The Brooks Group

MARCH 16, 2020

So, you’ve embraced the concept of consultative sales training; you understand your responsibility as a trusted advisor to be attentive and to put your client first, and you’re ready to take your new mandate to the field. The Roles of Urgency and Patience in Consultative Selling. Grow Your Customer Relationships.

Consulting 52

Consulting Sales Training Competition 52

Medical Device Success

AUGUST 20, 2013

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. Most small companies can’t afford to have a trained HR person on staff. This is a very common situation in small companies.

Sales 100

Sales Sales Management Management Medical 100

Medical Device Success

JANUARY 8, 2011

Hire consultant to assist project manager and IT with install and testing. Write draft lead management protocol by February 11. Train various users and stakeholders by March 25. With help of consultant, create training agenda and curriculum. With help of consultant, create training agenda and curriculum.

Leads 100

Leads Management CRM Training 100

Integrity Solutions

MAY 13, 2021

No wonder sales managers are worried about whether they have the teams in place to recapture lost ground and take advantage of a rebounding economy. But many of these fundamentals aren’t being addressed through typical sales training and coaching efforts. Best Practices of World Class Sales Organizations.

Ethics 203

Ethics Sales Sales process Training 203

The Brooks Group

FEBRUARY 21, 2018

As a sales manager, you can help your sales team tap into the revenue potential of their existing customer base by coaching them on these essential skills. Asking these questions not only ensures customer satisfaction, it will clue your sales reps into new business opportunities that may exist. Be Consultative.

Sales Management 64

Sales Management Training Sales Management 64

Evolve Your Success

JANUARY 31, 2023

They bring coaching and training solutions to sales reps, and get them to sell effectively to their customers all based on integrity and driving true value to the providers. Through a series of meetings, we develop a process or a system that best addressed the sales or leadership training needs of that organization.

Medical sales 162

Medical sales Sales Medical Training 162

The Brooks Group

FEBRUARY 21, 2018

As a sales manager, you can help your sales team tap into the revenue potential of their existing customer base by coaching them on these essential skills. The Strategic Account Management Training Program will help your salespeople master the art of organizing, managing, and growing their most profitable business accounts.

Sales Management 61

Sales Management Training Sales Management 61

The Brooks Group

AUGUST 8, 2019

The goal of our most recent survey was to gauge the current state of sales performance and sales challenges among the group of participants we polled. The respondents consisted in majority of sales leaders and sales managers, with various other vital roles weighing in as well.

Sales 76

Sales Consulting Competition Management 76

MaBiCo

MARCH 27, 2024

This includes not only the salary, but also expenses, training costs, benefits, and incentive pay. Recovery Time: Recovering from the mistake of hiring the wrong person for a sales job takes time. Finding great salespeople is like solving a puzzle, and teamwork between sales and HR matters a lot.

Medical sales reps 98

Medical sales reps Recruitment Medical sales Sales 98

The Brooks Group

NOVEMBER 1, 2016

If you’re looking to deliver sales training to your sales team, you’ve probably spent a good deal of time researching. Most companies will first determine the areas their team needs training in, then narrow down the sales training firms that they think will deliver the best results. Real Sales Experience.

Sales 53

Sales Training Sales experience Sales Management 53

Quantified

MARCH 9, 2023

The best way for reps to acquire needed people skills is through coaching by a more experienced colleague, usually a sales manager. In fact, almost half of sales managers (47%) spend less than a half hour per week coaching each individual on their sales teams.

Sales 52

Sales Sales Management Training Management 52

PM360

JULY 13, 2023

This means offering services such as online appointment scheduling, virtual consultations, and round-the-clock access to health information. Provide continuous support to resolve any technical issues and training to ensure users can effectively use the product. Remember, launching the product isn’t the end of the process.

Healthcare 98

Healthcare Healthcare Consulting Healthcare Provider 98

The Brooks Group

OCTOBER 4, 2019

Onboarding new sales reps effectively is a critical success factor when it comes to retention and performance levels. Unfortunately, it’s an area that most sales organizations struggle with. Increasingly expensive sales turnover makes poor onboarding an unacceptable problem. 7 Steps to Onboard New Sales Hires Effectively.

