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
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.