Common Sales Problems

Barrett Sales Blog

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Southern Cross Broadcasting
Barrett helped us zone in on some critical blind spots which ultimately assisted us greatly. Their approach is people oriented while at the same time being structured, detailed and scientific.

What others are saying

"The project has been such a great success for our team. The culture is now fantastic- we aimed for the culture we wanted and got it. It was the planning and thinking behind it that made it work. The Competency work, has without a doubt, made a difference. The Competencies are Gold. We refer to them all the time and the Managers are using them to develop themselves and have clearer, more accountable performance reviews. The Competencies helped our team realise responsibility in their roles."

Manager, Music Industry
"It's all to do with training: you can do a lot if you're properly trained."
Queen Elizabeth II

Educative Aptitudes and Abilities

Measuring Cognitive Attributes and Abilities (IQ)

Some sales and many leadership roles, especially those in sophisticated or complex markets, require high level thinking abilities such as:

  • Verbal- verbal fluency, vocabulary & ability to understand & reason using words.
  • Numerical- ability to use and understand numerical concepts, reason using numbers and perceive logical relationships between them.
  • Abstract- the ability to think clearly and make sense of complexity, which is known as educative ability and the ability to store and reproduce information, known as reproductive ability.
  • Critical Thinking – the ability to clarify goals, examine assumptions, discern hidden values, evaluate evidence, accomplish actions, and assess conclusions.
There are no sales specific attributes and abilities assessments however good quality Attributes and Abilities assessment have been around for over 50 years. They are often referred to as IQ tests. They are widely available through accredited providers and most organizational psychologists.

  • Administered online via user name and password sourced via an accredited provider.
  • IQ assessments provide a 'score' report, where you rate and usually are compared to various norm groups.
  • IQ assessments will NOT measure personality, motivators & values, communication styles, emotional intelligence, leadership styles and derailers, or prospecting fitness.
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