Sales 51

Sales Training Sales process Sales Management 51

The Brooks Group

OCTOBER 11, 2017

Unfortunately, many salespeople sell on price—and that’s because they’ve never been trained in the skills necessary to build value and negotiate effectively. Train Your Sales Team in Negotiation Techniques. Learn more about planning a sales meeting that gets results here. World-class sales managers are no different….

Sales 56

Sales Training Sales Management Prospecting 56

Evolve Your Success

JUNE 28, 2022

In this second segment of a two-part interview, serial entrepreneur Jeff Smith shares how he found his passion and mission through pharmaceutical sales. He now provides consulting and advisory services to companies using innovation and technologies to solve problems. As consultants, they designed this thing and it was amazing.

Sales 130

Sales Pharma Medical sales reps Medical sales 130

The Brooks Group

FEBRUARY 23, 2009

The Brooks Group and its IMPACT Selling® System were recognized as a finalist for Sales Process of the Year™ during the celebration hosted at Las Vegas' famed Caesar's Palace. This year, the Stevies received more than 500 entries from companies of all sizes and industries, competing for awards in 40 categories of sales and service.

Recruitment 40

Recruitment Sales Sales process Sales Management 40

The Brooks Group

FEBRUARY 23, 2009

The Brooks Group and its IMPACT Selling® System were recognized as a finalist for Sales Process of the Year™ during the celebration hosted at Las Vegas' famed Caesar's Palace. This year, the Stevies received more than 500 entries from companies of all sizes and industries, competing for awards in 40 categories of sales and service.

Recruitment 40

Recruitment Sales Sales process Sales Management 40

The Brooks Group

MARCH 4, 2020

Today, however, the buddy system is all but dead in the consultative sales process. This changing landscape has given rise to the “strategic advisor” concept of consultative sales, and though, comparatively, it may seem like “all business” compared to the buddy sales approach of the past.

Consulting 52

Consulting Sales Sales process Sales Management 52

Quantified

JUNE 1, 2023

That’s why your top sales reps, the champions of your business, can make terrible managers. As the founder of RevDimensions, LLC a specialty consulting firm that helps SaaS companies grow and optimize their sales teams, Eric Nelson has seen this play out at companies repeatedly. New managers need to be just as coachable.

Management 52

Management Sales Sales Management Training 52

The Brooks Group

FEBRUARY 25, 2020

As the director of talent management consulting here at The Brooks Group, I have found these four keys to be most useful in ensuring your feedback lands with the desired intent: Objective Coaching. I train a variety of sales managers on how to conduct assessments that can enlighten us on a variety of traits of our sales professionals.

Sales 52

Sales Sales Management Management Training 52

Medical Sales News

OCTOBER 12, 2021

B: budget, budgeted goals, budgeted sales goals, build, B2B, B2C, brand, branding, brand management, business development, business plan. U: unite, use, update, utilize, upgrade. V: vendor, value, value-added.

Medical sales 52

Medical sales Sales Medical Interpersonal Skills 52

Medical Device Success

FEBRUARY 2, 2011

One company where I worked as the leading marketing and sales executive did not have true trade show planning when I came on board. Their planning consisted of who is going, what instruments to ship, scheduling some sales training, hotel arrangements, etc. Overall sales of $XYZ,000. We changed that.

Sales 100

Sales Sales goal Marketing Leads 100

Salesforce

JULY 23, 2021

It also doesn’t hurt to check with a sales manager to see if there are pricing discounts available, or if you can offer the customer a free trial. At the end of the day, reps should see themselves as consultants who are trying to help more than they’re trying to sell.

Sales 98

Sales Prospecting Sales process Sales Management 98

The Brooks Group

FEBRUARY 26, 2020

Change, for the win: Consultative Selling Habits. Top-performing consultative sales professionals, too, tend to spend time counting their hoard, and at times struggle to find the motivation to expand their consultative selling horizons to add new clients, and to conquer larger frontiers.

Management 52

Management Consulting Sales Prospecting 52

Healthcare Success

FEBRUARY 24, 2025

Dollars : The financial cost of missed opportunities or poor sales practices. Using this ratio and his years of sales leadership training expertise, Chris helps sales leaders make smarter decisions about where to invest their time and energy in client relationships. Prioritize development and tracking sales activities.

