The Brooks Group

MARCH 27, 2014

Ok. so it's not really that scary, but that picture of the guy over there is supposed to be. I do like to have a little fun with my blog post subjects, as you can probably tell. At any rate, while not that frightening, this short story can provide good food for thought as you think through the structure of your sales compensation plan. If you recall our post on the 12 Universal Sales Management Truths , there's one truth in particular that relates to the sales compensation plan: "The sales comp

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The Brooks Group

MARCH 25, 2014

So. I wish I could claim this one, but I can't. 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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The Brooks Group

MARCH 20, 2014

Field coaching is one of the most important – and leverageable – ways sales managers can invest their time, and the ability to conduct an effective joint sales call is an absolutely critical skill set for any sales manager. Here's the good news. Many sales organizations are placing more emphasis on sales coaching skills than ever before. Now the bad news.

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The Brooks Group

MARCH 19, 2014

Selecting a sales training provider is one of the most important decsions you can make for your sales organization. So it's important to do your research and partner with a provider who can work with your team and get you where you need to be. . download. NOTE: Our sales training tools are designed to make your life easier. Use them to your advantage.

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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.

Sales Management

The Brooks Group

MARCH 18, 2014

A top-notch sales management team is as pivotal - if not more important - to sales success as top-notch salespeople. Why? Because the best coaches lead the best teams, not the other way around. Sales management excellence "killer mistakes" such as. Promoting top sales reps into sales management positions. Neglecting to provide sales coaching training for sales managers.

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The Brooks Group

MARCH 14, 2014

If your company is like those that I’ve worked for, it spends huge amounts of money and effort in defining its brand… let’s call it "brand DNA." Advertising, marketing campaigns, mission statements and core values published on the company’s website. All are aimed at accomplishing very critical and difficult tasks – attracting prospects to consider doing business with your company, and reinforcing partnerships with existing customers.

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The Brooks Group

MARCH 11, 2014

If you're looking for ways to make sure your team is selling at premium prices, share these principles with them ASAP. They’re simple, easy-to-remember reminders - as well as food for thought - so take a quick peek then share them with your team. Rule #1 For Selling At Premium Prices: *The Rule of Credibility*. Rule #1 is the rule of credibility. Your prospect has got to totally, absolutely, without question believe you.

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The Brooks Group

MARCH 6, 2014

There are lots of sales organizations and sales executives who believe that when hiring salespeople, prior experience in an industry, a specific marketplace or with a certain product is the main reason for hiring or not hiring a salesperson. Worse yet, they're hiring salespeople because of their "contact list." That's just not accurate thinking. It is, instead, being held hostage by a false premise that your shiny new hire will bring a lot of deals and experience that will guarantee quick time-

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The Brooks Group

MARCH 4, 2014

Last year, The Brooks Group partnered up with Training Industry, Inc. - a sales training industry analyst and research organization - to conduct a study to help us identify best practices for building the most effective sales coaching program possible. The study, one of the most comprehensive ever completed on the in’s and out’s of sales coaching, included input from over 240 respondents representing 175 separate organizations.

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