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Barrett International Introduction

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  • 1. Specialists in 21st Century Sales Culture, Capability, and Campaigns Culture & Campaigns Consulting Barrett 28 Day Sales Capability & Training & Coaching Research Challenge Welcome to Barrett International Developing 21st Century Sales Mastery by linking and integrating Culture, Capability, and Campaigns T +61 3 9532 7677 PO Box 277 ©2010 BARRETT F +61 3 9532 7388 Caulfield South www.barrett.com.au VIC 3162
  • 2. About Us – The Facts Sheet Culture & Campaigns Consulting Barrett 28 Day Sales Capability & Training & Coaching Research Challenge Who we are Barrett is not just a sales training provider; we are Specialist in 21st Century Sales Culture, Capability, and Campaigns with a prominent reputation in the Australian market as trusted experts and advisors in creating high performing, sustainable sales people and teams. We have a unique position in the marketplace with research and IP specifically in the Australian sales competency space that process person ensures we deliver culturally relevant and results oriented projects. What we do knowledge about the Insight into how the Through proprietary models, behaviour change processes and personal insight, person adapts the underpinned by our Competency model, we work in partnership to help workings & how to apply process & makes it their individuals and organisations adopt proven processes and productive behaviours them competently own and make them a 'way of life'. This then leads to increased professional and personal confidence and competency, client loyalty, revenues and profit. What makes us different • Our approach is grounded in the powerful coupling of knowledge and insight this allows for the cultivation of wisdom • Results through working with the whole person, aligning intentions and actions to purposeful strategy allowing people to achieve Sales Mastery. • Our work is guided by the Barrett Sales Philosophy 'Everybody lives by selling something‘ and ‘people buy from people they trust’. ©2010 BARRETT Specialists in 21st Century Sales Culture, Capability, and Campaigns
  • 3. About Us – Sue Barrett, Founder Culture & Campaigns Consulting Barrett 28 Day Sales Capability & Training & Coaching Research Challenge Founder & Managing Director, Barrett P/L BSc, Cert (Strategic Management), Cert IV (Accredited Workplace Assessor & Trainer) Accredited Executive Coach (IEC): Cert. Theta Healing Practitioner 1997 Winner of Telstra & Victorian Government Small Business Award Inducted into the Business Women' Hall of Fame 2000 Finalist 1998 & 2001 Telstra Business Woman of the Year Awards ACE Sponsor of Victorian Institute of Sport (VIS) 1991 – present Sue Barrett is an advocate for the philosophy 'everybody lives by selling something' and the proposition ‘people buy from people they trust’. Sue is founder and managing director of BARRETT, specialists in 21st century sales capability, campaigns, and culture transformation. Sue is one of the few prominent female voices commenting on sales today. With her unique way of getting to the heart of the matter she combines extensive knowledge, research, insight, and practical experience with a deep sense of compassion for all people to bring forth a more enlightened way of thinking and participating in the world. This makes her stand out from the usual crowd of existing business speakers. Her ability to distill complex ideas and relate them to life's everyday challenges and opportunities has people leaving with a stronger understanding of 'self' and how they can begin to achieve excellence through purposeful action. SmartCompany's CEO, Amanda Sue is best known for her work in illuminating and defining the elusive qualities that make for highly successful sales people and helping Gome states "Sue looks beyond businesses build high performing, profitable, sales teams. She has developed a unique position in the market place with IP specifically in the quick sell to explain to people the Australian Sales Competency space. Sue is also the lead sales writer for smartcompany.com.au, Australia’s number one online business publication in Australia. Amanda Gome SmartCompany's CEO states "Sue looks beyond the quick sell to explain to people how how to build sustainable and to build sustainable and profitable relationships. Week after week, she serves up terrific, intelligent copy that is thoughtful, insightful and profitable relationships. Week extremely helpful for our readers. She is part of the reason why SmartCompany is so successful." Sue launched her own business in 1995 after week, she serves up terrific, after holding senior positions with a leading consultancy and recruitment company and within two years won the Telstra and Victorian intelligent copy that is thoughtful, Government Small Business Award. Sue practices as a business advisor, public speaker, consultant, interviewer, facilitator/trainer, coach and writer. insightful and extremely helpful for our readers…. She is part of the Media organisations that have interviewed Sue include The Australian Financial Review, The Herald Sun, The Age, The Australian, Qantas reason why SmartCompany is so in-flight audio, BRW, ANZ Running My Own Business, Sales Pro, and www.smartcompany.com.au. Sue has two young sons with her successful." partner Jobst, is a competitive swimmer and runner, enjoys painting and performing in musical theatre, and is a keen practitioner of yoga and meditation. ©2010 BARRETT Specialists in 21st Century Sales Culture, Capability, and Campaigns
