Lauren Smith, Account & Campaign Manager, www.smartcompany.com.au
I just wanted to reiterate James's sentiments and thank you again for your time. Was a fantastic webinar - really positive feedback from the audience. (As a Robert Louis Stevenson fan, I love the quote at the start!)
Christian Williams, VIS
To everyone involved with VIS Barrett Business Education Scholarship Program I can not begin to express how grateful I am to have been included in 2011. My life has completely changed since the beginning of the Barrett Scholarship. The way I think about my business and the world in general has shifted and I've been exposed to so many wonderful opportunities thanks to you. This has definitely been one of the best decisions of my sporting career to be a part of the Barrett ACE program.
The lessons and strategies I have learnt from Sue Barrett and VIS ACE team have been life changing. My understanding of the business world has increased dramatically since the beginning of the program and my business is prospering as a direct result. Whether you are a sales person or an athlete I can not recommend Barrett highly enough. It has been a privilege to work with Sue and her team and I'm a better person and businessman because of it.
It was lovely to meet you yesterday and, as you will read, your presentation was something of an epiphany for me.
This is the first time I have written a post that is a mixture between reporting and my opinion. As such, I thought it appropriate to have your approval before posting it to my blog and throughout my groups in LinkedIn, including WNA.
While it is really about what you made me think about selling, I do quote you and it is important that I have not misinterpreted what you had to say.
You can read the post in our Media Center called Why you must blog post - The Principle of Fair Exchange and Value.
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 prospecting fitness, with the team provided with individualised reports during the program to illustrate suggested strengths and potential weaknesses highlighting areas for development. This included a discussion on mindset around the sales process.
Our three day course was introduced to our Regional General Managers on the first day with some specialised coaching training so that we could follow up one-on-one with the sales team once the program was completed. To enable this we were armed with practical tools provided by Barrett's to assist this coaching process, to ensure we could respond to the needs of each member of our sales team.
The program itself illustrated the changes that had taken place in the sales process over time, and provided information and action plans as to developing an increasingly successful sales environment within our organisation. We looked at the overall prospecting process including goal setting, lead generation and review.
Prior to our work with Barrett's the sales team had accepted a huge challenge to talk to 1000 new prospects over a short timeframe, and initially we heard any number of barriers and excuses as to why this would not be possible, however with the practical lessons gained from Sue, our 25-strong sales team put into practice the learnings from the course, and with the confidence gained we successfully hit the target, with time to spare. Working with a limited timeframe the sales team were able to focus their energy on the prospecting process, and successfully generated a pipeline of enquiries to follow up over the following period.
This great result has provided a great deal of motivation for the sales team, and we are confidently looking forward to a productive prospecting future. Thanks Sue and the team at Barrett's for your support.
I had been working in sales for a couple of years and had made the step in my career where a consultative process was needed to suceed with selling a higher priced service and product. I found myself in an all male dominated environment where sales people were quite independent from management. I sought out sales coaching to gain insight from a woman who had a proven track record in today's sales environmen t, who used processes and tools to get results not only for the salesperson but also for the client/prospect.. I worked with Sue over a series of months and found both her and her coaching methods to be so effective. I can honestly say that her guidance helped me to achieve 130% of my budget in my first year and make the annual incentive trip overseas.
Update: In September 2011 I joined Barrett as a Senior Consultant.
Mark Hand, Former General Manager(now Managing Director ANZ Retail & Distribution) and Brad Greenwood, Head of Business Development - Regional Commercial Banking
We worked closely with Barrett at the beginning of 2009 to develop a tailored Sales Program for ~300 Relationship Managers nationally. This program focused on understanding and developing core components for sales fitness through a very practical 3 day course - which included key concepts such as message intent, backwards planning, valid business reasons, effective questioning and offering solutions. This was supported back in the field by our Regional Managers who delivered 10 follow up sessions and infield coaching after extensive training and coaching by Barrett. At the time the sales training program rolled out, our business unit was going through a major restructure, and Sue's deep practical sales experience together with her great empathy and sensitivity ensured our relationship managers came away with: greater role clarity, heightened self awareness regarding the importance of goals, accountability, leadership, health and attitude for sales success; and practical sales tools to effectively plan, manage and deliver their sales targets.
