Consistently attract and hire the right people
Many organisations rely on generic capability definitions for profiling, development and succession planning of their people. However, our research has shown that this generalisation doesn’t work for specialised roles such as sales. This drastically diminishes their usefulness in performance development, recruitment, coaching and talent management.
We take a more holistic and customised approach to job design. The process involves optimal employee and manager engagement as we develop a framework that explicitly states the behaviours expected for effective performance in the role and these behaviours can be easily observed in selection, development planning and performance assessment contexts.
Sales role design & competencies services
Sales Role Design
Hiring and keeping salespeople who can sell is one of the toughest jobs for sales managers. We help de-risk sales recruitment as we support you to make more informed decisions about who to hire and how to keep them progressing.
Using Barrett proprietary tools and methodologies, such as Barrett’s unique sales competency dictionary, sales job design and sales intelligence processes, we help you map and profile what good sales performance in your business should look like. These details can help you recruit, train, coach, manage, lead and develop your salespeople like never before.
Sales Competency Dictionary
Purpose built for sales and sales management roles across industries, Barrett’s Sales Competency Dictionary is designed to complement most competency models in use by organisations today. It’s mapped across five levels with seven major categories and 42 sub-categories, providing specific behavioural indicators at each level. The multi-level nature of the dictionary provides the information needed to support career progression and succession planning. It is exclusively positioned to profile the qualities needed for successful sales performance and sales management across many sales environments.
Ready to find right-fit high-performing salespeople?
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.
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 ...
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 ...
One Bad Apple: Why Your Team's Weakest Link Matters More Than You Think
In 30 seconds Watch who you let near your mind. Professor Will Felps proved what leaders have long suspected: a single toxic team member can reduce overall performance by 30 to 40 per cent, even ...
