Barrett International Introduction

Specialists in 21st Century Sales Culture, Capability, and Campaigns

Welcome to

Barrett InternationalDeveloping 21st Century Sales Mastery

by linking and integrating

Culture, Capability, and Campaigns

Consulting& Coaching

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Culture & Capability

BarrettResearch

28 Day Sales Challenge

©2010 BARRETT

T +61 3 9532 7677

F +61 3 9532 7388

www.barrett.com.au

PO Box 277

Caulfield South

VIC 3162

About Us – The Facts Sheet

Who we areBarrett is not just a sales training provider; we are Specialist in 21st Century SalesCulture, Capability, and Campaigns with a prominent reputation in the Australianmarket as trusted experts and advisors in creating high performing, sustainablesales people and teams. We have a unique position in the marketplace withresearch and IP specifically in the Australian sales competency space thatensures we deliver culturally relevant and results oriented projects.

What we do

Through proprietary models, behaviour change processes and personal insight,underpinned by our Competency model, we work in partnership to helpindividuals and organisations adopt proven processes and productive behavioursand make them a 'way of life'. This then leads to increased professional andpersonal confidence and competency, client loyalty, revenues and profit.

What makes us different

• Our approach is grounded in the powerful coupling of knowledge and insightthis allows for the cultivation of wisdom

• Results through working with the whole person, aligning intentions and actionsto purposeful strategy allowing people to achieve Sales Mastery.

• Our work is guided by the Barrett Sales Philosophy 'Everybody lives by sellingsomething‘ and ‘people buy from people they trust’.

knowledge about the

workings & how to apply them competently

Insight into how the

person adapts the process & makes it their

own

process person


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©2010 BARRETT Specialists in 21st Century Sales Culture, Capability, and Campaigns

About Us – Sue Barrett, Founder

Founder & Managing Director, Barrett P/LBSc, 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 theytrust’. Sue is founder and managing director of BARRETT, specialists in 21st century sales capability, campaigns, and culturetransformation. Sue is one of the few prominent female voices commenting on sales today. With her unique way of getting to the heartof the matter she combines extensive knowledge, research, insight, and practical experience with a deep sense of compassion for allpeople to bring forth a more enlightened way of thinking and participating in the world. This makes her stand out from the usual crowdof existing business speakers. Her ability to distill complex ideas and relate them to life's everyday challenges and opportunities haspeople leaving with a stronger understanding of 'self' and how they can begin to achieve excellence through purposeful action.

Sue is best known for her work in illuminating and defining the elusive qualities that make for highly successful sales people and helpingbusinesses build high performing, profitable, sales teams. She has developed a unique position in the market place with IP specifically inthe Australian Sales Competency space. Sue is also the lead sales writer for smartcompany.com.au, Australia’s number one onlinebusiness publication in Australia. Amanda Gome SmartCompany's CEO states "Sue looks beyond the quick sell to explain to people howto build sustainable and profitable relationships. Week after week, she serves up terrific, intelligent copy that is thoughtful, insightful andextremely helpful for our readers. She is part of the reason why SmartCompany is so successful." Sue launched her own business in 1995after holding senior positions with a leading consultancy and recruitment company and within two years won the Telstra and VictorianGovernment Small Business Award. Sue practices as a business advisor, public speaker, consultant, interviewer, facilitator/trainer, coachand writer.

Media organisations that have interviewed Sue include The Australian Financial Review, The Herald Sun, The Age, The Australian, Qantasin-flight audio, BRW, ANZ Running My Own Business, Sales Pro, and www.smartcompany.com.au. Sue has two young sons with herpartner Jobst, is a competitive swimmer and runner, enjoys painting and performing in musical theatre, and is a keen practitioner of yogaand meditation.

SmartCompany's CEO, Amanda Gome states "Sue looks beyond the quick sell to explain to people how to build sustainable and profitable relationships. Week after week, she serves up terrific, intelligent copy that is thoughtful, insightful and extremely helpful for our readers…. She is part of the reason why SmartCompany is so successful."


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About Us – The Facts Sheet

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


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http://www.smartcompany.com.au/

About Us – Lead Team

We are a highly collegiate team and possess a 'roll up the sleeves' attitude and a willingness to getthe job done to meet self, company or customer imposed deadlines. We partner with you in a 'leadteam' approach where consultants assume a leadership role when they are the best qualified tolead a project, team or subject area.

When partnering with Barrett you get access to a team of experienced, qualified businessprofessionals 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 includinginstructional 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, organisationalpsychology, learning and development (facilitation, instructional design, production), HR, coaching ,consulting, business analysis, job design, competency development and psychometrics.


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Performance Model

Barrett’s Optimal Performance Model © 2010 BARRETT

The Right People Doing The Right Things

Clarify &

Define

KnowledgeSkills

Mindset

Match &

Measure

Map &

Learn

Build &

Develop

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 BlueprintMatch & Measure Assess, match and measure candidates or team members against expected standards for selection and developmentMap 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.

