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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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

The Brooks Group

MARCH 13, 2014

We're constantly being asked by our clients about where sales managers should be spending their time. No matter what one’s position in life may be, whether it’s a CEO, Vice President of Sales, Regional Sales Manager, President of a country or the general of an army, there is one common characteristic.

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The Brooks Group

SEPTEMBER 23, 2014

Getting through to a difficult salesperson requires the right kind of sales management skills. At The Brooks Group's Sales Management Symposium , you'll learn communication strategies that allow you to adapt coaching and get through to each member of your team, among other sales management stratgies and tactis.

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Sales Management Management Sales Training 40

Medical Device Success

AUGUST 7, 2013

The Field Sales Evaluation is one sales management tool that can help make sales people more productive. It is constructive in its approach to the manager and the sales person. This tool is an important part of closing the loop in sales management and leadership. It is easy to do.

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Medical Device Success

APRIL 26, 2020

Reading time: 2 – 3 minutes The Medical Device Success podcast series has been downloaded in 65 countries! This was an eye-opening discovery when I was poking around my download statistics. The Medical Device Success podcast series has been downloaded in 65 countries! I haven’t….yet. With this new discovery, I will.

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Sales Sales process Medical Marketing 100

Medical Device Success

SEPTEMBER 2, 2013

If you are a medical device sales manager, are you getting the most out of your team? A Sales Plan is a good start. Key Strategies and Tactics to Attain Sales Goals. In the Free Downloads page you will find the above outline as a spreadsheet with some simple formulas built in. Reading time: 5 – 8 minutes.

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Sales Sales goal Sales Management Doctors 100

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.

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The Brooks Group

JULY 27, 2016

As with great coaches, top sales leaders make a difference. Contrarily, many “rookie” sales managers remain rookie throughout their entire career. Great sales leaders drive growth and impact financial results. Too frequently, rookie sales managers behave like glorified sales reps. Our best (and worst!)

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The Brooks Group

NOVEMBER 10, 2016

Most sales leaders know they should be coaching their reps more. But sales coaching is a broad idea—and its interpretation is often left to chance. According to the Sales Management Association , formal sales coaching strategies tend to be poorly executed or non-existent. Use them to your advantage.

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The Brooks Group

JULY 23, 2019

As one of the original 10 employees and the first sales manager and director, I’ve had the privilege of helping to build this culture from scratch. And this was perfect for me, a self-confessed goof -- and an obsessive sales manager. Weekly Sales Team Meeting Agenda Template.

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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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The Brooks Group

DECEMBER 21, 2016

But sales leaders need more than just passion and inspiration—they need an action plan. The Sales Management Symposium gives sales managers the right tools and a solid plan to improve their sales leadership skills and measure immediate improvement in their sales force. Use them to your advantage.

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Sales Sales Management Sales Strategy Training 49

The Brooks Group

MAY 13, 2016

Define your sales management process. Unless you clearly articulate what “good” sales management looks like, it’s difficult to coach to it. In other words, the behavioral expectations you have of your managers needs to be defined and observed. NOTE: Our sales training tools are designed to make your life easier.

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The Brooks Group

MARCH 9, 2016

Gamification in Reinforcement: Involve front-line sales managers in rewarding salespeople who implement classroom training in the field. Competition is an excellent motivator for sales teams, but left unchecked it can stifle idea sharing and collaboration. NOTE: Our sales training tools are designed to make your life easier.

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Sales Competition Training CRM 63

The Brooks Group

MAY 17, 2016

[Don't miss the free download at the end of this post]. We’ve already dug into One-to-One Sales Meetings and Sales Team Meetings , so check them out in case you missed them. Today we’re discussing Joint Sales Calls —an opportunity for a sales manager to observe a rep during a live selling scenario.

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The Brooks Group

JUNE 12, 2014

The first step to building a sales coaching culture is to get the senior management of the organization to understand and be 100% committed to three things: Ongoing training. Allowing the sales managers the time and latitude to get into the field and. Make it part of their ongoing way of working with their sales team.

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The Brooks Group

FEBRUARY 7, 2016

It seems logical—you need to fill a sales management position, so you promote the top performer on your sales team. While this may feel like the natural order of things, sales is one of the few professions where top performers don’t need to pursue a management role to advance their career.

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The Brooks Group

JUNE 7, 2016

Research from The Sales Management Association indicates that these firms have 10% greater sales growth rates, and 14% better sales and profit objective achievement. . Take Action: Define your sales process vocabulary and include it in every new sales rep’s training. Learn More. . .

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Integrity Solutions

AUGUST 28, 2019

Our research with The Sales Management Association uncovered what leading companies do that drives up to 20% greater sales performance. By connecting knowledge, skills and values in your sales training and coaching efforts, you can empower all of your salespeople to unlock their own personal leverage points of success.

