June, 2015

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How to Get Reps to Use CRM

The Brooks Group

Having a CRM system in place can be incredibly beneficial to staying organized and knowing where in the sales process a particular client is at any given time—but only if your sales reps are actually using it. Despite the clear advantages that CRM provides, its adoption is more often than not met with resistance by salespeople. Why? Because quite frankly it feels like more work and has traditionally only benefitted senior management, not the front line rep.

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4 Tips for Maximizing the Sales Hiring Process

The Brooks Group

Selecting the best individuals to represent your sales team is crucial to the success of your organization—that is a given. The steps it takes to find that perfect match are where many people struggle. The sales hiring process can be a long and challenging one, but its importance cannot be overstated. Grant this opportunity to grow your team the attention it deserves, and keep in mind these 4 tips for maximizing the sales hiring process: 1.

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How to Deliver Effective In-House Sales Training

The Brooks Group

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. Public sales training brings together a diverse group of individuals from various organizations and industries into one seminar and can be beneficial for networking, and for allowing participants to receive outside opinions on any issues they are dealing with.

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Qualities of a Sales Leader

The Brooks Group

There are hundreds (if not thousands) of blog posts about the most important characteristics sales leaders demonstrate. Many of them say metrics and time in the field with customers learning about their challenges are critical. Others discuss how to coach and the need for data-driven decisions. Still more provide readers with tips and tricks for getting sales teams to take action toward desired outcomes.

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AI Strategies for Sales Managers: How to Cut Down on Tedious Admin Work

What if you could help your sellers stop wasting 72% of their day on non-selling activities and focus on bringing in revenue? Incorporating AI in your enablement workflows can help you cut down on busy work, get projects done faster, and let your team (and you!) focus on making a bigger impact. We put together this guide to show you how to use AI to cut time and costs for projects, including collateral creation, development of training videos, and automating tedious processes.

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Sales Incentives: What Works and What Doesn’t?

The Brooks Group

The driving motivators behind performance can vary greatly from one individual to the next, but there are some groups who are generally fueled by the same set of rewards. Competitive by nature, salespeople will be intrinsically motivated to climb to the number one position. By adding in a few carefully selected sales incentives, you can capitalize on this competitive streak and really get your team to race full speed towards sales goals.

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6 Signs You May Need to Rethink Your Sales Strategy

The Brooks Group

Sometimes admitting when we are headed in the wrong direction can be difficult. But doing the same thing over and over again and expecting a different result is a waste of time and resources (some might even call it insane). Learn to recognize when your sales team has veered off the path, and consider tweaking your sales strategy to get them headed back in the right direction.

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6 Practical Tips for Protecting Profit Margin

The Brooks Group

Competing with lower-priced competition is a reality that’s only going to become more prevalent as the global marketplace continues to expand. In order to maintain a healthy profit margin, you must reinforce the importance of value within your sales culture. Ensure that your salespeople are equipped to deal with buyers’ attempts to commoditize your products in an effort to the get the lowest price possible.

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