Culture Capability CampaignsPerformance & Revenue

Breakthroughs

Sales Mastery as a

‘way of life’


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Our Approach – Sales Models

vision

customers

competitorsgo-to-market

progress

The 5 Step Sales and Account Planning Process The 4 Step Sales Prospecting Process

The 7 Step Sales Communication Process

pre

open

analysis

problem solverecommend

close

post

mindset

goals

leads

contact

review mindset

resilience

emotional intelligence

view of self

optimism

thoughts

health & wellbeing

mindset

The Optimistic Professional

Barrett Sales Models

Over 90% of all sales people follow no logical process

when selling! Instead they fly by the seat of their

pants.

Sales Managers are often unable to teach and

transfer the necessary thinking, skill, knowledge and

frameworks needed for effective sustained sales

performance.

Until now!

Structure that can be taught and transferred

The four Barrett sales models / processes featured

here provide the foundations to support the goals of

growing sales and increasing sales force

effectiveness.

They support both internal team and customer

objectives by providing practical, grounded tools and

thinking frameworks that can be practiced, applied

and coached in the workplace on a daily basis.

mindset


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Our Approach – Client Partnership Steps

Step 1Discovery

Step 2Report &

Action Plan

Step 3 Implement

Step 4 Results

Step 5 Review &

Next Steps

Transform

Barrett is about Business and Sales Transformation.

Our Partnership Model operates in a spirit of collaboration andcooperation.

We work towards a clear purpose mutually agreed to by theclient and Barrett

Together we work through a series of steps mapping apractical and implementing a practical plan designed to allowfor real transformation.

As our clients reach their performance goals and milestoneswe challenge them again to go to the next level of mastery andperformance.

Mastery is a continuous journey of self discovery andtransformation.

At Barrett we never stop learning.


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Our Approach – Value to Clients

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.


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Our Approach – Our Clients

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


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Our Approach – Client Feedback

"Barrett's individual, diagnostic approach 'was like a light bulb going on'. It helped

people focus on themselves so they could see what was possible. The

scientific, structured approach equipped us to push through those performance

barriers together and pinpoint what wasn't working." - Manager, Metricon

"By having Barrett examine issues such as organisational performance, sales team

analysis, prospecting, self-promotion and selling skills and measuring and creating

vision and values, the true potential of my team was unlocked. With their assistance I helped people be the best they could be."

- Managing Director, Prolift

"Excellent- very relevant to our positions. The focus on teamwork, and team management as opposed to

technical issues was incredibly beneficial and kept the whole team very interested. It gave us a chance to

determine what different types of personalities exist within our team. This in turn allows us to learn about

how to handle people within the team and it also allows us to maximise on each other's strengths.” - IT

Team, Deloitte

"The Barrett team supported management throughout the entire business, regardless of 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

"It wasn't 'pie in the sky' or unachievable. Barrett was there to guide us to do our best- giving us the

foundations, the knowledge, the behaviours and the structures to help us help ourselves" - The Metricon Regional Management Team

"Barrett offers a holistic approach with access to practical and

accessible philosophies and tools that move beyond the theories-

we have been looking for something like this for years. We are excited that there are tools,

concepts and ideas to better understand self and others.“

- Managing Director, Cellplex

"I felt more empowered after Barrett. When customers call I

now feel that I call the shots and I am not waiting for them to ask

me what they want. I am pro-active rather than re-active."

- Relationship Manager, ANZ


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Our Approach – Our Competitive Advantage

Our Competitive Advantage – The 21st Century Sales SpecialistsThe ‘sales’ times - they are a changing… At no other time in the history of the sales profession are we witnessingsuch dramatic shifts in how we do business - products are replicated in ‘minutes’, people are more informed, theworld is interconnected like never before and clients want to interact with ‘business people’ who can sell and thinkabout possibility. Clients are looking for partners to assist them map a pathway forward into the future. Theyrecognise that true value lies, not in a product, but in the collaboration of ideas. However too many sales team arestuck 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 leadersand professionals achieve Sales Mastery in a 21st Century world. Although we are small in size compared to ourdirect competitors, who are usually larger international training firms, we ‘punch well above our weight’ when itcomes to delivering relevant, dynamic, results oriented projects.

Same, Same but DifferentClients are also realising the value in using Australian based research regarding sales competencies, training andassessment content for their sales people. For instance research is clearly showing that Australian and NZ salescultures are different from our USA sales colleagues. American sales management and training and proceduresadhere 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 researchand work has given BARRETT a tremendous insight into the contemporary view of selling, trends and the widevariety of sales practices that exist in both Australia and overseas. BARRETT also works across the Asia and PacificRegion introducing contemporary, relevant sales practices to these markets. BARRETT works in partnership withpeople to deliver a holistic and sustainable approach to business growth and sales performance in organisations.


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Documents

Barrett International Introduction