Sales Benchmarking

We can help you measure your sales team’s Sales Intelligence (SIQ) with the Barrett SIQ Process. It’s been purpose-built to map and measure your organisation’s current and desired levels of sales intelligence across all levels of your sales organisation. The process works by identifying the synchronicity and gaps between a sales workforce’s existing sales intelligence across three optimal performance dimensions – knowledge, skills and mindset – and the actual requirements of sales intelligence.  With the gaps identified we can define continuous process improvement steps to reach the desired standards.

Why Measure Sales Intelligence?

Perception is reality… Understand the synchronicity and gaps between a sales workforce’s existing sales intelligence and the required level of sales intelligence to be successful as a sales-oriented workforce.

Who is SIQ for?

• Business leaders who want to understand the current level of Sales Intelligence (SIQ) of their sales people and managers.
• Sales managers and sales people to give them insight into their current level of Sales Intelligence and what that means for them, their performance and the business.
• Customers to give their perspective on what they want from a supplier’s sales team.

What does SIQ do?

• Assesses an organisations current level of sales intelligence across 3 optimal performance dimensions: Knowledge, Skills & Mindset and identifies the synchronicity and gaps across these 3 optimal performance dimensions.
• Measure sales intelligence of incumbent individuals for all sales roles including: Sales Managers, Field Sales, Account Managers, Internal Sales & Customer Service.

Where, When & How is SIQ used?

• Initially at the beginning of any sales transformation process to calibrate current Sales Intelligence and /or post the major change process: giving a Sales IQ before and after shot.
• People are invited to complete the Online Sales Intelligence Questionnaire (SIQ) which will ask them to identify behavioural competencies needed for high performance across the 3 Optimal Performance Dimensions.

At Barrett, we are committed to helping sales leaders and their people assess, understand and develop their capabilities to achieve sales mastery as it relates to selling better.

We have developed a range of proprietary behavioral assessments including:

• Sales behavioural interview guides for a variety of client facing roles including all levels of sales, customer service, sales management, leadership, client services, and allied roles
• Sales coaching guides and checklists for client facing roles including sales and service
• Business assessments and simulation exercises for use in individual, team and conference settings across sales management, sales and service roles

These assessments are built of the back of Barrett’s Sales Competency Dictionary.

Explore our leadership assessments or sales benchmarking solutions.

At Barrett, we are committed to helping sales leaders and their people assess, understand and develop their capabilities as it relates to selling better.

We work with a range of industry-recognised psychometric assessments that can be used for benchmarking purposes with prospective recruits and existing teams.

For instance, the SPQ*Gold assessment is an excellent benchmarking tool in helping you pinpoint the learnt attitudes and mindsets, and associated behaviours that are currently across your sales culture including Sales Management, and how they may be affecting new business development  initiatives. Outputs include:

1. Individual & Team Sales Behaviour trend summary reports mapping where systemic strengths & issue lie
2. Individual & Team based Training Recommendations / Needs Analysis Report highlighting training needs
3. Customised action plans for selling skills and behaviour development plus confidential management and individual feedback of reports
4. Benchmarks for recruiting top sales performers