Sales 65

Sales Healthcare Healthcare Prospecting 65

Evolve Your Success

JUNE 21, 2022

By day, I was taking eight hours of Mandarin training. It was the best training I’ve ever had. I went eight quarters as a spine consultant in the Bay Area. I was going through this regional sales manager job. That woman was a better salesperson, a better manager, and more mature. It’s outside of school.

Sales 130

Sales Pharma Pharmaceutical Sales Medical 130

The Brooks Group

MARCH 21, 2020

So, what can you do, as a sales manager, to motivate your sales professionals during these times of Zoom meetings, at-home schooling, and isolation? 5 Tips to Sustain Sales Performance. Your posture should be service-minded and consultative – listen and get an understanding of what their biggest challenges are right now.

Sales 52

Sales Training Sales Management Consulting 52

Spotio

DECEMBER 26, 2022

Key Responsibilities of Telecommunications Sales Positions. So, what exactly do people in telecom sales positions do? First, telecom sales managers are the ones that organize the team and get it ready for action. They take on the responsibility of hiring and training new sales reps to create the best possible team.

Sales 52

Sales Prospecting Sales Management Management 52

Rep-Lite

MAY 10, 2024

The rise of telehealth is altering the way healthcare is delivered, and medical sales are following suit. The proliferation of telehealth solutions has led to a significant rise in virtual sales interactions and consultations, with healthcare providers and decision-makers embracing remote communication channels.

Medical sales 52

Medical sales Sales Medical Medical sales reps 52

The Brooks Group

MARCH 27, 2014

At any rate, while not that frightening, this short story can provide good food for thought as you think through the structure of your sales compensation plan. Research shows it, your experience tells you it’s true and there is little doubt that the closer a sales compensation plan is tied to performance the better that performance will be.

Sales 40

Sales Sales Management Management Consulting 40

The Brooks Group

OCTOBER 17, 2018

In order to effectively manage your team members’ sales performance, you must take a holistic approach and enable the most important players on your sales team—your sales managers. Steps You Can Take to Implement a Sales Performance Management Approach. Focus on Good Management.

Management 40

Management Sales Sales pipeline Sales Management 40

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. In today’s RevOps structures, sales and marketing teams work together to stay on the same page.

Sales pitches 52

Sales pitches Sales Training Management 52

Evolve Your Success

DECEMBER 6, 2022

I partner with the imaging account manager, which is the total sales rep that covers all product lines. I do consultative sales to go ahead and do site visits with the customer. ” Are you responsible for the sales of these products? Is it strictly consultative and education-based? Come on over.

Sales 130

Sales Medical sales Medical Management 130

Evolve Your Success

OCTOBER 31, 2023

Tell the audience what exactly that means in the context of a traditional medical sales role. Our field clinical engineers are what we call expert consultants in the field of neuromodulation. We assist with training the physicians. I’m sales rep Joe. I’ve always been based on neuromodulation.

Engineering 130

Engineering Sales Medical sales Medical 130

The Brooks Group

FEBRUARY 20, 2020

By the time these prospects are consulting you as their trusted advisor, they really need you to paint the vision – how will your offering benefit me? Exposure – As a sales training professional, I never thought I’d be advising clients to start an Instagram page or to talk about the myriad benefits of YouTube.

Sales 52

Sales Training Prospecting Sales Management 52

Evolve Your Success

AUGUST 23, 2022

I hit the ground running, driving all over the state, signing up the first customers and then hiring our 1st sales rep and 2nd sales rep. I moved into a sales management position. I was in charge of managing my book of business as well as interviewing, hiring and managing the reps. He could say yes.

Sales 130

Sales Medical sales Doctors Medical 130

Map My Customers

AUGUST 10, 2022

Spotio Spotio is a mapping and sales engagement software that is great for business-to-consumer door-to-door sales teams. The platform centralizes all sales activity, helping sales reps increase effectiveness when out in the field while also helping sales managers track their teams and manage sales territories more efficiently.

Sales 97

Sales Prospecting CRM Leads 97