The Brooks Group

MARCH 18, 2020

My particular interest around this topic, understandably, is based on observations I’ve made after years of leading our IMPACT Sales training program here at The Brooks Group. My goal, then as in now, is simple: Get the Sales Training lessons to stick – PERMANENTLY. Driving Adoption (1-8 Weeks Post Sales Training).

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Training Sales Sales Management Management 52

The Brooks Group

MARCH 3, 2020

So, you’ve decided to choose a sales training provider to assist you in beefing up your sales team – congratulations! Some companies are simply unwilling to devote the time and resources necessary to get to the heart of sales self-improvement – so you’ve crossed the first hurdle. Innovative offerings or delivery methods.

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Training Sales Sales Management Management 52

The Brooks Group

SEPTEMBER 25, 2017

Time management is one of the most important priorities for a sales manager. The best sales managers know they need to be dedicating a significant amount of their time each week coaching their salespeople—but which group will bring in the best return on coaching investment? Finding and Keeping Top Sales Talent.

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Sales Management Management Sales Competition 56

The Brooks Group

APRIL 24, 2017

My brother and I were chatting in the Atlanta airport on our way to a meeting in Phoenix a few weeks ago and I jokingly asked him, “What are the top 10 things a sales rep should never say to a sales manager?” The Top 10 Things a Sales Rep Should Never Say to a Sales Manager. . Wait until next month.

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Sales Management Sales Management CRM 53

The Brooks Group

DECEMBER 10, 2018

A sales training initiative can be one of the most impactful things you can do to improve your organization’s success. In over 40 years in the industry, we’ve learned that the ROI for a sales training initiative is greatest when live instructor-led training is followed up by a strategic sales training reinforcement program.

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Training Sales Sales Management Sales Strategy 40

The Brooks Group

DECEMBER 10, 2018

A sales training initiative can be one of the most impactful things you can do to improve your organization’s success. In over 40 years in the industry, we’ve learned that the ROI for a sales training initiative is greatest when live instructor-led training is followed up by a strategic sales training reinforcement program.

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Training Sales Sales Management Sales Strategy 40

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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Sales Management Management Sales Leads 40

The Brooks Group

MARCH 25, 2014

The 12 Universal Sales Management Truths were developed by the late Bill Brooks, founder of our company and my father. He was a student of his craft and distilled his experience of the way the most successful sales coaches grew top-performing sales teams. and developed the 12 Universal Sales Management Truths.

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Sales Management Management Sales Recruitment 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

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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Sales Management Management Sales Regional sales 40

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

The Brooks Group

JUNE 17, 2015

There are really 2 broad categories or ways of thinking about sales training: public sales training seminars and in-house sales training. Let’s take a look at each and break down the best ways to make the most of in-house sales training. Make training varied and interactive.

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Training Sales Competition Sales Management 40

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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Training Sales Sales Management Management 18

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. Leadership Development Sales Coaching

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Sales Sales Management Training Management 49

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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Management Sales Sales Management Training 61

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. Invest in product training for your salespeople, so they can easily identify opportunities for cross-selling and up-selling. Invest in Training.

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Sales Management Training Sales Management 64

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.

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Sales Management Training Sales Management 61

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.

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Sales Training Sales process Sales Management 51

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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Sales Sales process Sales Management Management 75

The Brooks Group

MARCH 9, 2016

Here are 3 ways that gamification promotes a high performing sales culture. The right training is critical to the performance of your sales team, but it’s probably not something that they immediately associate with fun. NOTE: Our sales training tools are designed to make your life easier. Sales Culture

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Sales Competition Training CRM 63

Spotio

FEBRUARY 6, 2023

This stat might be less surprising when you learn that companies spend 5x more on hiring a sales rep than they do training them. Poor sales training is a problem that persists in any industry. Sales enablement. Creating sales plays, content, and training for reps to leverage at each stage of the journey.

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Sales CRM Training Leads 98

The Brooks Group

MARCH 4, 2019

Research from The Sales Management Association reveals that these firms have 10% greater sales growth rates, and 14% better sales and profit objective achievement. Establish Expectations and Provide Training and Support. A training program that teaches new sales hires a consistent sales process is a must.

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Sales Training Sales Management Sales territory 68

The Brooks Group

MARCH 18, 2019

Tip #4: Provide Sales Enablement Resources. A customized sales training program overcomes the challenge of influencing and improving a sales team that doesn’t report directly to you. The most effective channel sales training programs are designed with input from both the manufacturer and the dealer.

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Sales process Sales Training Sales Strategy 70

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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Sales Sales Management Training Management 40

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. The 5 Fundamental Skills of World-Class Sales Managers.

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Sales Sales Management Training Management 40

The Brooks Group

JANUARY 7, 2019

Sales training is essential to an organization's success, and it's a powerful tool for developing the full potential of every sales rep. Not all sales training programs are created equal, however, and the success of a program is due in large part to the individual delivering it. Is Intellectually Curious.

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Sales Training Sales experience Sales Strategy 58

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

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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Sales Sales Management Training Management 49

The Brooks Group

MARCH 10, 2020

Inside sales representatives – those dogged pharaohs of the phones, sultans of the speed dialers, and executors of the Excel files – play a critical role in establishing the tone and tenor of the seller-buyer relationship. If we can help you set your team up for consistent sales success, let’s start a conversation. DOWNLOAD NOW.

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Consulting Sales Training Sales Management 52

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.

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Sales Training Sales experience Sales Management 53

The Brooks Group

FEBRUARY 25, 2020

A feedback session will almost always trigger some sort of an emotional response in the person receiving the critique – and though it’s impossible for us to manage how the person takes what we are saying, we can do our best to maintain objectivity as a means of keeping the channels of communication unblocked. Observant Sales Management.

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Sales Sales Management Management Training 52

Quantified

JULY 19, 2022

They can, therefore, better engage customers throughout the sales funnel. Email tracking tools allow users to keep track of emails and gather analytics like email open rates, the number of downloads of email attachments, and the number of clicks on links in an email. Sales Coaching Platform. Training and Onboarding Tools.

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Sales Sales pipeline Sales process Prospecting 52

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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Sales Sales Management Management Leads 53

Spotio

JUNE 29, 2023

Internal Challenges What internal factors prevent field sales teams from doing their jobs? Survey respondents in both sales management and representative roles explain the obstacles they face. Sales reps and sales managers have different jobs.

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Sales Sales process Sales Management Prospecting 52

Spotio

AUGUST 15, 2023

Suggested episodes: Boosting Sales Performance: Unearthing the Potential of Women in Sales with Lauren Bailey A Holistic Approach to Compensation Structuring with Scott Barton The Elements of a Great Sales Manager with Todd Caponi Advanced Selling Podcast Bryan Neale and Bill Caskey host the “longest-running sales podcast in podcast history.”

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Sales B2B Sales Sales pipeline Prospecting 52

The Brooks Group

APRIL 4, 2018

You should have objective entry and exit criteria for each stage based on customer actions – and your sales team should know the stages and criteria like the back of their hands. Train, coach, and reinforce accurate use of entry and exit criteria with your salespeople to keep the data clean. LEARN MORE. Use them to your advantage.

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Sales Sales Management Training CRM 40

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. That’s up to the company to offer adequate product training.

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