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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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. We discuss what may change in the sales process. The Medical Device Success podcast series has been downloaded in 65 countries!

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Sales Sales process Medical Marketing 100

CloserIQ

OCTOBER 30, 2018

If you consider sales training to be the first of several steps toward boosting profits, it’s easy to see why it’s such a crucial investment. Sales training lays the foundation for future revenues by increasing your team’s satisfaction, loyalty and competence, all of which improve their interaction with the customer.

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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

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. In most organizations, we see: 20% of all salespeople reach high sales levels. 20% produce unacceptable sales volumes.

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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 9, 2019

So, you’ve taken on a role as the leader of an existing sales team. Whether you’ve been brought on board to turn around an underperforming sales team with a winning sales strategy, or it’s just a standard changing of the guard, this is your opportunity to make an impact. What are the numbers you need the sales department to hit?

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Spotio

NOVEMBER 28, 2022

Looking for a set of tools to boost your sales productivity? Between prospecting and cold outreach, data entry, disorganization, and getting stuck in the inbox, sales productivity is hard to come by. How Can Tools Help Maximize Sales Productivity? 14 Best Sales Productivity Tools. That’s 15 full days every year.

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Spotio

FEBRUARY 6, 2023

On average, 50% of a sales rep ’s time daily is wasted on the wrong prospects. 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. What Is Sales Enablement?

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Sales CRM Training Leads 98

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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The Brooks Group

SEPTEMBER 23, 2014

When considering how to deal with underperforming salespeople who are close to the founder, it is important that you make the issue known and begin planning a course of action; otherwise, red circle sales professionals can lead to grave issues. Getting through to a difficult salesperson requires the right kind of sales management skills.

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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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Integrity Solutions

JANUARY 15, 2020

It’s within their reach, you think, if only they’d increase their sales activity. And until you get to the root of the issue- their sales mindset- both of you will continue to be frustrated. This isn’t a new problem in sales, but it’s becoming increasingly prevalent in today’s business environment.

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The Brooks Group

JULY 23, 2019

This guest post comes from Dan Tyre , Sales Director at HubSpot. Dan is skilled at inbound marketing, inbound sales, inbound service & building a culture of personal responsibility and achievement. And this was perfect for me, a self-confessed goof -- and an obsessive sales manager. We have beer on tap.

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Sales Sales Management Management Marketing 75

Map My Customers

AUGUST 10, 2022

Why are successful businesses willing to put so much money into mobile sales enablement tools? Because they know it works — according to statistics from G2’s LearnHub , 76% of organizations see an increase in sales between 6% to 20% due to the use of sales enablement tools.

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Sales Prospecting CRM Leads 97

Spotio

MAY 10, 2023

However, B2B sales prospecting strategy is not as easy as it sounds. B2B sales prospecting is the process of evaluating leads and prospective customers as potential sources of new business. This is why you may need to adjust your B2B sales prospecting techniques. Prospects: A lead that fits the profile of your target customer.

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B2B Sales Prospecting Sales CRM 98

Spotio

NOVEMBER 30, 2022

Your sales commission structure is a critical piece of your company’s success. It sets the bar for the level of talent that you’ll attract to your sales team. Elite sales professionals expect to be paid a salary as well. What Is A Sales Commission Structure? It seems simple, right? More money = better salespeople?

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Sales Leads Marketing Sales process 98

The Brooks Group

MAY 13, 2016

It’s an important part of nearly every sales manager’s responsibilities. Sales leaders – VPs and even CSOs - struggle to complete the mountain of work they face: reporting, budget management, training, recruiting, onboarding, and dealing with key client relationships. Define your sales management process.

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Sales Sales Management Management Training 61

The Brooks Group

FEBRUARY 14, 2018

This is especially true in sales since customers and prospects will immediately trust a salesperson more if they are confident and knowledgeable. As the leader of a sales team, you can help your team members build their confidence and achieve sales success with these 7 tips. 7 Tips for Building Confidence in Sales.

