The Brooks Group

JUNE 26, 2014

Are members of your sales team communicating 15 different messages? Here’s how you can go about improving consistency in sales organization messaging. Having a consistent sales message is one of the most important elements of success for your sales team as a whole. You need consistency in sales organization messaging so that your customers get the same message from everyone at your company with whom they interact, thereby creating a strong impression of your brand. 5 strategies for improving con

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The Brooks Group

JUNE 24, 2014

It's not unusual to find salespeople who think price is more important than other factors when it comes to a customer making a purchase decision, especially when that salesperson is a price-buyer in his or her personal life. 2 Reasons Why Price-Buying Salespeople Will Kill Your Margins. 1. Price-buying salespeople project their feelings onto their customers.

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The Brooks Group

JUNE 12, 2014

A Strong Sales Coaching Culture Starts at the Top. The first step to building a sales coaching culture is to get the senior management of the organization to understand and be 100% committed to three things: Ongoing training. Allowing the sales managers the time and latitude to get into the field and. Communicating that sales coaching is all about growth and improvement performance, not eliminating people.

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The Brooks Group

JUNE 11, 2014

Turnover in a sales force is normal and to be expected. Zero turnover is bad but if you're experiencing exorbitantly high sales turnover, it's even worse. Sales organizations, like any other organization made up of human beings, will experience personnel change. With people changing not only jobs, but entire careers multiple times in their lives, this is to be accepted, anticipated and factored into the equation.

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The Brooks Group

JUNE 10, 2014

Perhaps the most common error made by organizations trying to fill sales management slots is the tendency to promote a strong sales performer into a sales management role. In some cases, the salesperson who is appointed to be sales manager is the last one standing after the smoke has cleared. In organizations with high turnover this is far more common than in ones with a lower loss of personnel.

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The Brooks Group

JUNE 5, 2014

. Salespeople must be hired with caution, launched with clarity and the under-performing ones replaced with dispatch. The essence of this rule lies in the speed of hiring and the speed of firing. They both need to move at their own proper speed. The correct speed? Hire more slowly and fire more quickly. The real-world? Sales organizations hire too fast and fire too slow.

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The Brooks Group

JUNE 30, 2014

While money is often the main motivator for sales professionals, there are other elements involved in motivating your salespeople as well. Not every sales manager understands these motivations, but if used properly they can take a salesperson's performance to the next level. 5 Strategies For Motivating Your Salespeople OTHER Than Money. Five other motivating factors for sales professionals are: 1.

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