Helping people and businesses sell better
  • Sell better, at better margins - quality sales training for sales teams

    Salespeople need to keep on learning and applying what they learn consistently on a daily basis to stay competitive. Getting access to quality sales training in the classroom, in the field, and online is how to keep sales fit. Talk to us about our Sales Essentials, Solutions Selling, Key Account Management, and Online Sales Training options now. Read More
  • Easily Assess Salespeople's True Capabilities

    Assess and benchmark the strengths and gaps in your salespeople and recruitment candidates so that you can make more informed decisions about who to employ, train, coach, and retain. Read More
  • Stay informed about the latest in Sales

    You can stay well informed and ahead of the curve when it comes to the latest in sales thinking, trends, and news. Subscribe to our weekly Sales Blog, or get our research whitepapers, e-books, articles in the media, or our Annual 12 Sales Trends Reports. Read More
  • Online Sales Training -

    Would you like to enhance your sales capabilities at your own pace? Do you want to learn more about the sales profession and how to apply robust selling processes? Is keeping up to date with the latest selling philosophy, techniques and tool important to you? Would you benefit from getting an edge on your competition?
    Then, this is the program for you. Find out how Sales Essentials Online Training has the right solution for you.
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  • Design a Sales Strategy that delivers results

    Develop and deploy a focused Go-to-market Sales Strategy that directs your sales team to defined sales segments so as to gain a competitive advantage. A sales strategy gives your sales operation direction to sustain momentum and deliver real results in the field. Don't wait. Get started now. Read More
  • Sales Management Training

    Designed exclusively for sales managers, Barrett's Sales Management Essentials program gives managers the sales system, tools, and framework to lead a sales team. Topics include sales strategy, sales coaching, selection and performance management, financials, sales metrics, account mapping, etc. Read More
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Jens Hartmann

"In the modern world the approach to selling has changed and our sales training has to change with it. Clients aren’t looking for salespeople who do business, they are  looking for business people who sell. Utilising the “BARRETT”© methodology, we provide programs and workshops that assist you in developing an empowered, high performance business sales team that consistently reach and exceed the goals and targets they have been set.

The fact is if you improve yourself then you improve your life and if you improve your people then you improve your business – that’s why we train. Whether you are talking life, sport or business the power to succeed is in your hands."
Jens Hartmann



"Skilful and purposeful coaching has the greatest impact on individual performance, self-confidence and mastery. When opportunity meets talent great things can happen. If you have a supportive relationship with an experienced coach then you will gain greater insight into yourself and your business. That insight will inspire you to maximize your performance both personally and professionally.
I aim to remove any interference that limits the expression of my clients' full potential. At Barrett, we push boundaries to achieve the highest levels of satisfaction and insight within all relationships. We are motivated by seeing our clients successfully achieve their goals and we are passionate about supporting them to make that happen."
Sue Barrett

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rebecca accadia portrait

"The definition of Sales Talent is determined by an organisation's sales strategy.
So what type of sales talent does your business need to function at its best?
How do you identify the right sales talent?
How do you induct, train, coach and develop the right sales talent?
These are among the many questions that we help leaders and sales leaders answer.  We believe that Sales Excellence is in the details. We love discovering those details and helping you define and measure what GOOD sales talent needs to look like for your business"

Rebecca Varley


What does Selling Better look like for you and your business?

  • More knowledgeable, skilful and informed Sales Leaders who work in partnership with the C-Suite and lead their sales teams with clarity and purpose.
  • Sales strategies that clearly guide the sales operations and sales teams to deliver the better results for their businesses.
  • More mindful, self-aware salespeople engaging in more fruitful client interactions with better business outcomes for both buyer and seller.
  • More engaged and competent salespeople leading to better retention rates and lower staff turnover.
  • Sustainable change in 'How we sell around here' leading to continuous improvement and better sales results.

Let us help you take the complexity out of Selling Better.
Our services are available in person and online so you can speak to us about:

  • Developing effective Sales Strategies and Go-to-market Action Plans
  • Market Segmentation Analysis and Plan
  • Sales Operations Audit and Action Plan
  • Sales Benchmarking and Sales Assessment for recruitment and development purposes
  • Customised Sales Training for the Classroom and Field (field sales, telephone sales, customer service, sales planning, prospecting, solutions selling, value based selling, strategic account and key account management, etc.)
  • Online Sales Training (sales skills, sales planning, prospecting, solutions selling, value based selling, etc.)
  • Sales Management Training (sales coaching, account mapping, sales financials, sales recruitment, performance management, sales strategy, sales leadership, etc.)
  • Sales Coaching (group and one-on-one)
  • Sales Consulting and Advisory Services
  • Innovative Key note presentations for conferences and events

Please contact us here.

Some of our best achievements
In operation since January 1995, we have received commendations and achieved milestones in several areas including:

  • First in Australia to get Selling a university qualification (Swinburne University of Technology)
  • Publishing more than 600 blog posts and 21 e-books on sales and producing the 'must read' Annual 12 Sales Trends Report
  • Regarded by many mainstream business publishers/editors as one of the most authoritative thought leaders reporting on the selling profession in Australia today
  • Produced the first Sales Competency Dictionary in the world and featuring the wide variety of sales and sales management roles
  • Developed the online sales education and resource platform
  • Winner of 1997 Telstra & Victorian Government Small Business Award

Helping people and businesses sell better.

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Case Studies: Job Design

"You know for many years we did know not how to articulate or define what our core values. We couldn't get to the essence or heart of what we stood for. This sales force profiling process, besides giving us the structure and framework we needed for our sales teams, gave us our 6 core values and why we are who we are. What a pleasant surprise. Thank you " - CEO, major Media company

Understanding of their needs

A major media organisation with 500 sales people and managers selling across 4 sales channels wanted to profile the ideal sales styles across the business and build an end-to-end Recruitment Framework and Performance Framework.

There had been nothing in the past by way of structure and they wanted to improve the quality of recruits coming into the business and develop a more transparent performance management system. They had 18 different Sales and Sales Management roles across 4 channels and no way to plan for succession, training or recruitment. They wanted to:

profile ideal sales styles across the business
develop a Recruitment Framework: selection matrices including Assessments, Interview Questions, Guides
categorise of sales staff, especially around capability frameworks and remuneration structures
develop a Sales Performance Framework

Our Recommendation

Best practice job design involving sales competency profiling for all sales, sales management, general management and sales support roles. A Sales Recruitment Kit Framework was also customised to include a selection matrix encompassing behavioural interview questions, relevant Assessments, role plays, reference checking questions, and screening templates. The Performance Management Kit Framework was also integrated into the business. We worked with the management to ensure that the Frameworks were effective and internal ownership was adopted.

This project also involved conducting Job Analysis Questionnaires, Focus Groups and one-on-one interviews with key stakeholders.


Within 5 months, complete end-to-end Recruitment and Performance Management Frameworks were delivered and being used in the business.
The initial18 unstructured sales and sales management roles were developed and refined into a structured capability framework spanning 14 roles across 4 channels and 5 levels, complete with individual job descriptions and person specifications.
Capability framework allowed the business to manage and implement succession planning fairly and achieve more effective and consistent recruitment outcomes.
Delivered structured sales recruitment process and kits for all 14 roles including identified markets and industries where they could locate talent.
Able to bring in new talent from other industries to broaden capabilities of the business.
Structured, equitable, transparent Performance Management Framework based on behavioural measures, inputs, and outputs.

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