The Brooks Group

JULY 8, 2014

Today’s sales managers need to lead and coach their sales force instead of managing and directing the team. Unfortunately, when sales managers aren't coaching - because they don't know how - they tend to get caught up with blaming their reps for failures on the part of the sales team instead of looking at themselves.

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Integrity Solutions

OCTOBER 30, 2019

Whether a salesperson is new to the company or a seasoned high performer, the pressure is on in today’s world: Up your game, add more value, strengthen customer relationships and meet aggressive sales targets—fast. The question is, are sales training efforts keeping up? Sales Training and the “Soft Stuff”.

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Integrity Solutions

JUNE 18, 2021

Salespeople who receive consistent sales coaching outperform their peers and hit their quotas much more often, are more engaged, apply more discretionary effort and stay with their organizations longer. Our Favorite Sales Coaching Articles. The Link Between Coaching Skills For Sales Leaders and Sales Coaching Maturity.

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The Brooks Group

MARCH 22, 2020

Virtual Sales Management. As you are reading this blog, it is our hope that you are both safe and healthy, and also following the guidelines for helping to prevent the spread of the Coronavirus. 5 Virtual Sales Management Best Practices. 5 Virtual Sales Management Best Practices.

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Cesare Ferrari

SEPTEMBER 9, 2023

In the last article, I suggested the importance of cultural sensitivity in international sales, adding that high-performer international sales managers are those who show essential characteristics of cultural skills and cultural sensitivity. Read the full article here ). of our interlocutor is a basic form of respect.

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Integrity Solutions

DECEMBER 15, 2020

You don’t have to look far to find another article or blog post talking about the importance of coaching in the workplace. In the world of sales, coaching is seen as critical for driving growth and developing excellence within sales teams. Both of these results of coaching save the sales manager time in the long run.

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Integrity Solutions

JANUARY 7, 2020

Your sales culture is the sum-total of the attitudes, values and behaviors that permeate your team. The question is, will the sales culture you have today help you meet your goals going forward? Ultimately, the goal of training should be to bring all five dimensions into alignment. By Mike Esterday. Those are important.

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Quantified

OCTOBER 16, 2023

That’s especially been the case in the sales arena where, according to a recent McKinsey report , the effect of ChatGPT and similar generative AI technologies has been nothing short of revolutionary. ” Sales Improvement, Training, and Coaching ChatGPT can be of immense value in helping sales reps improve their selling skills.

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Integrity Solutions

DECEMBER 31, 2018

One way we do that is through our blog , podcast series , videos and research-based content. So here is a look back at just some of what we have seen and been told resonated most this year that could help you have your best 2019: Ethical sales cultures have always been central to everything we teach about selling.

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Integrity Solutions

JUNE 14, 2021

Particularly when it comes to sales, coaches help reps move past their mental boundaries and perform at higher levels than they even realized were possible for them. They gravitate to levels of productivity they think their manager will accept, and soon enough, those levels become fixed beliefs and habits.

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Integrity Solutions

JANUARY 28, 2021

Hiring, training and severance and bonus packages all figure into the hard-dollar costs. firms spend $15 billion a year training salespeople and another $800 billion on incentives. In the meantime, the sales manager has to invest time in helping that new hire get ramped up. Profitability finally comes around month 21.

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The Brooks Group

MARCH 22, 2020

Virtual Sales Management. As you are reading this blog, it is my hope that you are both safe and healthy, and also following the guidelines for helping to prevent the spread of the Coronavirus. 5 Virtual Sales Management Best Practices. 5 Virtual Sales Management Best Practices.

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Spotio

MAY 19, 2023

Sales Content Management Apps in this category help reps organize the content at their disposal, such as blog posts, case studies, white papers and ebooks, and video clips. Sales content management tools are usually used to help sell complicated products and/or services. Consider investing in Brainshark.

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Integrity Solutions

MARCH 4, 2020

Originally published as a guest blog contribution for SellingPower.com by Steve Schmidt. As they weigh purchase options and evaluate vendors, B2B buyers expect sales teams and their companies to behave in ethical ways. . Sales managers also need to be able to coach their salespeople to have those customer conversations effectively.

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The Brooks Group

NOVEMBER 14, 2018

Few jobs are more demanding than that of the sales manager. With just a few tools and techniques for managing your time better, you can stress less, get more done, and spend time on the high-gain activities that move you and your team forward. . Learn how to create a productive sales meeting agenda in this post.

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Integrity Solutions

AUGUST 28, 2019

Simply knowing how to sell doesn’t in and of itself create sales winners. For sales training to help all salespeople grow, we have to search for deeper reasons—the real reasons why people sell or fail to sell. Nearly every organization offers sales training in some form. The Problem With Sales Training.

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Integrity Solutions

NOVEMBER 2, 2018

The three most common SaaS sales challenges can be overcome and lead to breakthrough levels of success. Anyone who’s been in sales will tell you: The job comes with some unique challenges. Another factor is the coaching sales reps get around their beliefs and self-talk. by Boris Zecevic.

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Integrity Solutions

AUGUST 13, 2018

Originally published on The Sales Management Association. Coaching is pivotal to maximizing sales potential. If you’ve been in a sales management position for any length of time, it’s not even news. Use coaching ability as part of their sales manager hiring criteria (+10%). By Mike Esterday.

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Integrity Solutions

JULY 13, 2020

No matter how rapidly and dramatically external events may change, the top sales challenges seem to stay the same, year after year. Why aren’t salespeople and sales organizations able to make much headway in overcoming these common struggles? Sales success is a product of both skill and will. It’s not for lack of activity.

