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

Please ask yourself

  • Do you know why your people are good at what they do?
  • Do your people lack role clarity and accountability?
  • Are you unsure what to develop the team to?
  • What does your ideal person or team look like?

Many organisations use generic capability definitions for profiling, development and succession planning of their people. However, our research has revealed that these generic competency definitions are often too generalised and not relevant to specialised roles such as sales. This drastically diminished their usefulness in performance development, recruitment, coaching, talent management and so on.

We take a holistic and customised approach to job design. As a result the competencies are explicit in stating the behaviours expected for effective performance in the role, and these behaviours can be easily observed in selection, development planning and performance assessment contexts.

We use the Barrett Sales Competency Dictionary, which was developed specifically for sales and service roles and from Australian Research. The Barrett Competency Dictionary maps from junior through to senior management roles, providing very specific behavioural indicators at each level.

Our methodology and approach is highly flexible, consultative and strives to ensure it is based on best practice. The process is designed to gain optimal employee and manager engagement in the development of the framework. This enhances their acceptance of the final result and also ensures that the Competency Framework is relevant and effective in your environment.

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  • Our portfolio of Services in Sales Talent
  • We will help you answer questions such as
  • Sales Force Design & Mapping
  • Sales Intelligence Mapping
  • Benchmarking and defining top sales performers
  • Defining what 'GOOD' sales performance needs to deliver your sales strategy
  • Sales Team Perceptions of their roles and customers
  • Creating and delivering tools and processes that help you recruit effective sales staff and managers
  • Sales Behavioural Interview Questions
  • Sales Recruitment Kits
  • Psychometric Assessments for Sales Selection and Development
  • Barrett Sales Competency Profiles across the entire Sales and Services Job Family for use in selection, induction, development, coaching, performance managment, succession planning, etc.
  • Barrett Sales Topic Coaching Library
  • Sales Culture Transformation and Change
  • Why will this person sell? (Motives, Ambition, Goals)
  • Will this person sell? (Attitudes, Mindset, Not Hesitant, Accountable, Energy, Drive)
  • How does this person sell? (Style, Ethics, Behaviours)
  • Can this person sell? (Skill, Knowledge, Mindset)
  • How well can this person sell? (Job match, Values, Perceptive Reasoning, Self Belief, Mastery Mindset)