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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. Fill out the form below to request your free Strategic Account Management Training Info Packet today! . The 10 Most Common Sales Management Mistakes.

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The Brooks Group

JUNE 1, 2016

Over the past month we’ve highlighted each of the 5 high-gain coaching activities that EcSell Institute —a research firm specializing in sales coaching, leadership, and management—has identified through their research as having the greatest impact on a sales rep’s ability and willingness to produce at higher levels.

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The Brooks Group

NOVEMBER 25, 2015

In that spirit, we’ve collected 7 of the year’s most popular sales leadership posts to inspire you to focus on your own leadership development while improving the performance of your team. Check out the top 7 sales leadership articles in 2015. 5 Things High Performing Sales Managers Should Be Doing.

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The Brooks Group

MAY 23, 2016

We’ve already dug into One-to-One Sales Meetings , Sales Team Meetings , and Joint Call Sales Plans , so check them out in case you missed them. Today we’re discussing Evaluation and Feedback —the opportunity you have as a sales manager to deliver feedback to your reps for the purpose of performance improvement.

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Pharmaceutical Technology

SEPTEMBER 14, 2022

Commercial dose companies in contract marketing help in strategically positioning the products in the market, enabling patients to reap maximum benefit from it and transforming its sales management strategies. Discover the leading commercial dose companies in contract marketing. Contract marketing of commercial doses.

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Leads Marketing Sales Management Manufacturing 40

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. Fill out the form below to request your free Strategic Account Management Training Info Packet today! . The 10 Most Common Sales Management Mistakes.

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Integrity Solutions

JANUARY 15, 2020

In all cases, they’ll need the support of an effective sales manager who’s committed to coaching not just on skills and numbers but also on developing a sales mindset.

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The Brooks Group

JULY 17, 2015

Develop a Culture of Sales Coaching Excellence. If you have team members who need improvement, a targeted coaching plan can be beneficial in improving sales performance. Front line sales managers often fall into the trap of compensating for a rep’s poor performance (closing sales for them, avoiding tough conversations, etc.),

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The Brooks Group

MARCH 9, 2020

Sales Management Training. We know your sales management leadership team is likely busy, and they may not think it’s worth the investment of time to onboard some of the same lessons your sales team is benefiting from. If we can help you to maximize your sales training ROI beyond the classroom, please let us know.

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The Brooks Group

APRIL 8, 2014

This is a little-known, yet crucial factor that's present in top sales organizations. Sales & Sales Management Hiring & Selection Process. Top sales organizations have a screening and selection process in place that ensures only top talent is brought into the organization.

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Sales Sales Management Management Sales experience 40

The Brooks Group

DECEMBER 9, 2015

NOTE: Our sales training tools are designed to make your life easier. The 10 Most Common Sales Management Mistakes. What if you could access over 35 years of experience in sales and sales management in an easy-to-read reference guide? Sales Culture Learn More. Use them to your advantage.

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Sales Sales Management Sales process Management 40

Pharmaceutical Technology

SEPTEMBER 15, 2022

The list includes companies that provide various products and services, including: API development, manufacture, and supply GMP manufacturing Industrial-scale manufacturing of complex molecules API distribution Analytical services and regulatory support Manufacturing to support clinical trials Process development Tech transfer and scale-up management (..)

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Leads Marketing Pharmaceutical manufacturing Sales Management 40

The Brooks Group

NOVEMBER 9, 2015

NOTE: Our sales training tools are designed to make your life easier. The 10 Most Common Sales Management Mistakes. What if you could access over 35 years of experience in sales and sales management in an easy-to-read reference guide? Sales Meetings Learn More. Use them to your advantage.

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The Brooks Group

FEBRUARY 14, 2018

One of the best ways your salespeople can build their confidence in sales is to surround themselves with successful, goal-oriented people. The sales manager should set the example by being positive and confident themselves, and avoiding negativity when possible. Positive, optimistic people motivate us to achieve.

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The Brooks Group

MAY 4, 2016

It’s widely accepted by this point that sales coaching is the activity with the greatest impact on sales effectiveness. Looking for the roadmap to building and leading an elite sales team? NOTE: Our sales training tools are designed to make your life easier. The 5 Fundamental Skills of World-Class Sales Managers.

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CloserIQ

OCTOBER 30, 2018

Training Industry reports that ROI on sales training increases from 22% to 88% when reps receive in-field coaching and reinforcement. Ongoing training requires a commitment from sales managers to regularly evaluate performance and discuss opportunities for improvement.

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The Brooks Group

AUGUST 5, 2013

NOTE: Our sales training tools are designed to make your life easier. The 10 Most Common Sales Management Mistakes. What if you could access over 35 years of experience in sales and sales management in an easy-to-read reference guide? Sales Team Motivation Use them to your advantage.

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