Testimonials
Neil Shilbury, former Head Small to Medium Business ANZ (Australia)
Using the Earning What You Are Worth program Barrett Consulting Group has assisted in providing the Small to Medium Business Northern Region management team with the framework to instigate a cultural change into our business. This has been via:- the running of successful staff training seminars on what it means to be a successful sales person & what are the
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"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
"Barrett makes you challenge the conventional thinking in your organisation or workgroup in a way that is very focussed on improving performance, and introduces ideas and concepts that are often outside of traditional training."
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. |
