The Brooks Group

MAY 13, 2016

Everyone knows that front-line salespeople need to be coached. It’s an important part of nearly every sales manager’s responsibilities. However, who’s coaching the coaches in your organization ? If your organization is like a lot of others, the answer is either “nobody” or “we’re not quite sure.”. Well, even coaches need coaching. Sales leaders – VPs and even CSOs - struggle to complete the mountain of work they face: reporting, budget management, training, recruiting, onboarding, and dealing wi

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pharmaphorum

MAY 4, 2016

A unique Q&A session/open forum panel debate. It is likely that you interact with ‘the cloud’ on various devices, multiple times throughout the day. However, for pharma we have only just scratched the surface regarding what the cloud can offer in terms of security, connectivity and efficacy. ‘Business analytics’ and ‘cloud’ are often misunderstood. To answer this, pharmaphorum, in conjunction with industry stalwarts Equinix, present a unique Q&A event, offering the opportunity to ask any questio

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The Brooks Group

MAY 23, 2016

. We recently introduced the Sales Coaching Best Practices Series—a mini-series designed to highlight the high-gain coaching activities that EcSell Institute —a research firm specializing in sales coaching, leadership, and management—has identified through their research as having the greatest impact on a sales rep’s ability and willingness to produce at higher levels.

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The Brooks Group

MAY 2, 2016

I can’t think of a single sales leader who has told me, “Yeah…when we have open sales positions, we’re definitely looking for average sales performers.” That’s ridiculous. Everyone is obviously after top sales talent. In spite of that, so many companies fail to invest the energy in creating an environment that attracts and retains top sales performers.

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Sales Management

The Brooks Group

MAY 6, 2016

The use of hiring assessments to identify sales candidates with long-term success potential is fast becoming the norm. As sales leaders and HR professionals find themselves under increasing pressure to identify, hire, and onboard salespeople who can perform more quickly and who will stick around longer, they’re demanding more out of an assessment tool.

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Sales Training Sales Management Management 53

The Brooks Group

MAY 4, 2016

It’s widely accepted by this point that sales coaching is the activity with the greatest impact on sales effectiveness. Companies may be aware that their managers need to be spending more time coaching reps, but according to recent research by the Sales Management Association (SMA), formal coaching strategies tend to be poorly executed or non-existent.

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The Brooks Group

MAY 17, 2016

[Don't miss the free download at the end of this post]. We recently introduced the Sales Coaching Best Practices Series—a mini-series designed to highlight the high-gain coaching activities that EcSell Institute —a research firm specializing in sales coaching, leadership, and management—has identified through their research as having the greatest impact on a sales rep’s ability and willingness to produce at higher levels.

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Sales Sales Management Management Sales process 49

The Brooks Group

MAY 10, 2016

[Don't miss the free download at the end of this post]. Last week we introduced the Sales Coaching Best Practices Series and kicked it off with One-to-One Sales Meetings. Each installment in this mini-series will highlight a high-gain coaching activity that EcSell Institute —a research firm specializing in sales coaching, leadership, and management—has identified through their research as having the greatest impact on a sales rep’s ability and willingness to produce at higher levels.

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