Brooks Group

MARCH 6, 2023

There are no one-fits-all solutions for sales training. The best programs are the ones tailored to your organization and sales force. That is where role-specific sales training comes in. For a program to be effective, it must be tailored to the needs of your sales force; otherwise, it can be counterproductive.

Sales Training 52

Sales Training Sales Leadership Profitability 52

Brooks Group

JUNE 26, 2023

More than ever, sales professionals need sales training programs that can help them keep pace with the demands of the modern sales process. Sales training pays off in many ways. A recent study by Accenture found that every dollar spent on training got a $4.53 What is Sales Training?

Sales Training 52

Sales Training Sales Onboarding Profitability 52

Brooks Group

MARCH 6, 2023

From negotiation to messaging personalization, sales managers and employees can improve their communication skills with anybody by taking enterprise sales training. Understanding your clients is essential to communication and sales in the business world.

Sales Training 52

Sales Training Sales Decision-making Stakeholders 52

Brooks Group

OCTOBER 3, 2024

Sales managers are responsible for leading a company’s sales team to achieve or exceed their sales targets and contribute to the company’s overall revenue and growth objectives. This includes setting sales goals, monitoring performance, and providing sales coaching and feedback.

Sales Management 104

Sales Management Management Sales Training Sales 104

Brooks Group

SEPTEMBER 15, 2022

Sales team training can greatly improve the effectiveness of your sales team, resulting in higher sales and increased profits. In this post, we will discuss three reasons why companies should invest in team sales training. These skills include communication, negotiation, and conflict resolution.

Sales Training 52

Sales Training Sales Negotiation Communication 52

Brooks Group

JANUARY 19, 2022

When a robust, organization-wide sales culture is built, every team understands that they’re part of a larger goal, and the entire company works towards improving sales, and building long-term customer relationships, in their own way. How does cross-organization sales training and coaching work towards this goal?

Sales Training 52

Sales Training Organization Sales Communication 52

Brooks Group

APRIL 17, 2023

What Is the Best Enterprise Sales Training? Enterprise selling is sometimes overlooked in companies’ training because the sales process focuses more on other parts of the training deemed more important. However, enterprise selling is one of the most important parts of company sales training.

Sales Training 52

Sales Training Negotiation Sales Decision-making 52

Brooks Group

FEBRUARY 28, 2023

Why Should You Consider Virtual Sales Training Programs? Virtual sales training offerings are far more affordable and scalable, making them the ideal solution for businesses with limited budgets. Virtual sales training meetings let you take advantage of the convenience and agility that comes with remote learning.

Sales Training 52

Sales Training e-Learning Sales Digitalization 52

Brooks Group

OCTOBER 24, 2024

Processes: Ensuring sales teams have the processes they need to sell effectively.  Reporting and analysis: Tracking sales team performance and measuring results against the bottom line. Cross-functional communication: Ensuring there is efficient communication between all customer-facing teams. 

Sales Training 97

Sales Training Sales Account Management Onboarding 97

Brooks Group

OCTOBER 13, 2022

Sales team training is an essential investment for any organization. When individuals and teams undergo sales training, they learn the skills and techniques needed to be successful in sales. However, not everyone knows how to make the most of their team sales training. Sales can be challenging.

Sales Training 52

Sales Training Energy and Utilities Sales Negotiation 52

Brooks Group

JULY 30, 2024

They directly impact revenue generation and overall business success, so make sure your sales training addresses them. Train Your Sales Team on These 11 Selling Skills Here are the core skills your sellers must become proficient in to be successful in a competitive and complex market.

Interpersonal Skills 94

Interpersonal Skills Negotiation Emotional Intelligence Sales Training 94

Brooks Group

OCTOBER 13, 2023

Sales training is essential to your company’s success. It’s a powerful tool for developing the full potential of every sales professional on your team. Part of our rigorous screening and training process includes making sure each of our sales trainers has the following skills and characteristics.

Facilitation 98

Facilitation Sales Training Sales Decision-making 98

Brooks Group

AUGUST 22, 2024

Without realizing it, your sellers may be pushing potential buyers away by using the wrong communication approach. On the flip side, when your sales professionals don’t adjust their style to match the customer’s, they risk overwhelming, bulldozing, or simply annoying them—and losing a potential sale.