Val Dani, Group General Manager Dome Garden Supplies
"We began working with Barrett midyear 2009. Our Sales Team was in need of a makeover as our business had grown from Small Business to SME in a very short time. We desperately needed skilled, organized and proactive sales reps to sustain the growth and maintain our position in the market place. For a period of 6 months, Sue Barett became our surrogate Sales Manager and held regular weekly sales meetings which involved coaching, mentoring and up-skilling the sales team to plan ahead and give them the confidence to get out on road where previously they were more "in-house order takers" rather than field reps. The experience was both challenging and rewarding for the sales team and the process revealed the businesses' strengths and weaknesses which lead to the restructure of the entire business. Barrett's approach is honest and encouraging and it's about seeking out real solutions. There are no false promises or gimmicks on how to be the best but its rather a journey of self discovery supported with "common sense" sales strategies and plans that work and can be adapted by any sales rep and business. One of the first things that Barrett warned us about was that not all sales reps will last the journey. The process exposed some sales reps that didn't have what it takes and in time they exited the business which made way for more talented sales people. Choosing Barrett was the one of the smartest business decisions we've made. We still work closely with Barrett utilizing their services and tools such as the Psychometric Sales and Leadership testing which I highly recommend to recruit and retain the right people. Sue is a rare and amazing coach, facilitator, mentor and business woman who inspires and challenges everyone she meets to be better sales reps, managers and people."
Jennifer Gome, Director Licensing APRA AMCOS
"The Sales Culture transformation and competency project we worked on with you in 2008 has been such a great success for our team. The culture is now fantastic and the morale of the Sales Team is very good. We aimed for the culture we wanted and got it. People have settled into their roles and are working out fantastically. It was the planning and thinking behind it that made it work. The Competency work has, without a doubt, made a difference. The Sales Competencies are 'Gold'. We refer to them all the time and the Sales People are using them as well to develop themselves and have clearer, more accountable, performance reviews. The competencies helped our team realise how responsible they need to be in their roles."
Amanda Gome, CEO Private Media smartcompany.com.au and crikey.com.au
"I first approached Sue Barrett to write for SmartCompany when it launched three years ago. I approached her for several reasons. Firstly she had a unique approach to selling. She looked beyond the quick sell to explain to people how to build sustainable and profitable relationships.
Secondly she was a great presenter. Many sales people on the circuit turn people off with a very pushy, gimmicky approach and Sue presents as highly intelligent, caring, ethical and extremely positive.Thirdly I knew she got results because I knew clients who had used her including my own sister! I would always say when starting a writer that we don't know how many columns they have in them: whether one, six or they can last the distance. From our experience a new writer can write one column and find it was very hard work so they don't continue. Then others have nothing else to say after the sixth column and start to repeat themselves. But Sue, week after week, serves up terrific, intelligent copy that is thoughtful, insightful and extremely helpful for our readers. She is also very professional and adheres to deadlines.She is been part of the reason SmartCompany is so successful."
Matt Berriman, GM and Group Director CC Media
"I met Sue Barrett many years ago when I was an athlete at the VIS participating in one of her management consultancy sessions, since then Sue has been a fantastic supporter, mentor and business consultant to me personally and now CC Media in recent times. Sue's at the very forefront of management and sales consultancy and has had a extremely positive direct impact on our sales team in a year where we have grown revenue by over 100% JOY. I couldn't recommend Sue and Barrett Consultancy highly enough. I look forward to many more years of working together!"
Regional Management Team Metricon
"It wasn't 'pie in the sky' or unachievable. Barrett was there to guide us to do our best- giving us the foundations, the knowledge, the behaviours and the structures to help us help ourselves. Barrett's individual, diagnostic approach 'was like a light bulb going on'. It helped people focus on themselves so they could see what was possible. The scientific, structured approach equipped us to push through those performance barriers together and pinpoint what wasn't working."
