Common Sales Problems
- Did you know there are Funding Options for Sales Essentials Training?
- Do you need to rethink your Sales Strategy?
- Is mastering Sales Management relevant to you?
- What does GOOD sales performance need to look like in your business?
- Are you well equipped to manage Key Accounts?
Testimonials
Matt Berriman, GM and Group Director CC Media
I met Sue Barrett many years ago when I was an athlete at the VIS participating in one of her management consultancy sessions, since then Sue has been a fantastic supporter, mentor and business consultant to me personally and now CC Media in recent times. Sue's at the very forefront of management and sales consultancy and has had ...read more "The stand-out feature of the way Barrett goes about its business is that everyone in the organisation lives and breathes their core values. The extent of alignment in this regard is exceptional, and they act as a team, not as a collective of individual consultants."
Manager, Members Equity
Manager, Members Equity
"Assumptions are the termites of relationships."
Henry Winkler
Henry Winkler
Sales Performance SPI-Q
Measuring Sales Performance Characteristics and Style
SPI-Q (Sales Performance Insight Questionnaire) is the latest and most comprehensive sales assessment tool in the marketplace. The Sales Performance Insights Questionnaire (SPI-Q) has been developed in Australia by Performance Insights and focuses on the attributes that are uniquely relevant to sales. It is the only product in the market that predicts the multi-dimensional characteristics required by today's sales professionals, and measures the subtle but critical characteristics that differentiate successful sales people. The questionnaire measures 25 Sales Attributes, clustered into three broad domains:-
1. Compelling Relationships – which measure the preferences the individual has when working with clients and developing relationships i.e. Impact, Credibility, Insight, Attentiveness, Initiation, Influence, Social Leverage, Client Engagement, and Negotiation.
2. Perceptive Reasoning – which measures how the individual processes information and makes judgments relating to client issues and solutions i.e. Research, Exploration, Agility, Pursues Learning, Creativity, Structure, Quality Orientation, Rational, Specialist, and Judgement.
3. Channelled Energy – which measures the motivators and levers which drive the individual to succeed i.e. Authenticity, Resilience, Self Belief, Recovery, Motivation, Sales Drive
The questionnaire has been designed to be highly pragmatic and user-friendly, requiring minimal training; with standard interpreted report outputs, which are adapted based on the individual's results. The SPI-Q is a self-report questionnaire, and the accuracy of this profile depends on how honest the individual has been when completing the questionnaire, as well as their self-awareness. It reflects their preferred style, rather than their ability. However, research shows that people's responses to personality questionnaires can act as a good predictor of how they are likely to behave on the job. There is no one 'perfect profile'.
Applications
Barrett are Research Partners with
SPI-Q (Sales Performance Insight Questionnaire) is the latest and most comprehensive sales assessment tool in the marketplace. The Sales Performance Insights Questionnaire (SPI-Q) has been developed in Australia by Performance Insights and focuses on the attributes that are uniquely relevant to sales. It is the only product in the market that predicts the multi-dimensional characteristics required by today's sales professionals, and measures the subtle but critical characteristics that differentiate successful sales people. The questionnaire measures 25 Sales Attributes, clustered into three broad domains:-
1. Compelling Relationships – which measure the preferences the individual has when working with clients and developing relationships i.e. Impact, Credibility, Insight, Attentiveness, Initiation, Influence, Social Leverage, Client Engagement, and Negotiation.
2. Perceptive Reasoning – which measures how the individual processes information and makes judgments relating to client issues and solutions i.e. Research, Exploration, Agility, Pursues Learning, Creativity, Structure, Quality Orientation, Rational, Specialist, and Judgement.
3. Channelled Energy – which measures the motivators and levers which drive the individual to succeed i.e. Authenticity, Resilience, Self Belief, Recovery, Motivation, Sales Drive
The questionnaire has been designed to be highly pragmatic and user-friendly, requiring minimal training; with standard interpreted report outputs, which are adapted based on the individual's results. The SPI-Q is a self-report questionnaire, and the accuracy of this profile depends on how honest the individual has been when completing the questionnaire, as well as their self-awareness. It reflects their preferred style, rather than their ability. However, research shows that people's responses to personality questionnaires can act as a good predictor of how they are likely to behave on the job. There is no one 'perfect profile'.
Applications
- Administered online via user name and password sourced via an accredited provider.
- The SPI-Q can be used for recruitment and development. It produces individual reports along with accompanying team summary reports, development and coaching reports. We use it for our coaching (sales coaching)
- SPI-Q will NOT measure values, leadership styles & derailers, cognitive attributes and abilities or prospecting fitness.
Barrett are Research Partners with
- SPI-Q (Sales Performance Insights Questionnaire), Performance Insights
