The Brooks Group

AUGUST 31, 2015

In the absence of process lives chaos. Imagine how different our experience and outcome might be without good process churning in the background of a hospital operating room or the cockpit of a 747. The same is true with high-functioning selling organizations. A good sales process and corresponding structure fuels superior results. As sales leaders we know from experience, and research confirms, that rigor and discipline around a common language and process dramatically increases the productivit

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Sales Sales process Sales Management Engineering 40

The Brooks Group

AUGUST 20, 2015

You can hope that every member of your team feels a sense of accountability and responsibility for their work, but “Hope is Not a Strategy” and ultimately, humans will always make their own choices. Because accountability is personal and isn’t something that can be forced, building an environment of accountability in your sales team is essentially beyond your control.

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Sales Leads Distribution Training 40

The Brooks Group

AUGUST 18, 2015

The sales manager plays a critical role in determining a sales organization’s success or lack thereof, and that pressure and responsibility requires a unique personality and the willingness to wear many hats. Leading a sales team to high performance levels isn’t a “one size fits all” task, as successful leadership in one company’s culture may not produce the same result in another.

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Sales Management Management Sales Recruitment 40

The Brooks Group

AUGUST 12, 2015

Organizations in which senior leadership publicly supports and sponsors the sales team typically have a healthy sales culture, and a healthy sales culture is what drives solid top-line results. Regardless of whether senior executives have a business development, operational or engineering bent, they need to foster a solid sales culture if they want the best sales results.

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The Brooks Group

AUGUST 7, 2015

The culture that exists within an organization is as unique as a thumbprint, and once it has been established, it’s difficult to change. In order to develop a culture of loyalty within your sales team, you must create an environment in which people feel a sense of commitment to help the organization achieve its mission. Ultimately, the sense of commitment is founded in trust in the leadership and trust in the company to deliver on it promises.

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Sales Management Training 40

The Brooks Group

AUGUST 3, 2015

Hyper Focus on Revenue, Good or Bad? I had an interesting conversation recently with a global VP of Sales who warned me that he was about to say something shocking. “I need for my team to stop being so revenue obsessed,” he said. “Don’t get me wrong, I still care about revenue and results. But our future demands that we think differently.”. He went on to explain that in raising a generation of hunters, they have programmed a heavy focus on numbers, reports, and lagging results.

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