Helping people and businesses sell better

Overview Sales Talent

  • Select the right sales people
  • To do the right things
  • The right way
Hiring and keeping sales people who can sell is one of the toughest jobs for sales managers. Barrett can help you to derisk sales recruitment and make more informed decisions about who to hire and how to keep them. Using Barrett propitiatory sales selection methodologies along with high grade Psychometric Assessments you can...
  • Use sales assessments for sales selection and development purposes
  • Access SPQ*Gold and Barrett's Sales Skills Gap Analysis data to make more informed decisions
  • Use robust Sales Recruitment Kits and purpose built Behavioural Interview Questions for a range of sales and sales management roles
  • Access the Barrett Team for assistance in test interpretation, sales interviews, recruitment strategies, etc.
Using Barrett propitiatory tools and methodologies, such as Barrett's unique Sales Competency Dictionary, Sales Job Design and Sales Intelligence Processes, you can map and profile what GOOD sales performance needs to look like in your business. These details can help you recruit, train, coach, manage, lead and develop your sales people like never before. You can...
  • Defines current 'Top Sales Performance' criteria
  • Establish Expected Sales Outcomes (KRAs)
  • Determine the Level of Sales Performance and Competence
  • Map the Sales DNA (Sales Competencies) of the required Knowledge, Skills and Mindset behaviours for a range of sales and sales management roles
  • Identify the goals and priorities, and improve role clarity for particularly complex sales roles
  • Measure Sales Performers against the Sales Benchmarks and assess their capabilities and mindset using the Sales Skill Gap Analysis & SPQ*Gold
  • Map Tacit Sales Knowledge and Processes
Take the guess work out of developing and coaching your sales teams. Barrett's coaching tools can assist with developing and retaining top performing sales people, and help to develop and improve the performance of the overall sales force more generally. Using Barrett's Sales Coaching tools and guides, you can...
  • Gain access to the Barrett coaching staff
  • Access Sales Coaching tools and Field Guides to help identify and address areas of concern in sales staff
  • Coach and retain your your top sales performers
  • Use Sales Behaviour and Competency Checklists to identify instances of Skilled, Unskilled and Overworked behaviours in sales staff and sales managers
  • Access a range of coaching questions, strategies and help guides to help address unhelpful behaviours
  • Access assessments to help identify areas for development and growth in the existing sales force

  • Are you only measuring sales results?
  • Are you focused on the process rather than the person?
  • Do you need support with your performance management system?
  • Are your team aware of how they are being evaluated?

The Barrett Performance Management Kit is an end-to-end sales behaviour management system designed to maximise the performance of sales people. It provides a framework and process to create a robust yet straightforward performance management system that can be implemented by a Sales Manager.

Effective performance management systems begin with data collection and measurement (assuming goals and sales strategy have been set), yet many organisations measure only one variable, sale results. Whereas, the Barrett Performance Management System measures sales results and also two additional critical variables, input measures and behavioural measures. The framework means this is done in a consistent and structured way.

effective performance management system diagram

Why the Barrett Performance Management Kit?

  • Template driven allowing the focus to be on the person rather than just the process
  • Developed from Australian and International research
  • Uses Barrett Sales Competency Dictionary to give behavioural and qualitative measurements
  • Off-the-shelf or ask us how it can also be customised to your business using job design
  • Easy to implement and manage
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