Emotional Intelligence 96

Emotional Intelligence Decision-making Sales Communication 96

Brooks Group

NOVEMBER 14, 2024

Unresponsiveness Another warning sign is when a prospect doesn’t respond to your efforts to communicate with them. If the customer doesn’t answer email or return calls from your sales team, this indicates they’re not ready to move to the next stage of the sales process.

Sales 52

Sales Sales Training Decision-making Prioritization 52

Brooks Group

MARCH 25, 2024

This sequence guides sales professionals through strategic milestones while providing tactical techniques to navigate each buyer interaction with confidence. The process culminates in negotiating a mutually beneficial close while laying the groundwork for future sales. It aligns the entire sales team.

Negotiation 95

Negotiation Sales Training Sales Decision-making 95

Brooks Group

FEBRUARY 1, 2024

You can increase the speed to productivity exponentially if your entire sales team contributes to the onboarding process. But this group-mentoring strategy really requires that everyone communicates with a consistent language in order to reap the benefits (and avoid confusion from conflicting information).

Onboarding 92

Onboarding Sales Sales Training Communication 92

Brooks Group

OCTOBER 1, 2024

When individuals and teams receive training, they learn the skills and techniques to succeed in any selling situation. But not every sales leader knows how to make the most of their team’s sales training. Here are 10 practical ways to get the most value from training your team. There will be a learning curve.

Sales Training 65

Sales Training Sales Construction B2B 65

Brooks Group

OCTOBER 14, 2024

Knowing how these two diverge is important for delivering effective sales training and improving long-term results. This understanding allows sales professionals to anticipate and address future challenges, which reinforces the value of the partnership. Train on providing ongoing value between purchases.

Emotional Intelligence 52

Emotional Intelligence Negotiation Sales Training Construction 52

Brooks Group

AUGUST 8, 2023

The DISC personality assessment has become a popular tool for understanding behavior and communication styles. For sales teams, understanding each sales professional’s personality can help align strengths and weaknesses to create a high-performing sales force.

Sales Management 87

Sales Management Management Sales Sales Training 87

Brooks Group

DECEMBER 13, 2023

Tip #1: Determine Your Key Performance Indicators Key performance indicators are an important part of your sales strategy , because they allow you to see how your sales reps are performing throughout the entire sales process. Start Doing: End with something you recommend they start incorporating into their sales calls.

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Sales Sales Training Communication Meetings 104

Brooks Group

SEPTEMBER 20, 2024

Adapt to Customer Communication Styles Everyone has a preferred communication style that feels like “home” to them. When your sales professionals choose to communicate in a prospect’s preferred style , it creates a bond and helps them navigate the relationship.

Sales 52

Sales Sales Training Negotiation Decision-making 52

Brooks Group

AUGUST 26, 2024

You should map out: Exactly what benefits you want to get out of the integration How you plan on achieving these benefits How and when you plan on communicating the benefits to your team You need to communicate these objectives with your sales team from the beginning, before the integration has been implemented.

CRM 73

CRM Sales Software Software 73

Brooks Group

APRIL 23, 2024

Transferrable Skills The skills developed in sales —such as communication, negotiation, problem-solving, and time management—are highly valued across many industries, making sales experience a valuable asset. Learn More Learn how customized team training and individual sales training can help improve sales performance.

Sales Training 82

Sales Training Sales Decision-making Negotiation 82

Brooks Group

APRIL 9, 2024

Sales professionals must be patient and proactive in nurturing relationships with committee members throughout the process. Information Overload With multiple decision makers involved, there are many details, schedules, and materials to manage and communicate. Here are essential initiatives to train and coach sales teams effectively.

Value Proposition 107

Value Proposition Procurement Decision-making Stakeholders 107

Brooks Group

SEPTEMBER 10, 2024

This is a mistake because the sales manager’s job is not only to cheer people on when they succeed, but also to hold them accountable and challenge them to grow. Communicate to your team early on that your primary goal is to see them succeed—and that means making hard decisions.

