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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
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.
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.
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.
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.
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.
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.
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.
We're constantly being asked by our clients about where sales managers should be spending their time. Here’s the challenge. 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. Each has an equal allotment of time.
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.
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-
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.
Today’s buyers expect more than generic outreach–they want relevant, personalized interactions that address their specific needs. For sales teams managing hundreds or thousands of prospects, however, delivering this level of personalization without automation is nearly impossible. The key is integrating AI in a way that enhances customer engagement rather than making it feel robotic.
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