The Brooks Group

JUNE 29, 2015

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.

CRM 40

CRM Sales Sales process Management 40

The Brooks Group

JUNE 24, 2015

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.

Sales 40

Sales Recruitment Training Management 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. 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.

Training 40

Training Sales Competition Sales Management 40

The Brooks Group

JUNE 16, 2015

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.

Sales 40

Sales Prospecting Training Sales process 40

Advertiser: ZoomInfo

AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.

Sales

The Brooks Group

JUNE 11, 2015

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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Sales CRM Electronics Sales goal 40

The Brooks Group

JUNE 3, 2015

Changing salespeople’s behavior is hard. Especially when your desire for change competes with the desire your team may have not to change. It’s impossible to force another person to do anything. Ultimately, if someone on your team does something you want them to do, it’s their choice to do so. So, the question becomes: How can we create conditions that align their choice with your desired outcomes?

Sales 40

Sales Management Training Marketing 40

The Brooks Group

JUNE 1, 2015

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.

CRM 40

CRM Sales Sales process Training 40