Drive adoption and consistency, at scale
Salespeople are often offered little guidance in new roles. Forced to work it out as they go, they find their way by trial and error. To survive they create quick fixes, shortcuts, documents and anything to help them hit the right notes. We work with organisations to provide solutions that guide and support their salespeople to be the very best they can.
We develop sales operating systems enriched with an articulated sales process, procedures, tools, buyer’s briefs and resources such as scripts, templates and question libraries. We call it a sales university library – others call it a sales playbook. Either way, it acts as a central repository to store all of the vital information needed to support and guide your sales teams through their sales activities.
Our playbook, tools and resource solutions
Sales university library
Often built off the back of the sales process map, Barrett helps organisations create their own sales ‘university’ library. This may house their sales playbook, specific knowledge, systems, procedures, sales tools and resources – all underpinned by the behaviours for each step of the sales process map. This ensures everyone performs the right activities to standards that deliver results while helping to more effectively recruit, induct, train, coach and performance manage sales teams.
SOAP review
The Sales Operations Audit Process (SOAP) is an end-to-end process that analyses, maps, assesses and ameliorates the overall sales operations in place at your organisation. This includes reviewing sales systems, processes, tools, templates, resources and documentation. From there we can determine which components of an organisation’s sales operations, processes and standards are in place, being practised or missing. This ensures that the overall sales operation framework and sales processes are clear, visible and applied uniformly through every single point of the sales process across sales units.
Ready to build a sales ‘university’ library?
Talk to us, your selling better advisory team, and we’ll help you quickly and accurately assess your next steps.
The Barrett advantage
We bring a well-researched 21st century systems thinking approach to sales that includes a complete selling system. With a solid reputation for helping leaders quickly pivot and transition their sales teams and operations to sell better, we are here to help your business prosper.
Case Study
The getting of sales wisdom
Industry: Banking Type: Public
Despite the GFC, the drought and a retracting market, this business unit grew by plus 8%.
Selling Better: Aiming for Better, Not Perfect
In 30 seconds Thirty years ago, we chose selling better over selling more. The philosophy? Adaptation, evolution, and progress. Think of a sailboat captain constantly adjusting sails to changing ...
Your Sales 'Tell': The Unconscious Habit That's Costing You Deals
In 30 seconds Sales professionals have unconscious "tells"—habits that instantly signal to prospects "I'm here to sell, not understand you." Common tells include jumping to premature solutions, ...
The Competitive Advantage Hiding in Plain Sight
In 30 seconds What if your competitors are overlooking talent that delivers 8% higher quota attainment? Xactly's research shows women hit 86% of targets versus men's 78% yet represent only 19% of ...
The Last Holdouts: Where Transactional B2B Selling Still Exists (And Why It Won't For Long)
In 30 seconds Digital platforms now dominate B2B transactions, with over 75% of buyers preferring self-service for simple purchases. Modern buyers conduct 90% of their research independently and ...
