diverse world of selling today. It is ideally positioned to be used for job design, recruitment, performance management and coaching (sales coaching).
For many years organisations have been using generic competency definitions. However, our research revealed that these generic competency definitions were often too generalised and not relevant to specialised roles such as sales. Our research, involving over 400 interviews cross referenced with international studies, found that superior performing salespeople demonstrate significant competence in the key areas of self-awareness, self-regulation, motivation, empathy and social skills. The Barrett Sales Competency Dictionary is mapped across five levels with 7 major categories, 42 sub-categories, providing very specific behavioural indicators at each level. Level 1 contains the foundation level competency often observed in sales support or junior sales roles, whereas Level 5 applies to senior sales management roles. The multi-level nature of the dictionary provides the information needed to support career progression and succession planning. It is exclusively positioned to profile the qualities needed for successful sales performance and sales management across many sales environments. |
