Helping people and businesses sell better

Overview Sales Talent

  • Select the right sales people
  • To do the right things
  • The right way
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
A Semi-Government organisation
Our team worked closely with Barrett's at a time when the market place in which we operate had become increasingly competitive, and as a result our sales team could no longer rely on our strong brand and passive referrals for new business. Leading up to the program our entire sales team completed an assessment to gauge sales prospecting fitness, with the team provided with individualised reports during the program to illustrate suggested strengths and potential weaknesses highlighting areas for development. This included a discussion on mindset around the sales process.Our three day course was introduced to our Regional General Managers on the first day with some specialised coaching training so that we could follow up one-on-one with the sales team once the program was completed. To enable this we were armed with practical tools provided by Barrett's to assist this coaching process, to ensure we could respond to the needs of each member of our sales team. The program itself illustrated the changes that had taken place in the sales process over time, and provided information and action plans as to developing an increasingly successful sales environment within our organisation. We looked at the overall prospecting process including goal setting, lead generation and review.Prior to our work with Barrett's the sales team had accepted a huge challenge to talk to 1000 new prospects over a short timeframe, and initially we heard any number of barriers and excuses as to why this would not be possible, however with the practical lessons gained from Sue, our 25-strong sales team put into practice the learnings from the course, and with the confidence gained we successfully hit the target, with time to spare. Working with a limited timeframe the sales team were able to focus their energy on the prospecting process, and successfully generated a pipeline of enquiries to follow up over the following period.This great result has provided a great deal of motivation for the sales team, and we are confidently looking forward to a productive prospecting future. Thanks Sue and the team at Barrett's for your support.
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  • Our portfolio of Services in Sales Talent
  • We will help you answer questions such as
  • Sales Force Design & Mapping
  • Sales Intelligence Mapping
  • Benchmarking and defining top sales performers
  • Defining what 'GOOD' sales performance needs to deliver your sales strategy
  • Sales Team Perceptions of their roles and customers
  • Creating and delivering tools and processes that help you recruit effective sales staff and managers
  • Sales Behavioural Interview Questions
  • Sales Recruitment Kits
  • Psychometric Assessments for Sales Selection and Development
  • Barrett Sales Competency Profiles across the entire Sales and Services Job Family for use in selection, induction, development, coaching, performance managment, succession planning, etc.
  • Barrett Sales Topic Coaching Library
  • Sales Culture Transformation and Change
  • Why will this person sell? (Motives, Ambition, Goals)
  • Will this person sell? (Attitudes, Mindset, Not Hesitant, Accountable, Energy, Drive)
  • How does this person sell? (Style, Ethics, Behaviours)
  • Can this person sell? (Skill, Knowledge, Mindset)
  • How well can this person sell? (Job match, Values, Perceptive Reasoning, Self Belief, Mastery Mindset)