The Brooks Group
APRIL 29, 2014
When implementing a shift in your company's sales culture, the goal is to move away from traditional sales skills development, training reps on step by step cookie cutter selling tactics, and towards a focus on the customer experience. Rather than overtly selling, which is becoming less and less effective, the goal is to help them solve a problem, while working with them to gain their trust.
The Brooks Group
APRIL 24, 2014
. The truth is this: many sales leaders and sales managers want to talk accountability, but they don't know how to develop a formal sales accountability plan. The right sales accountability plan can drive the right behaviors inside of your sales team and create a "self-policing" culture with built-in accountability. 7 Tips For Developing A Sales Accountability Plan. 1.
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The Brooks Group
APRIL 23, 2014
To build a great sales team, a meaningful and consistent sales management process must be in place organization wide. It must be systematic and be implemented by systematic people. The process needs to be ongoing and able to be monitored for effectiveness. The 8 Components Of A Best-In-Class Sales Management Process. 1. Recruitment – Regardless of industry, recruiting top sales performers is the very cornerstone of any sales management process.
The Brooks Group
APRIL 15, 2014
Congratulations! You've just implemented a new customer relationship management software solution! It's slick, it's versatile and it meets all your specifications. and in no time, it'll help your company become more efficient and increase sales. There's just one problem: none of the salespeople want to use it! CRM – Management Tool or Sales Tool? The C-Suite's biggest frustration with CRM is that it's less popular on the sales level than it is with them.
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The Brooks Group
APRIL 10, 2014
Where Do Your Salespeople Focus Their Time? The bottom 20% of sales reps focus on themselves, their own survival, or just having a quota of phone calls, hours in the office or other short-term measurement. The bottom 20% have a focus on themselves that says, “I don’t know if I can do this,” or “sales isn’t right for me” (survival), or “If I just make enough calls,” or “If I can do enough to get by (quota), I’ll be fine.
The Brooks Group
APRIL 8, 2014
How Top Sales Organizations Get - And Keep - Best-In-Class Status. Based on years of observation across a broad number of companies, we've seen that certain factors have to be present for a solid sales culture to flourish to any degree within the organization. First, an organization should decide exactly how it wants to define itself in the broadest sense.
Pharma Rep Focus brings together the best content for pharma rep professionals from the widest variety of industry thought leaders.
The Brooks Group
APRIL 1, 2014
When used properly, a CRM solution can be a powerful and effective sales tool. But a tool is only as good as the people using it. If you don't know how to use it properly, your CRM solution can become a hindrance that's more trouble than it's worth. There are a number of common mistakes that companies make when implementing a CRM solution that make it difficult for employees to adjust to it and take full advantage of its capabilities. 4 Things To Avoid When Implementing A CRM Solution.
The Brooks Group
APRIL 22, 2014
New product launches can be exciting. They can be promising. But the truth of the matter is they’ll have little to no impact on revenue if your sales team doesn’t present your new product to their prospects and customers. Your new product launch isn’t about your new product, it’s about mobilizing your salespeople to sell it. One of the uppermost agenda items on your salespeople's minds is to avoid embarrassment in front of their prospects and customers.
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