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

What is Sales Intelligence?

Intelligence can be defined as 'the capacity to acquire and apply knowledge'. Intelligence comes in many forms: we can have a greater intelligence in psychology, golf, commercial banking, surgery, customer service, management, systems and processes, IT, HR, and the list goes on. Intelligence it is NOT just an 'academic intelligence' that requires the capacity to acquire and apply knowledge.

Where we have a demonstrated a strong capacity to acquire and apply knowledge is where our 'intelligence' is.

Sales Intelligence covers three Optimal Performance Dimensions in the sales space:

  • Knowledge (Organisational, Market, Customer, Business)
  • Skills (Management of Self, General Communication, Sales Methodologies & Behaviours, People Management, Business Management)
  • Mindset (Insight, Awareness of Self, Collaboration & Decision Making)

Why Measure Sales Intelligence?

  1. Organisations everywhere want high functioning, smart sales forces, however many do not know what constitutes effective and consistent sales performance. Relying on Intuition and Results (output measures) for guidance many miss the vital Input & Behavioural Measures that make for intelligent sales forces.
  2. Measuring your sales team's Sales Intelligence (SIQ) identifies the synchronicity and gaps between a sales workforce's existing sales intelligence across the three Optimal Performance Dimensions and the actual requirements of sales intelligence to be successful as a sales-oriented workforce.
  3. The Barrett Sales Intelligence Process is designed to map and measure your organisation's current and desired levels of sales intelligence across all levels of your sales business.

sales-intelligence-questionnaire

Perception is reality... Understand the synchronicity and gaps between a sales workforce's existing sales intelligence and the required level of sales intelligence to be successful as a sales-oriented workforce.

Who is SIQ for?

  • Business leaders who want to understand the current level of Sales Intelligence (SIQ) of their sales people and managers.
  • Sales managers and sales people to give them insight into their current level of Sales Intelligence and what that means for them, their performance and the business.
  • Customers to give their perspective on what they want from a supplier's sales team.

Why is SIQ used?

  • To identify capabilities/competencies currently required for high performance across the four main tiers of a Sales Force – National & State Level Sales Leadership, Field & Internal Sales / Service Team level.
  • To understand the synchronicity and gaps across 3 optimal performance dimensions: Knowledge, Skills & Mindset that affect optimum sales performance
  • To develop a Sales IQ Profile overview for all sales-oriented roles and clearly articulate expectations and recommendations for sales improvement and/or cultural transformation.
  • To consciously engage sales people and managers and show them how they perceive their sales roles and where they are focusing their sales efforts, rightly or wrongly.
  • To give leaders clarity and direction about where to focus training, development, coaching and recruitment activities to improve overall sales performance.

What does SIQ do?

  • Assesses an organisations current level of sales intelligence across 3 optimal performance dimensions: Knowledge, Skills & Mindset and identifies the synchronicity and gaps across these 3 optimal performance dimensions.
  • Measure sales intelligence of incumbent individuals for all sales roles including: Sales Managers, Field Sales, Account Managers, Internal Sales & Customer Service.

Where, When & How is SIQ used?

  • Initially at the beginning of any sales transformation process to calibrate current Sales Intelligence and /or post the major change process: giving a Sales IQ before & after shot .
  • People are invited to complete the Online Sales Intelligence Questionnaire (OSIQ) which will ask them to identify behavioural competencies needed for high performance across the 3 Optimal Performance Dimensions.

 

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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)