  • 4. About Us – The Facts Sheet Culture & Campaigns Consulting Barrett 28 Day Sales Capability & Training & Coaching Research Challenge Since 1995 we have: • Won the 1997 Telstra and Victorian Government Small Business Award. • Had our MD shortlisted twice for the Telstra Business Women of the Year Awards, 1998 & 2001 • Built the first Australian multi-level Sales Competency Dictionary based on Australian and International research. • Interviewed more than 8,000 people in businesses around their issues associated with sales performance, culture and sales leadership. • Profiled 60,000+ people in sales, business development and leadership and trained 12,000+ people in Australia, New Zealand and Asia-Pacific. • Mapped 100+ different sales and management roles for capability / competency frameworks, sales recruitment kits, performance & coaching kits, and training programs in areas as diverse as Business Banking, Mortgages, Investments, Media, IT, Hi-tech Medical and Scientific Equipment, Pharmaceuticals, Funerals, Wholesalers, Telesales, New Media, Recruitment, Industrial, Engineering, etc. • Presented on contemporary sales culture, sales capabilities, sales management, sales recruitment, sales psychology and sales strategy to business and at over 150 public events including Smartcompany, Optimising the Sales Force Australia, VECCI, AIM, CIPSA, ANZ, WIMBN, IR Conferences Australia, Melbourne University, Monash University, Australian Institute of Company Directors, BRW Victorian State Library Business Seminars, Telstra, CEO Institute, Victorian Institute of Sport, The Executive Connection (TEC), and numerous City Councils including the Cities of Monash, Casey, Cardinia, Maroondah , Whitehorse & Glen Eira. • Lead sales writers for www.smartcompany.com.au with 170+ articles published on sales culture, capability, coaching, and leadership. • A key sponsor for Victorian Institute of Sport ACE (athlete career and education) Program since 1995 • Publishing the annual Barrett 12 Sales Trends Report ©2010 BARRETT Specialists in 21st Century Sales Culture, Capability, and Campaigns
  • 5. About Us – Lead Team Culture & Campaigns Consulting Barrett 28 Day Sales Capability & Training & Coaching Research Challenge We are a highly collegiate team and possess a 'roll up the sleeves' attitude and a willingness to get the job done to meet self, company or customer imposed deadlines. We partner with you in a 'lead team' approach where consultants assume a leadership role when they are the best qualified to lead a project, team or subject area. When partnering with Barrett you get access to a team of experienced, qualified business professionals with expertise in sales, management, account management, customer service, organisational psychology, learning and development (facilitation, instructional design, production), HR, coaching, consulting, job design, competency development, psychometrics and Assessments. When resourcing larger projects we have access to a team of qualified associates including instructional designers, facilitators, business analysts, coaches and business consultants. In-house we have expertise in: business strategy & management. project management, sales, account management, customer service, finance, IT systems administration, organisational psychology, learning and development (facilitation, instructional design, production), HR, coaching , consulting, business analysis, job design, competency development and psychometrics. ©2010 BARRETT Specialists in 21st Century Sales Culture, Capability, and Campaigns
  • 6. Performance Model Culture & Campaigns Consulting Barrett 28 Day Sales Capability & Training & Coaching Research Challenge Barrett’s Optimal Performance Model © 2010 BARRETT Performance Culture Capability Campaigns & Revenue The Right People Doing The Right Things Breakthroughs Sales Mastery Clarify Match Map Build & & & & as a Define Measure Learn Develop ‘way of life’ Knowledge Skills Mindset Using Barrett’s Optimal Performance Model, we see that our work with organisations falling predominantly in the following areas: Clarify and Define Clarify Sales Framework, Best Practise Standards & Performance Expectations for Sales Force Blueprint Match & Measure Assess, match and measure candidates or team members against expected standards for selection and development Map and Learn Map the desired sales processes, align to strategic objectives and deliver best-fit workshops to match your training audiences. Build and Develop Continue to develop the capabilities of the sales team via coaching and ongoing training to ensure sustained behavioural change, improved performance, and co-operation across the business. ©2010 BARRETT Specialists in 21st Century Sales Culture, Capability, and Campaigns
