The Problem: Most new salespeople are thrown in the deep end with no articulated process to follow, so they spend their first months building their own system from scratch, instead of selling.
The Shift: Selling is a profession with definable standards, not just an instinct some people have and others don’t.
The Solution: We calibrate your current sales and process capability, then build a sales process map your whole organisation can use, for recruitment, induction, training, coaching, performance reviews, and succession planning.
New salespeople ramp with confidence instead of guesswork, and your customers get a consistent experience no matter who they’re dealing with.
How We Work: Sales process mapping & design solutions
Sales process maps
Evidence from the field is used to create a sales process map for use during induction, sales training and sales coaching.
CRM analysis & alignment to sales process
Address CRM and sales misalignment by ensuring salespeople adopt CRM practices to support their sales efforts in the field on a consistent daily basis.
The buyer’s journey
Understanding what makes your buyers tick, their pain points, needs, goals, and challenges, so your process matches how they actually buy. See our Buyer’s Journey page.
Design a buyer’s brief
To ensure a systematic and comprehensive analysis and understanding of the customer’s needs, priorities and expectations we help you design a Buyer’s Brief Form that is used in the pre, during and post client meeting phase to ensure the salesperson does not miss any opportunities and can better position solution options.
Sales Playbooks, Tools & Templates
Provide your sales team with a sales playbook, tools and templates that support them to advance opportunities from one stage to the next.
FAQ
- Do you build this from scratch, or work with what we have?
Both. We start with what’s already working and build from there. - How long does this take?
Depends on team size and complexity, typically a multi-week engagement combining observation, workshops, and documentation
Ready to map and improve your sales processes?
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
Turn around sales results winning more profitable sales inside 8 months
Industry: Mining Type: Public
In 18 months, a sales operation without any sales infrastructure and faced with declining markets became the best sales performing team in the region.
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