Hiring and keeping sales people who can sell is one of the toughest jobs for sales managers. Barrett can help you to derisk sales recruitment and make more informed decisions about who to hire and how to keep them. Using Barrett propitiatory sales selection methodologies along with high grade Psychometric Assessments you can...
Use sales assessments for sales selection and development purposes
Access SPQ*Gold and Barrett's Sales Skills Gap Analysis data to make more informed decisions
Use robust Sales Recruitment Kits and purpose built Behavioural Interview Questions for a range of sales and sales management roles
Access the Barrett Team for assistance in test interpretation, sales interviews, recruitment strategies, etc.
Using Barrett propitiatory tools and methodologies, such as Barrett's unique Sales Competency Dictionary, Sales Job Design and Sales Intelligence Processes, you can map and profile what GOOD sales performance needs to look like in your business. These details can help you recruit, train, coach, manage, lead and develop your sales people like never before. You can...
Defines current 'Top Sales Performance' criteria
Establish Expected Sales Outcomes (KRAs)
Determine the Level of Sales Performance and Competence
Map the Sales DNA (Sales Competencies) of the required Knowledge, Skills and Mindset behaviours for a range of sales and sales management roles
Identify the goals and priorities, and improve role clarity for particularly complex sales roles
Measure Sales Performers against the Sales Benchmarks and assess their capabilities and mindset using the Sales Skill Gap Analysis & SPQ*Gold
Map Tacit Sales Knowledge and Processes
Take the guess work out of developing and coaching your sales teams. Barrett's coaching tools can assist with developing and retaining top performing sales people, and help to develop and improve the performance of the overall sales force more generally. Using Barrett's Sales Coaching tools and guides, you can...
Gain access to the Barrett coaching staff
Access Sales Coaching tools and Field Guides to help identify and address areas of concern in sales staff
Coach and retain your your top sales performers
Use Sales Behaviour and Competency Checklists to identify instances of Skilled, Unskilled and Overworked behaviours in sales staff and sales managers
Access a range of coaching questions, strategies and help guides to help address unhelpful behaviours
Access assessments to help identify areas for development and growth in the existing sales force
Mark Hand, Former General Manager(now Managing Director ANZ Retail & Distribution) and Brad Greenwood, Head of Business Development - Regional Commercial Banking
We worked closely with Barrett at the beginning of 2009 to develop a tailored Sales Program for ~300 Relationship Managers nationally. This program focused on understanding and developing core components for sales fitness through a very practical 3 day course - which included key concepts such as message intent, backwards planning, valid business reasons, effective questioning and offering solutions. This was supported back in the field by our Regional Managers who delivered 10 follow up sessions and infield coaching after extensive training and coaching by Barrett. At the time the sales training program rolled out, our business unit was going through a major restructure, and Sue's deep practical sales experience together with her great empathy and sensitivity ensured our relationship managers came away with: greater role clarity, heightened self awareness regarding the importance of goals, accountability, leadership, health and attitude for sales success; and practical sales tools to effectively plan, manage and deliver their sales targets.