  • 7. Our Approach – Sales Models Culture & Campaigns Consulting Barrett 28 Day Sales Capability & Training & Coaching Research Challenge Barrett Sales Models The 5 Step Sales and Account Planning Process The 4 Step Sales Prospecting Process Over 90% of all sales people follow no logical process when selling! Instead they fly by the seat of their vision goals pants. Sales Managers are often unable to teach and progress customers review mindset leads mindset transfer the necessary thinking, skill, knowledge and frameworks needed for effective sustained sales performance. go-to- market competitors contact Until now! The Optimistic Professional The 7 Step Sales Communication Process Structure that can be taught and transferred pre resilience The four Barrett sales models / processes featured here provide the foundations to support the goals of post open health & emotional growing sales and increasing sales force wellbeing intelligence effectiveness. mindset mindset close analysis They support both internal team and customer objectives by providing practical, grounded tools and thoughts view of self thinking frameworks that can be practiced, applied and coached in the workplace on a daily basis. problem recommend solve optimism ©2010 BARRETT Specialists in 21st Century Sales Culture, Capability, and Campaigns
  • 8. Our Approach – Client Partnership Steps Culture & Campaigns Consulting Barrett 28 Day Sales Capability & Training & Coaching Research Challenge Barrett is about Business and Sales Transformation. Step 1 Our Partnership Model operates in a spirit of collaboration and Discovery cooperation. We work towards a clear purpose mutually agreed to by the client and Barrett Step 5 Step 2 Review & Report & Together we work through a series of steps mapping a Next Steps Action Plan practical and implementing a practical plan designed to allow for real transformation. Transform As our clients reach their performance goals and milestones we challenge them again to go to the next level of mastery and performance. Mastery is a continuous journey of self discovery and Step 4 Step 3 transformation. Results Implement At Barrett we never stop learning. ©2010 BARRETT Specialists in 21st Century Sales Culture, Capability, and Campaigns
  • 9. Our Approach – Value to Clients Culture & Campaigns Consulting Barrett 28 Day Sales Capability & Training & Coaching Research Challenge Our value to clients Our clients value the holistic approach we take in working alongside them to create excellence through purposeful action and sustainable cultures. They are able to achieve individual and organisation results. This is evidenced by the following: • We have experience and a proven track record working with companies to create high performing sales teams. • We know what makes great sales people great. • Our sales training content is relevant and up-to-date for today’s competitive market place. • We incorporate sales process, sales planning, influencing, developing meaningful business relationships, emotional self-management etc. into our training. • Our training methodology designed to develop sales teams to deliver your sales plans consistently. • We can show specific evidence of improving sales results in businesses. • Our methodology ensures that you can build a sustainable sales culture over time. • We are able to translate complex initiatives into practical, tactical road maps you and your people can use immediately. • We ensure that you can measure the right sales metrics so that you can then manage by them • We have proven competency based approach which leads to observable behaviour change at all levels • Our consultants, coaches and trainers all have industry-based commercial and sales experience • Our coaches and trainers have relevant industry-recognised qualifications in coaching, facilitation and assessment • We have experience in sales culture and process transformation across industries • We help you make more money than the cost of having them in your business. ©2010 BARRETT Specialists in 21st Century Sales Culture, Capability, and Campaigns
  • 10. Our Approach – Our Clients Culture & Campaigns Consulting Barrett 28 Day Sales Capability & Training & Coaching Research Challenge We are fortunate enough to partner with a range of clients, small and large, across many industries, both locally and in Asia Pacific. Whether you are a traditional sales team, a business leader, a professional services team or a sales person, we can help you achieve excellence. The best way to demonstrate how we work with clients is through sharing stories. Please find following a few examples of people that we have worked with. Who are our clients? Anyone wanting to proactively communicate with others including: • Business to Business (B2B) product and service sales and service organisations including Media, Banking and Finance, Building, Healthcare, Manufacturing, Professional and Business Services: ANZ, Commonwealth Bank, Westpac, MyCareer, Trust Company, Fairfax Digital, Aquarium Industries, Padgham Partners, Boral Bricks, Cutting Edges, Challenger, Tresscox Lawyers, John Hopkins Financial Group, Southern Cross Broadcasting, Toyota Materials Handling, Pfizer, Boehringer Ingelheim, Rondo, Royal Canin, Impact Lists, Dome Garden Suppliers, APRA/AMCOS, Charlie’s Cookies, Lee Hecht Harrison, PLP, CC Media • Business to Consumer including sales, telesales and service organisations: Metaland, Intimo Lingerie, Boral Bricks, ANZ, The University of Sydney, Metricon, Blint Builders, Porter Davis, Bakers Delight • Not for Profits: Victorian Institute of Sport, Glen Eira Women's Business Network, Salvation Army • Internal providers including HR, Procurement, IT, Risk, Teaching: Deloitte, CIPSA , ANZ, Melbourne Montessori School ©2010 BARRETT Specialists in 21st Century Sales Culture, Capability, and Campaigns
