Sales consulting
Sales consulting that builds a sales system buyers trust
We design your sales system from strategy through to process, capability and culture, so your business earns genuine buyer trust, develops your people’s full potential, and compounds its commercial advantage over time.
Why sales consulting
Most organisations try to sell before they’ve earned the right
The problem
Selling too soon
Most organisations skip the engagement and communication that make buyers want to choose them, then wonder why deals stall and prices fall.
The shift
Selling better is an outcome
Selling better isn’t a technique. It’s the natural result of genuine engagement and clear, buyer-centred communication, built into how the whole organisation operates.
The solution
Design the whole system
We help you design and build the strategy, capability and culture to engage, communicate and sell better: ethically, sustainably, and in a way that works for your buyers and your people.
The Selling Better system
Engage, communicate, then sell better
Selling Better is a sequence, not a slogan, and it’s exactly what AI can’t shortcut. We build it into four connected pillars, so nothing is a side project.
01
Strategy
A clear sales strategy, value proposition and go-to-market approach: who you engage, what you communicate, and why buyers should choose you.
02
Process
An articulated sales process, mapped to how buyers actually buy, with the roles, KPIs and playbooks to run it consistently.
03
People
Emotionally intelligent, commercially savvy people, led by leaders who coach, not just manage.
04
Culture
Customer-centricity that runs from the C-suite to the frontline, and internal collaboration that breaks down silos.
What we consult on
Sales consulting services
Start where the leverage is highest. Most clients begin with one area and build out from what we find.
Sales strategy
Direction and focus for your sales force, built as one connected system rather than four side projects.
Sales Strategy Operations Audit & Plan
We audit and benchmark how your strategy and operations really function across 17 core elements, then equip your leaders with a unified, AI-ready go-to-market plan at a facilitated two-day workshop.
Sales Strategy & Messaging Design
Your sales strategy and value proposition designed together from the same evidence, so the segments you choose and the story you tell line up, across sales, marketing, service and online.
Market Segmentation & Personas
From market to segment to micro-segment, then to the individual buyers inside your priority accounts, so your targeting and your message are both precise.
Sales process & roles
So everyone knows what good looks like, and how to get there.
Sales Process Mapping & Buyer’s Journey
A sales process map built from field evidence and matched to how your buyers research, decide and buy, used for induction, training, coaching and CRM alignment.
Team Structure, KPIs & Role Design
The sales force model, scorecard, KPIs and competency framework that turn a group of individuals into an accountable team, built on Barrett’s Sales Competency Dictionary.
Sales Playbook, Tools & Resources
One central home for your process, tools, templates and messaging, so best practice becomes an organisational asset that stays when people move on.
Leadership, culture & change
The human side of the system, where lasting change is won or lost.
Sales Leadership & Coaching Frameworks
Frameworks shaped around your organisation, the role and the individual leader, so capable managers become leaders who get the best from themselves and their teams.
Customer-Centric Culture & Internal Collaboration
Engagement workshops and communication processes that make customer-centricity the way you operate, and let your people work as one team instead of in silos.
Change Management
We use the Selling Better system itself as the engine of transformation, led from the top, so new strategies and capabilities become how you operate, not a one-week lift.
Outcomes
Working with us gives you
Commercial results and human outcomes that reinforce each other, instead of being traded off against each other.
- A sales system built on genuine engagement, not transactional technique
- A clear, audited and implemented sales strategy
- Defined segments, ideal client profiles and persona-specific messaging
- An articulated sales process everyone follows with confidence
- The right people, recruited against a clear competency framework
- A sales playbook and tools library your team actually uses
- A trained, coached and emotionally intelligent sales team
- A sales leadership and coaching framework built to last
- A perpetual learning environment, not a one-off event
- Clear internal communication and stakeholder engagement
- A customer-centric culture that runs from the C-suite down
- Commercial results and human outcomes that reinforce each other
Why Barrett
A consulting and education firm, not a training catalogue
We specialise in human-centred, ethical sales systems, strategies, processes and practices. From a keynote to a full commercial transformation, we meet you where you are.
1995
Navigating every shift in how buying and selling evolve
50,000+
professionals trained across five continents
17
core elements in our sales strategy and operations audit
4
connected pillars: strategy, process, people and culture
Results
What leaders say about our consulting
“
The change has been outstanding… here we are now with a fantastic sales team, sales infrastructure and processes, strategy and culture that is growing and making a huge difference to our business and our clients.
Jeff Sells
Executive General Manager Retail Pharmacy, Sigma Healthcare
“
We now have the understanding, tools, intelligence and platform to launch Diadem forward and with yourself and the Barrett team by our side, we are in ‘safe hands’.
Richard Duerden
National Sales Director, Diadem
“
Sue Barrett and her team has skilfully guided us through a key transitional time in our Company when it was critical to build our strategy and define the processes and tools that would support our key business objectives moving forward.
Jill Johnston
Formerly Head of People & Culture, Southern Cross Austereo (SCA)
18 → 14
Major media company: 18 unstructured sales roles across four channels rebuilt into a 14-role capability framework, with recruitment and performance management kits, in five months.
+43%
Australian media company: a reactive call centre culture shifted to a proactive sales culture, with a 43% increase in sales.
FAQ
Common questions
How do you decide what we need?
We start by assessing the health of your sales system (strategy, process, people and culture) before recommending anything. The answer isn’t always training.
Do you only work with sales teams?
No. We work with sales teams, leadership groups, internal stakeholder relationships and whole-of-business culture programs. Wherever communication and commercial capability matter, we can help.
Do we need to engage all areas at once?
No. Most clients start with one area and build out from the findings. We’ll tell you where the highest-leverage starting point is for your situation.
How are you different from a sales training firm?
We design systems, from strategy through to culture, and we’ve been doing it since 1995. Training is part of the answer, not the whole answer.
Ready to set a new standard in sales excellence?
Talk to our Selling Better advisory team. We’ll help you quickly and accurately assess your next steps.