Helping people and businesses sell better

Overview Sales Coaching

  • Become a Sales Coach
  • Sales Coaching Resources
  • Individual Sales Coaching
International studies report that if Sales Managers are better educated in sales management and coaching, their sales teams achieve higher performance and results.There is no more positive correlation found between frequency of sales management development and sales performance. Barrett is dedicated to developing effective sales managers and coaches. Our Sales Coaching Programme gives you everything you need to be an effective sales coach including...
  • Knowledge and skills to apply the 5 Sales Coaching Skills and Sales Essentials Field Coaching Guide
  • How to perform infield coaching, formal /strategic coaching, deal & sales process coaching
  • Reinforcing the sales protocols and skills for observed and unobserved coaching
Sales Coaching works best when it applied to tangible behaviours, skills, actions and outcomes. No longer do you have to guess about what to look for, what to ask and what to do to develop your sales people. That is why Barrett has developed the Sales Essentials Field Coaching Guide which gives real content to coach to focusing on...
  • Selling processes such as sales planning, prospecting, solutions selling, the sales call, etc.
  • Sales Behaviours including communication styles, and Sales Call Reluctance ® behaviours
  • Checklists such as 'Clues that improvement is needed', 'Questions to ask to uncover issues' and 'Suggestions for Improvement' are all documented for Sales Managers taking the guess work out of sales coaching
  • GROW Model, Powerful Coaching Questions, Active Listening Techniques, etc.
Barrett Sales Coaches can work one-on-one with salespeople to help them achieve sales mastery and, managers and leaders to be effective sales coaches and sales leaders. We only specialise in sales making our work focused and outcomes oriented. Sessions can be a mix of ...
  • Infield coaching (observations and feedback)
  • Formal /strategic coaching (bigger picture)
  • Deal & sales process coaching (skills and knowledge)
  • Sales management/leadership and sales strategy coaching
  • And anything else that is required

“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.”

Barrett coaches individuals to achieve self-mastery and trains managers and leaders to be effective coaches and leaders. Our purpose at Barrett is to give everyone access to the skills, processes, tools and personal insight so that we are all able to proactively and consistently excel in any situation. Since 1995, we have researched and synthesized a vast array of information and distilled it into practical easy-to-apply processes that you can use everyday to make decisions about how you work and relate with others.

coaching-process-model

Barrett uses a researched, outcome-oriented, solution-focused coaching methodology. Our coaches all have industry-recognised coaching qualifications or are registered psychologists. They each have 100+ field hours and have held senior management positions with organisations across a diverse number of industries. The team at Barrett abide by the International Coaching Federation (ICF) code of ethics. Barrett coaches are trained in 'best practice' coaching methodologies.

At Barrett we deliver six types of coaching solutions giving clients the knowledge, skills, confidence and platform to help achieve excellence:
  • Sales Coaching
  • Sales Management Coaching
  • Leadership & C-Suite Coaching: Senior Managers, Business Owners, CEO, CFO, COO, Directors & Board.
  • Coaching Training Programs (2): helps educate and train leaders and sales leaders to coach their teams effectively achieving outstanding transformation:
    1. Barrett Coach the Coach Training for Leaders (B-CTC.T4L)
    2. Coach the Coach Training for Sales Leaders (B-CTC.T4SL)
  • Follow Up Coaching: embeds training achieving greater ROI.
  • Creating Coaching Cultures and Strategies to get there.

A study based on interviews with coaching clients revealed a median Return on Investment of 700% from coaching. 
Source: ICF Global Coaching Client Study, Executive Study 2009

Imagine the strength of your business results if your leadership team were coaching their teams effectively?
 

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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.
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