Southern Cross Broadcasting
"Barrett helped us zone in on some critical blind spots which ultimately assisted us greatly. Their approach is people oriented while at the same time being structured, detailed and scientific."
Gillian Hund, CEO & Publisher, Copeland Publishing of Melbourne's Child
"The sales training provided by Sue Barrett was very timely, practical and full of ideas and processes that stimulated my sales staff to consider the why, what and hows of selling. In a highly competitive business environment trainers that have a logical, no nonsense approach get the attention and respect of the participants. Her Sales Toolkit has provided them the resource they can then follow and use on a daily basis!"
Craig Keary, Head of Equity Derivitives Sales Westpac
"Sue and the team at Barrett worked in partnership with me to develop an end to end model for a new innovative sales team. Their approach was unique in that they worked in partnership with us across recruitment, training, needs analysis,pitch planning and the end delivery. The team at Barrett are a great team to work with and add huge value to any sales process"
Mary Martin, former General Manager drive.com.au
"The training has proven to be invaluable, in both the motivational level, and skills enhancement. The team are delivering great results currently, and are proving to be able to handle more complex situations. I have meetings booked on Friday, so unfortunately am unable to catch up.
thanks again for all your help Sue the training has been relevant , applicable and has obviously transferred into real skills
Mick McGary, Operations Manager Toyota Material Handling (VIC) Pty Ltd
"Just wanted to say thank you to yourself and the team for a great training experience. I have just been reviewing Thursday and Friday's sessions with our people and the feedback has been terrific. Last weeks, sales fitness sessions combined with our training this morning, I believe will give us a substantial competitive edge in the market place. I have attended many training courses on various subjects over the years. I can honestly and openly say that your style of delivery, content and ability to relate your knowledge and experiences to our situation was fantastic. Once again thank you and good luck to Barrett moving forward."
Trudy Forster, Sales and Marketing Manager Aquarium Industries Pty Ltd
"Without doubt, the training and mentoring package provided by Barrett Consulting is the best that I have seen in over twenty of sales and management experience. The Barrett's approach combines the benefits of high-level sales training, tailored to our individual requirements, with a comprehensive mentoring program for senior management. This translated into a holistic approach to all levels of our Sales recruitment, training and retention program. In addition, the Barrett's team supported management throughout the entire business, regardless of discipline, as we underwent a dramatic and exciting restructure. Their input was vital to the development of cultural change inside the business, which has translated into increased sales and profitability for the company. Thank you Barrett Consulting!"
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 basic skills required
- providing the tools necessary for managers to coach their staff through this time of cultural change
- Barrett's "sales" experience also gave external credibility to the strategy of introducing a sales culture
All in all it has been a very successful program rolled out across the business over a 6 month period."
Wayne Besant, former Head Small to Medium Business (NZ)
"Barrett has provided sales training and coaching around the "Earning What You Are Worth" program to some 85 frontline Managers with Small to Medium Business (SMB) in New Zealand. The program has assisted our business develop a sales call program which has effectively lifted our business performnce around new customer growth. Sue's style and personal commitment to our business has made a very positive impact on our business and greatly enhanced the skills of our Relationship management team. The program has effectively been around change management. A direct focus on call reluctance, call programs, prospecting, seeking referrals are all necessary components for any business that has a sales culture. Sue has directly influenced this development within SMB. I would recommend Earning What You Are Worth to any business wanting to develop a sustainable sales culture within their salesforce"
Paul Claessen, Member of Entrepreneurs Organisation Perth Chapter
"Great to have you both over for the chapter retreat and thanks very much for the quality of your presentation. I am sure Chris would have told you that last years chapter retreat keynote presenter was hauled off after 15 minutes of a 1 hour presentation - you got through a day and a half with a fully engaged crowd, you can draw the obvious inferences from that. Recommendation is the sincerest form of thanks and with your permission I would like to recommend you to the other chapters in the regions for any similar gigs they may be running. All the very best with your respective and combined endeavors, and thanks again."