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
Sales Market Segmentation
Industry: Building/Construction Type: Private/Medium size
Sales market segmentation made the difference to the approach to market with a much better prepared team and more efficient sales and marketing efforts.
The Incumbent's Curse: You Earned Your Seat. Here Is How You Keep It.
In 30 seconds The Problem. Winning a B2B account triggers a dangerous psychological shift. Salespeople who operated with sharp curiosity during the sale get comfortable once signed. They stop diagnosing ...
Stop "Just Checking In": How to Follow Up Like a Trusted Advisor
In 30 seconds The Problem: A deal stalls, anxiety creeps in, and the salesperson sends the most destructive email in modern B2B: "Just checking in." In one line, months of trusted advisor positioning ...
How to Keep Your Seat When Procurement Enters the Room
In 30 seconds The Problem: After months of strategic selling, the deal lands on a procurement officer's desk whose mandate is to commoditise your offering and drive the price down. Salespeople either ...
The Strategic Pushback: Why Saying 'No' Earns You the Right to Be There
In 30 seconds The Problem: Clients routinely test sales professionals with compressed timelines, unjustified discounts, or requests to strip down the solution. Most salespeople fold, fearing the ...
