The Brooks Group
JUNE 30, 2014
While money is often the main motivator for sales professionals, there are other elements involved in motivating your salespeople as well. Not every sales manager understands these motivations, but if used properly they can take a salesperson's performance to the next level. 5 Strategies For Motivating Your Salespeople OTHER Than Money. Five other motivating factors for sales professionals are: 1.
The Brooks Group
JUNE 26, 2014
Are members of your sales team communicating 15 different messages? Here’s how you can go about improving consistency in sales organization messaging. Having a consistent sales message is one of the most important elements of success for your sales team as a whole. You need consistency in sales organization messaging so that your customers get the same message from everyone at your company with whom they interact, thereby creating a strong impression of your brand. 5 strategies for improving con
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The Brooks Group
JUNE 24, 2014
It's not unusual to find salespeople who think price is more important than other factors when it comes to a customer making a purchase decision, especially when that salesperson is a price-buyer in his or her personal life. 2 Reasons Why Price-Buying Salespeople Will Kill Your Margins. 1. Price-buying salespeople project their feelings onto their customers.
The Brooks Group
JUNE 12, 2014
A Strong Sales Coaching Culture Starts at the Top. The first step to building a sales coaching culture is to get the senior management of the organization to understand and be 100% committed to three things: Ongoing training. Allowing the sales managers the time and latitude to get into the field and. Communicating that sales coaching is all about growth and improvement performance, not eliminating people.
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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.
The Brooks Group
JUNE 11, 2014
Turnover in a sales force is normal and to be expected. Zero turnover is bad but if you're experiencing exorbitantly high sales turnover, it's even worse. Sales organizations, like any other organization made up of human beings, will experience personnel change. With people changing not only jobs, but entire careers multiple times in their lives, this is to be accepted, anticipated and factored into the equation.
Pharma Rep Focus brings together the best content for pharma rep professionals from the widest variety of industry thought leaders.
The Brooks Group
JUNE 5, 2014
. Salespeople must be hired with caution, launched with clarity and the under-performing ones replaced with dispatch. The essence of this rule lies in the speed of hiring and the speed of firing. They both need to move at their own proper speed. The correct speed? Hire more slowly and fire more quickly. The real-world? Sales organizations hire too fast and fire too slow.
The Brooks Group
JUNE 3, 2014
Sales success is ultimately based on achieving a set of pre-determined sales goals or objectives within a prescribed time frame. The most successful sales leaders understand that they and their salespeople must jointly work together when setting sales goals that salespeople will be committed to achieving. Old school sales leaders have a tendency to tell salespeople what they are supposed to do when setting sales goals.
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