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
Selling Better Case Study: How to do it properly
Industry: Banking/Finance/Agribusiness Type: Public
Successfully combined two sales operations that came together due to a business acquisition. The project lead a complete culture and mindset shift across the entire organisation to improve the customer experience and lift sales.
The Simplicity Trap: Why Reducing Complexity Makes Selling Harder, Not Easier
In 30 seconds The Problem: Leaders confuse complexity with clutter. They think "making life easier" means cutting steps and removing structure. Result? They create a vacuum where chaos takes over. ...
31 Years of Selling Better: Why Your Seat at the Table Matters More Than Ever
In 30 seconds The Problem: Complex B2B sales requiring human relationships and risk navigation are being forced into transactional procurement processes designed to commoditize vendors and slash ...
Why Your Sales Playbook Needs a 2026 Upgrade
In 30 seconds The Problem: Most sales playbooks were built for a world that no longer exists. They're linear, assume predictable buyer paths and universal cold calling success, and were designed ...
What the Hell Happened to B2B Selling in 2025?
In 30 seconds The Problem: The B2B sales terrain fundamentally shifted in 2025. Cold calling stopped working for 71% of decision-makers under 40. Over 70% of buyers now use AI to research and shortlist ...
