The Problem: Most organisations rely on generic capability frameworks to hire, develop, and manage salespeople, and our research shows generic doesn’t work for a role as specialised as sales.
The Shift: Sales performance can be defined, observed, and measured, the same way any other specialised profession’s can.
The Solution: We build a customised competency framework for your sales roles, so you can recruit, train, coach, and manage against a clear, observable standard, not a guess.
Sales role design & competencies services
What We Do
- Sales Role Design – We help you make more informed hiring decisions and keep the people you hire progressing, using Barrett’s proprietary tools: our sales competency dictionary, sales job design process, and sales intelligence methodology.
- Sales Competency Dictionary – Purpose-built for sales and sales management roles, mapped across five levels, seven major categories, and 42 sub-categories, with specific behavioural indicators at each level. Built specifically to profile sales performance, not borrowed from a generic competency model. See our Sales Competency Dictionary
FAQ
- Can this be layered onto our existing competency framework? Yes, the dictionary is designed to complement most competency models already in use.
- Does this help with succession planning? Yes, the multi-level structure is built specifically to support career progression and succession decisions.
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
Total Sales Team Turnaround
Industry: Pharmaceutical Type: Public
Outstanding transformation from rapidly declining sales and share price due to a range of reasons to an 8% sales growth and trending upwards in a challenging market, with new business flowing in.
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