The Brooks Group

FEBRUARY 12, 2020

At The Brooks Group, we spend a lot of time helping to instill confidence in sales professionals – leading them through a training process that often has them challenging their existing sales conventions. So how can you fortify your sales professionals to go fishing with the big boys (and girls)?

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Sales Prospecting Training Sales Management 72

The Brooks Group

FEBRUARY 20, 2020

Instead, businesses are looking for a trusted advisor – someone knowledgeable on their company and its objectives, and able to suggest specific solutions, in detail, that will support greater efficiencies or increased sales. That’s why getting out there can be a great ally in this effort. 5 Keys to Being a Trusted Advisor.

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Sales Training Prospecting Sales Management 52

Spotio

JUNE 19, 2022

What sales activities should you report on a daily, weekly or monthly basis? Achieving consistent sales growth for your organization is critical to long-term success. One way companies are doing this is with the use of sales reports. Daily Sales Activity Reports. Daily Sales Activity Reports.

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The Brooks Group

AUGUST 1, 2018

It comes every year, and still it always seems to sneak up on us: the National Sales Meeting. But if you truly want your national sales meeting or sales kickoff meeting to be a success, you need a solid action plan. Instead, consider choosing an area of focus that aligns with the growth strategy of your sales organization.

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Sales Training Sales conference CRM 45

The Brooks Group

FEBRUARY 25, 2019

More companies are taking humility into account in making hiring and promotion decisions, most notably for senior executives and frontline managers. Here’s what it means to be a humble leader, and 5 reasons why humility and leadership go hand in hand. Here’s why that matters. What It Means to be a Humble Leader. Conclusion.

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Management Leads Sales Consulting 53

The Brooks Group

JUNE 12, 2017

Warmer weather and kids out of school means vacation mode for your prospects—and unfortunately—slowed sales growth for your team. Summer can bring sales slumps in many industries, but the slowed pace of business doesn’t mean your sales team can’t be productive. Plan a Sales Contest. Invest in Training.

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Sales Prospecting Training Sales process 53

The Brooks Group

JANUARY 18, 2016

As sales leaders, we know that a business can’t grow without great people, and yet many companies don’t place enough emphasis on designing and executing a rigorous selection process. Here are 3 reasons why talent selection deserves your immediate attention. Paul Russell.

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Training Sales Management Sales Management 40

The Brooks Group

SEPTEMBER 11, 2018

Your sales representatives must be capable of selling not only your product, but also of selling themselves as strategic advisors capable of helping solve their prospects’ and customers’ business problems. A sales rep must focus less on transactional sales, and more on building long-term relationships with your customers. .

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The Brooks Group

MAY 8, 2014

As a sales leader in your company's sales department, you're ready to implement a CRM platform. A recent research study we conducted told us: Only 43% of salespeople report that their organization's CRM solution is helpful to their sales efforts, and. Defining The Sales Process. But you know who isn't thrilled?

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Sales process CRM Sales Sales Management 40

The Brooks Group

SEPTEMBER 12, 2019

Now, instead of focusing on transactional sales, salespeople must be capable of building long-term relationships beyond the initial sale and maintaining their standing as trusted business advisors to your customers. A consultative sales approach is the skill they need in order to do that. This is a mistake.

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Consulting Sales Prospecting Training 40

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. The 8 Components Of A Best-In-Class Sales Management Process. Recruitment – Regardless of industry, recruiting top sales performers is the very cornerstone of any sales management process.

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Sales Management Management Sales Training 40

Evolve Your Success

MARCH 12, 2024

When Brooke Elliott got the chance to mentor medical sales reps to become the industry’s next-generation leaders, she found fulfillment in becoming a full-time coach. Brooke is the Founder of Be Complete Coaching and Consulting LLC and former Leadership Development and Education and Enablement Executive in the medical sales space.

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Medical sales reps Medical sales Medical Sales 52

The Brooks Group

JUNE 16, 2015

There are hundreds (if not thousands) of blog posts about the most important characteristics sales leaders demonstrate. Still more provide readers with tips and tricks for getting sales teams to take action toward desired outcomes. Instead of trying to control the uncontrollable world around them, the best sales leaders look inward.

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Sales Prospecting Training Sales process 40

The Brooks Group

AUGUST 20, 2015

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. What great sales leaders can do, however, is create an environment in which individual choices are aligned with corporate mission values.

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Sales Leads Distribution Training 40

The Brooks Group

SEPTEMBER 23, 2014

In some cases, it can be a good thing, as company founders will often pass down their skills and knowledge to the next generation of their family. This is especially true when nepotism manifests itself in the form of underperforming salespeople who only keep their position because they are personally close to the founders of the company.

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Sales Management Management Sales Training 40

The Brooks Group

AUGUST 10, 2011

Last May, my good friend and fellow sales trainer here at The Brooks Group, Tony Smith , wrote that Cold Calling 2.0 Here’s why. Prospecting is the lifeblood of your sales career. In our sales training programs , we teach a front-end loaded process called IMPACT Selling.

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The Brooks Group

FEBRUARY 5, 2020

Many sales teams aren't doing all that they can to maximize revenue, even if they think that they are. Sales optimization is a paradigm that seeks to change that. In many leadership models, if the sales teams are reaching their numbers, it's assumed that little needs to change. What is Sales Optimization?

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Sales Training Sales Management Management 82

The Brooks Group

SEPTEMBER 20, 2017

Should your sales managers be responsible for meeting their own individual quota? Or is the “Selling Sales Manager” function flawed? There is inherent conflict if a sales manager is required to supervise, coach, and mentor people while also carrying a separate quota. Training and coaching the team to improve performance levels.

Sales Management 65

Sales Management Management Sales Training 65

The Brooks Group

SEPTEMBER 20, 2017

Should your sales managers be responsible for meeting their own individual quota? Or is the “Selling Sales Manager” function flawed? There is inherent conflict if a sales manager is required to supervise, coach, and mentor people while also carrying a separate quota. Training and coaching the team to improve performance levels.

Sales Management 60

Sales Management Management Sales Training 60

The Brooks Group

NOVEMBER 26, 2018

This post will dive into the tactics for asking great follow-up questions specifically for sales conversations. At The Brooks Group, we also help clients optimize the hiring process, and follow-up questions—especially behavior-based questions—are extremely important in that context as well. What Is a Sales Follow-up Question?

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Sales Prospecting Sales process Consulting 49