  • 11. Our Approach – Client Feedback Culture & Campaigns Consulting Barrett 28 Day Sales Capability & Training & Coaching Research Challenge "By having Barrett examine issues such as "Barrett's individual, diagnostic approach "Excellent- very relevant to our positions. The focus on organisational performance, sales team 'was like a light bulb going on'. It helped teamwork, and team management as opposed to analysis, prospecting, self-promotion and people focus on themselves so they technical issues was incredibly beneficial and kept the selling skills and measuring and creating could see what was possible. The whole team very interested. It gave us a chance to vision and values, the true potential of my scientific, structured approach equipped determine what different types of personalities exist team was unlocked. With their assistance I us to push through those performance within our team. This in turn allows us to learn about helped people be the best they could be." barriers together and pinpoint what - Managing Director, Prolift wasn't working." how to handle people within the team and it also - Manager, Metricon allows us to maximise on each other's strengths.” - IT Team, Deloitte "I felt more empowered after Barrett. When customers call I "Barrett offers a holistic approach now feel that I call the shots and with access to practical and "It wasn't 'pie in the sky' or unachievable. Barrett was I am not waiting for them to ask accessible philosophies and tools there to guide us to do our best- giving us the me what they want. I am pro- that move beyond the theories- foundations, the knowledge, the behaviours and the active rather than re-active." we have been looking for structures to help us help ourselves" - Relationship Manager, ANZ - The Metricon Regional Management Team something like this for years. We are excited that there are tools, concepts and ideas to better understand self and others.“ "The Barrett team supported management throughout the entire business, regardless of - Managing Director, Cellplex discipline, as we underwent a dramatic and exciting restructure. Their input was vital to the development of cultural change inside the business, which has translated into increased sales and profitability for the company." - National Sales & Marketing Manager, Aquarium Industries ©2010 BARRETT Specialists in 21st Century Sales Culture, Capability, and Campaigns
  • 12. Our Approach – Our Competitive Advantage Culture & Campaigns Consulting Barrett 28 Day Sales Capability & Training & Coaching Research Challenge Our Competitive Advantage – The 21st Century Sales Specialists The ‘sales’ times - they are a changing… At no other time in the history of the sales profession are we witnessing such dramatic shifts in how we do business - products are replicated in ‘minutes’, people are more informed, the world is interconnected like never before and clients want to interact with ‘business people’ who can sell and think about possibility. Clients are looking for partners to assist them map a pathway forward into the future. They recognise that true value lies, not in a product, but in the collaboration of ideas. However too many sales team are stuck in the 20th Century with a ‘Product Mindset’ and so are many of our competitors. Barrett are specialists in 21st century Sales Culture, Capability, and Campaigns and focus on helping sales leaders and professionals achieve Sales Mastery in a 21st Century world. Although we are small in size compared to our direct competitors, who are usually larger international training firms, we ‘punch well above our weight’ when it comes to delivering relevant, dynamic, results oriented projects. Same, Same but Different Clients are also realising the value in using Australian based research regarding sales competencies, training and assessment content for their sales people. For instance research is clearly showing that Australian and NZ sales cultures are different from our USA sales colleagues. American sales management and training and procedures adhere to US presupposed values and perceptions, and may not be optimal, or even suitable, for other countries. Research is showing that it is often better to access country and culturally specific training for your sales people. That is why BARRETT has invested heavily in developing Australian based content to suit our market. Our research and work has given BARRETT a tremendous insight into the contemporary view of selling, trends and the wide variety of sales practices that exist in both Australia and overseas. BARRETT also works across the Asia and Pacific Region introducing contemporary, relevant sales practices to these markets. BARRETT works in partnership with people to deliver a holistic and sustainable approach to business growth and sales performance in organisations. ©2010 BARRETT Specialists in 21st Century Sales Culture, Capability, and Campaigns

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