From wrestling to sales - discipline that makes you unbeatable in every deal
My name is Henric Barck and I am a sales coach at Adviser Partner. I've been working with sales and business development since 1995 - in everything from global corporations to fast-growing start-ups. What drives me is my curiosity about people, companies and business - and the joy of helping sales teams become even sharper at their craft.
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My foundation comes from the wrestling mat. The sport gave me a context and joy in competing and developing. But it also taught me the value of discipline and hard work. These lessons have followed me into the world of business - where the same principles apply: development happens when you train, challenge yourself and have fun along the way.
I started my sales career at Johnson & Johnson, where I received invaluable training in sales and leadership. Since then, I've been a sales manager, CEO and entrepreneur - mainly in Life Science. Regardless of the industry, success is always about three things:
a clear sales process, relevant KPIs and a culture where you constantly sharpen your sales.Adviser Partner became an opportunity to combine the power of a knowledgeable team with the freedom to be your own person.
Today, I am energized by seeing my clients succeed. When they achieve better results - through new insights, better methods and the courage to challenge the status quo in their customer relationships - the feeling is as strong as when I close a deal myself.
Want to know how you can get more impact from your sales team? Let's have a quick chat and see if we're a match.
"With the help of Adviser Partner, we have streamlined our sales work by structuring and working proactively with clear goals. Thanks to Henric's support, two of our brand new employees have gained confidence and shown clear improvements in their performance."
Sales Manager
AB Lennart Månsson International
"The work with Adviser Partners, especially with Henric as a coach,is very fruitful. My sales guys are way more motivated and starting to work more systematically.
That is a first big step for more efficiency and better results. We will not be stopping practicing and we will book new trainings soonest. Many thx for your professional help, anytime again!"
Director Sales, Marketing & Business Development
VM Building Solutions
Frequently asked questions
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A strong sales team isn't built on chance - it's built on clarity. When everyone on the team understands how you actually sell - what steps the customer goes through, what is required at each stage, and how progress is measured - it creates focus and alignment. You start to speak the same language, identify what's stopping business and see where you can grow as a team.
The result is more activity, more deals, better collaboration and a culture where development becomes a natural part of selling. When the sales process becomes clear - then success becomes repeatable.
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The strongest customer relationships are not always the most comfortable - but the most genuine.
When trust exists, you dare to challenge: ask the important questions, share insights and help the customer think a step further.Challenging is not about creating conflict, but about creating development. In a strong relationship, there is enough trust to explore the current situation together, ask questions that open up and identify needs the customer may not even have seen themselves.
When the salesperson has a clear method of asking, listening, summarizing, confirming and linking to suggestions for improvement - then it becomes natural, not risky, to challenge.
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It's easy to get caught up in general status updates - often with discussions about why something isn't working. The solution is Pipeline Management - a simple but powerful structure for focused and forward-looking conversations. The prerequisite is that you have a shared idea about your sales process. In short, Pipeline Management is about:
Overview - create a common picture of what is in progress and underway. Where are the deals in their maturity level?
Deep Dive - select together 2-3 concrete business opportunities at each occasion (e.g. weekly).
Coaching - for each deal selected, look at where it is and why. What is the next step and why? What support is needed to take it?
With this structure, every conversation becomes effective, relevant and stimulating.
You get a better overview and can coach where it makes the most difference - without taking over the seller's responsibility.