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
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.