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Integrity Solutions

AUGUST 13, 2018

Originally published on The Sales Management Association. Coaching is pivotal to sales success. If you’ve been in a sales management position for any length of time, it’s not even news. In study after study, coaching is shown to play a key role in driving sales performance and revenue achievement.

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Integrity Solutions

JANUARY 29, 2019

Our research revealed a few reasons: Lack of senior executive sponsorship : “Managers not held accountable for coaching” was one of the top obstacles to providing more coaching. Sales managers’ perspectives : “Managers are too busy” (67%) and “Managers don’t know how to coach” (55%) were other top obstacles.

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Sales Sales Management Management Product Knowledge 77

Rep-Lite

NOVEMBER 14, 2023

Success in medical sales requires resilience, adaptability, and the ability to build lasting relationships with healthcare professionals. In this blog post, we’ll look at everything you need to know about medical sales jobs. Find out how you too can become a part of a winning team! Connect With A Winning Team Today!

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The Brooks Group

APRIL 9, 2019

Follow these 7 secrets to make your transition as successful as possible and solidify not only your legacy, but lasting sales performance improvement for your organization. The first thing you must do as the newly appointed sales leader or sales manager is to understand exactly what is expected of you. download.

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Quantified

FEBRUARY 8, 2023

With that in mind, the real question is: how do you ensure those sales pitches are the best they can be? Personalized one-on-one training sessions can’t be the answer; they take up too many hours. Customer success and RevOps do not separate sales, marketing, or customer service teams. That’s where AI comes in.

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Sales pitches Sales Training Management 52

Medical Device Success

AUGUST 20, 2013

This blog post started with a call from a past client. A non-sales executive manages this salesperson. When I say “non-sales” executive, I mean an executive that does not have professional sales management training and experience. However, it is a fact of business life. You are correct.

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Integrity Solutions

NOVEMBER 12, 2019

Regardless of the changes on the horizon, organizations with sales leaders that can adapt to change and cultivate their sales culture through learning will be the ones able to keep pace and stay productive through any business cycle. This year’s event shed light on some of the more pressing challenges of sales today.

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CloserIQ

NOVEMBER 9, 2018

These sales books offer a full curriculum on enterprise, tackling everything from C-suite lingo to common objections: Read more > Career + Job Advice. 7 skills you’ll need to become a Sales Manager (Steli Efti of Close.io). ” Top Skills for a Sales Resume (Alison Doyle of The Balance Careers).

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CloserIQ

DECEMBER 21, 2018

6 Ways to Come Back from Rock Bottom in Sales (Ken Kupchick of Spiro). ” You’ve Been Promoted to Sales Manager; Now What? “I wanted my sales team to be an exemplar for our customers, to do things better than anyone had ever done them. Career + Job Advice. Nick Hedges of Velocify).

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Recruitment Sales Management Sales Prospecting 58

Rep-Lite

FEBRUARY 22, 2024

In this blog post, we will dive into how to build a sales team for your medical device that can navigate the complex and ever-changing landscape of the healthcare industry. Hire Top Performing Medical Sales Talent Today! That’s why we provide efficient recruitment strategies and targeted training programs.

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Integrity Solutions

MAY 2, 2019

As for the inside sales leaders, the challenges identified by the attendees were a little more spread out, but there was a clear winner: Managers don’t know how to properly coach, and they use “no time” as a justification not to coach. Here are three takeaways that stood out: Align Sales Training With Critical Success Factors.

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Rep-Lite

SEPTEMBER 21, 2024

It’s like having a playbook—everyone knows their position, boosting performance and making sales training more effective. Hiring the Right Talent Hiring the right talent is important for building a high-performing sales team. Let Us Build You A Medical Sales Machine Today! Leading by example is essential.

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Medical sales Sales Medical Medical sales reps 52

Rep-Lite

NOVEMBER 30, 2023

A good sales consultant in this field brings expertise, experience, and a structured approach to help organizations maximize their sales performance and market share. It’s also important that your B2B sales consultant has compliance knowledge, customized strategies, strong interpersonal skills, and training programs.

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The Brooks Group

DECEMBER 28, 2015

Our achievements this year included: Bronze Stevie Award for Sales Training Practice of the Year. Top 20 Sales Training Company, Training Industry. Top 20 Sales Training Company, Selling Power Magazine. 5 Things High Performing Sales Managers Should Be Doing. Top 7 Articles of 2015 .

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Integrity Solutions

JULY 22, 2021

They leave managers who don’t care about them as people, or recognize their innate need to be understood and valued. They leave managers. Turnover rates are not only costly from a recruitment and training standpoint. We’ve all heard this frequently- people don’t leave jobs. The Personal Case for Coaching.

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CloserIQ

DECEMBER 7, 2018

How to Increase Diversity and Inclusion in Your Sales Hiring Process (Alexandra Adamson of Bowery Capital). “Beyond just resume screening, it’s important to eliminate bias during the interview process by properly training your team on interview techniques so hires aren’t made on gut instinct.”. Michael Paladino Jr. of PandaDoc).

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Toolyt

NOVEMBER 9, 2021

Like Oskar Schindler, who by the end of the war, risked his life and spent his fortune to save his workers, the same way even the Sales Rep should at any cost achieve the goals. Meetings & Co-ordination: Key Aspect Of Sales Representatives. Sales Numbers and Revenue: Vital For Sales Representatives.

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Sales CRM Sales process Sales Management 52

PharmaKinnex

MAY 15, 2022

Company executives want to maximize their ROI, achieve higher productivity, optimize efficiency, and boost sales while spending as little as possible. Sales managers are under pressure to meet sales targets while also onboarding, training, and mobilizing new sales reps. Today’s Hiring Market Is A Challenge.

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