Sales Management 85

Sales Management Management Sales Prioritization 85

Brooks Group

OCTOBER 8, 2024

Use service-level agreements between marketing and sales teams to define goals for the quantity and quality of leads passed from marketing to sales. Likewise, define goals for response times and closing ratios for the sales team to strive for. When sales and marketing teams are in sync, companies close more deals.

Management 52

Management Sales Sales Training Communication 52

Brooks Group

AUGUST 6, 2024

Sales professionals need to differentiate their products or services and effectively communicate their unique value propositions to stand out from the competition. Build a Consultative Sales Culture Instill a consultative, customer-focused mindset throughout your sales team.

Manufacturing 101

Manufacturing Supply Chain Value Selling Sales 101

Brooks Group

JUNE 13, 2024

How Personality Assessments Can Help Internal Sales Conflict Resolution Understanding the behavior styles, communication preferences, and personality of each individual on your team is essential for good sales leadership in general. It’s especially important when it comes to disputes.

Energy and Utilities 111

Energy and Utilities Decision-making Sales Construction 111

Brooks Group

SEPTEMBER 14, 2023

Asking your sales professionals behavioral questions will allow you to learn their approach and help them reflect on areas where coaching is needed. Encourage Self-Awareness With clear communication and goal setting, you can “set the bar” for their organizations.

Sales 98

Sales Sales Training Sales Management Onboarding 98

Brooks Group

APRIL 18, 2024

Your sales professionals should be able to identify the behavior style of the prospect, which will help them determine the right amount of humor to use (and how to best communicate with them in general). It’s a good idea for sales professionals to know exactly how they want to end the story to have the most impact on the prospect.

Sales 105

Sales Decision-making Sales Training Communication 105

Brooks Group

AUGUST 20, 2024

Value-based selling focuses on the benefits of a product or service to a potential customer, or prospect, throughout the sales process. Understand the Customer’s Behavior Style Leverage tools like DISC assessments to understand the customer’s behavior patterns, communication preferences, and decision-making styles.

Negotiation 52

Negotiation Value Proposition Sales Sales Training 52

Brooks Group

MAY 24, 2022

Empathy is needed in the communication we expect of our customers today, and it is just as important with our teams. Communicate the dates as you understand them today, and while the product may take longer to arrive than usual, the sooner the order is placed the sooner it will arrive. Second, open up visibility into the supply chain.

Supply Chain 52

Supply Chain Sales Management Suppliers Management 52

Brooks Group

SEPTEMBER 26, 2023

But in this unpredictable economy, sales organizations must be more agile and resilient than ever. A successful national sales meeting or sales kickoff (SKO) is a great way to align the team on goals, communicate key initiatives, and share tactics for today’s turbulent selling environment.

Sales 92

Sales Meetings Sales Training Prioritization 92

Brooks Group

MAY 14, 2024

To deliver value to the prospect, you must see yourself primarily as a resource and communicate that value using a consultative selling approach. Learn More Help your team engage with customers, ask probing questions, and navigate conversations with confidence with sales training from The Brooks Group.

Sales Training 103

Sales Training Decision-making Meetings Prioritization 103

Brooks Group

APRIL 19, 2023

Communication Styles Are you easily identifying and adapting to customer behavior styles, or do you struggle to make better connections with every type of person in the customer organization? Handling Objections Have you anticipated customer objections and come prepared with a solution, or does pushback take you by surprise?

Sales Training 96

Sales Training Decision-making Media Publishing 96

Brooks Group

AUGUST 28, 2023

Prepare for Sales Calls To provide real value to prospects, your sales team must be experts in your products, your industry, and the specific challenges of your prospective customers. Teach your sellers how to do the appropriate amount of investigating before every communication touchpoint they have with prospects.

Sales 72

Sales Suppliers Sales Training Decision-making 72

Brooks Group

JUNE 7, 2023

The First Rule of IMPACT Selling® Is… We’ve previously discussed the role the value formula plays in identifying and structuring communication of the benefits a customer gains in a salesperson’s solution. It’s an award-winning sales methodology that’s been taught to over a million sales professionals worldwide.

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Sales Training Decision-making Sales Communication 62