When you roll out effective, ethical, human-centred sales training programs to your sales and client facing teams spread out over time really good things happen to your people and your clients, and of course your sales results.
At Barrett, we have any number of Selling Better transformation programs on the go across a range of industries and business types including big corporates with 1,000s of people through to teams of 5-10 made up of seasoned sales veterans and leaders to people brand new to sales. And what we get on a weekly basis are Selling Better stories from the field about how people are applying what they have learnt with great success.
Selling Better stories such as:
“Using Barrett’s WWW we’ve taken this client from a $3M per annum account with us who was doing most of their business with our competitor to them now spending with us $10M per annum. All of this from one meeting using the WWW questioning process. We thought we weren’t even in with a chance but here we are. This is just the start for all of us.” Senior Sales Leader from Selling Better project roll out for large Australian corporation in the trade supply area.
“The change has been outstanding. Two years ago, I couldn’t have imagined that Sales would be in such great shape already. I thought it would’ve taken years but here we are now with a fantastic sales team, sales infrastructure and processes, strategy and culture that is growing and making a huge difference to our business and our clients. As an accountant, I knew very little about sales, but Barrett’s Sales Strategy & Operations Framework and the Barrett team have steered us in the right direction.” Large Australian wholesaler in healthcare went from several years of double digit negative growth to double digit positive growth in less than 2 years.
“I met with a long-term existing client who you would pigeonhole as “fairly hard to deal with” and would assume had everything with us. Without boring you with the details, they needed 9 additional products with the potential of a referral from them. At the end of the meeting, the customer acknowledged that this meeting was the best interaction they have had with a Bank. Look out, I feel like I’m walking on water. I couldn’t believe how much information I got out of this client using WWW.” Agricultural Business Banker. Part of a 320-person sales team. This agribanking business undertook the Selling Better project and grew plus 8% in a marketplace that was in negative growth territory.
“I FOUND THE FS!!! I had a business case presentation this afternoon to take a pilot client to full roll out and I opened with WWW. The Director and Head of Retail paused, looked at each other and then spoke openly for the next 10 minutes while I took notes. At the risk of turning it into TLDR, the result is a $84K deal being drawn up and a full roll out before Christmas. Thanks for your session, wisdom and concepts – came at a perfect time for me and definitely is already being put to good use and helping me shut up and listen.” BDM working for medium sized Retail Data Analytics firm.
“I used the prospecting ‘phone conversation structure’ and I have a meeting with a client I thought was not going to re-engage with us. The client was very positive and stated she wants to work with us moving forward. Wow. This good feeling may become addictive.’” Professional services firm consulting one day after the first session of an initial 2-day workshop with 4 follow up sessions.
There’s plenty more where these came from.
When sales training avoids the traps of being personality driven and a Rah Rah one day event, then we can really get down to the business of setting people up for ongoing sales success.
Sales training that is designed to be constructive, respectful, practical, real world and mapped out longitudinal – little snacks of real learning over an extended period of time – all underpinned by a clear go-to-market strategy and articulate sales process overlayed with functional templates, tools, and devices that people can easily master then not only do we see an immediate uplift in sales results and margins, we also see the transformation in people’s pride, self-awareness and self-respect which, in turn, translates into other awareness and respect for others.
On their journey towards sales mastery there’s a sense of pride and accomplishment when they see how forging healthy prosperous client relationships based on skillful collaboration and a fair exchange of value pays back big time in terms of client loyalty, respect, mutual benefit and job satisfaction. It becomes a win:win partnership for all and that is very addictive.
Taking it to the next level is when you train sales leaders to become Selling Better coaches and trainers. Helping them create perpetual learning cultures where people want to be coached and love learning from each other.
Using a combination of Barrett’s flagship Sales Essentials Online sales system and learning curriculum and our Coach-the-coach Train-the-trainer support program, we can see the transformation from the top down in how sales teams are led, coached and trained. Creating Selling Better dynamic, adaptive one-on-one and team learning cultures where everyone continues to iterate and evolve is about being able to execute with discipline and agility. It’s about being able to run to where the ball is going to be. It’s about building and developing talent today for where you need to be in the future.
Remember, everybody lives by selling something.
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