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Sales Sales process Training Prospecting 70

The Brooks Group

MARCH 9, 2016

Sales organizations, especially, can benefit from incorporating game mechanics, since salespeople tend to be naturally motivated by competition. If implemented correctly, gamification can educate and influence the behavior of your sales team, adding another layer of rewards to the traditional drives, and naturally supporting collaboration.

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Sales Competition Training CRM 63

The Brooks Group

DECEMBER 21, 2016

A healthy sales culture is the heartbeat of your organization. The efficiency, effectiveness, and productivity of your sales force will directly—and significantly—impact revenue and growth. . But high-performing sales cultures don’t just appear out of thin air. 4 Ways Sales Leaders Can Make or Break the Company Sales Culture.

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Sales Sales Management Sales Strategy Training 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. . As a sales leader, you will be asked to do a lot. Prioritize.

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Management Sales Sales Management Training 61

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. Below are 6 things that great sales leaders have in common. World-class sales managers are no different….

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Sales Sales Management Management Leads 53

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

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. Start the Sales Enablement Process Before Day One. 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

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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Sales Sales Management Management Sales process 49

The Brooks Group

MARCH 18, 2019

When executed effectively, channel sales can allow your company to grow and expand rapidly. This post will cover what channel sales is, the benefits and challenges associated with the sales model, and 5 tips for getting the most out of your channel sales process. What is a Channel Sales Program?

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Sales process Sales Training Sales Strategy 70

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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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. . You can improve the effectiveness of your ramp-up efforts by introducing new sales team members to your sales organization’s common language.

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Sales Sales process Sales Management Training 58

The Brooks Group

JUNE 1, 2017

Step Action Plan for Sales Target Achievement . As we round out the first half of the year, it’s a great time to regroup, recalibrate, and prepare our sales teams to hit the year-end revenue goals we’ve set for them. Follow this 4 step action plan for sales target achievement: Step 1- Analyze the Past. Conclusion.

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Sales Training Prospecting Sales Strategy 68

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 9, 2020

In business, turning an investment into sales training into real, profitable results takes a dedicated combination of commitment, moxy – and a top-to-bottom organizational focus on reinforcing the training lessons for the win. That doesn’t mean that your sales executive’s work is done with the signing of the check.

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Training Sales Sales Management Management 52

The Brooks Group

APRIL 24, 2018

Whether your sales reps are cold calling or following up with warm prospects, they’re likely encountering voicemail boxes and answering machines many times each day. But sales voicemails can be effective when they’re done correctly. But sales voicemails can be effective when they’re done correctly. Conclusion.

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Sales Prospecting CRM Training 74

The Brooks Group

NOVEMBER 9, 2015

Annual sales kickoff meetings are a great opportunity to get the entire team together in one place—to share ideas, network, and get motivated to hit the ground running in the New Year. But getting buy-in from your team for the sales meeting is critical in determining whether the time away will be successful and productive or not.

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The Brooks Group

JULY 17, 2015

Marketplace challenges have many sales teams struggling to meet performance goals, but even those teams that consider themselves healthy can stand to take their sales performance temperature every now and again. Turnover in the sales department may also come into play here. Develop a Culture of Sales Coaching Excellence.

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Sales Sales Management Training Management 49

The Brooks Group

MAY 2, 2016

I can’t think of a single sales leader who has told me, “Yeah…when we have open sales positions, we’re definitely looking for average sales performers.” Everyone is obviously after top sales talent. Organizations that are attractive to top sales talent don’t typically happen by accident. That’s ridiculous.

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Sales Training Sales Management Marketing 56

The Brooks Group

OCTOBER 10, 2018

As it turns out, sales leaders can learn a lot from Phil Jackson’s leadership approach—and apply it with our own teams to drive high performance. . Here are 4 legendary leadership lessons that sales leaders can learn from Phil Jackson’s coaching approach. It’s also critical when hiring new sales reps.

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