Brooks Group

AUGUST 8, 2023

For sales teams, understanding each sales professional’s personality can help align strengths and weaknesses to create a high-performing sales force. Here are 12 recommendations for sales managers. Tailor Sales Training Tailor your sales training programs based on the DISC profiles of your team members.

Sales Management 87

Sales Management Management Sales Sales Training 87

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

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

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

MARCH 6, 2023

Technical Sales Manager Skills The sales manager plays an important role in any organization. Besides having soft skills, communication skills, and other common skills to boost sales performance, some technical skills are required for consistent success. Customer Satisfaction 10.7%

Sales Management 52

Sales Management Management Suppliers Sales 52

Brooks Group

OCTOBER 18, 2023

Only 40% of sales professionals report a well-established coaching culture at their organization. Just 42% say sales managers at their organization are actually held accountable for providing good coaching. The best coaching simply adjusts what they’re already doing to help make them more effective and to close more deals.

Sales Management 94

Sales Management Management Sales Meetings 94

SBI Growth

DECEMBER 13, 2013

You call a sales manager strategy meeting. “We We need to figure out what we can do now to make the number.” Pipeline reviews, strategy sessions, forecasting analysis and sales training are all mentioned. Traditional sales training does not. Sales rep development is important.

Sales Training 121

Sales Training Sales Decision-making Media 121

Mike Kunkle

NOVEMBER 23, 2023

Then, the rest of this makes sense and can be really valuable. Targeted Performance: meaning a specific effort focused on a KPI in need of improvement, such as decreasing Closed-Lost or No Decision rates and improving Closed-Won rates, or improving overall profitability in a certain product line where deep discounting is rampant.

Sales 290

Sales Finance Decision-making Profitability 290

Zendesk

JUNE 28, 2022

While some sales reps may come in with sharper instincts or more charisma than others, we know there are still dozens of techniques and tactics that can be taught to foster a more successful all-around sales rep—and the data backs it. It’s clear that providing your team with thorough sales training is well worth the effort.

Sales Training 52

Sales Training B2B Sales Profitability 52

Brooks Group

JUNE 13, 2024

Sales Leader Benefits of Sales Conflict Resolution There are definite benefits to trying to resolve disagreements within a sales team, even on seemingly mundane topics. The short-term effort of settling disputes pays off with a more focused, aligned, and productive sales team and a stronger company culture in the long term.

Energy and Utilities 111

Energy and Utilities Decision-making Sales Construction 111

Brooks Group

JULY 13, 2023

There are hundreds (if not thousands) of blog posts about the most important sales manager skills. Others discuss how to coach and the need for data-driven decisions. Still more provide readers with tips and tricks for getting sales teams to take action toward desired outcomes. What causes your throat to clench?

Sales Management 52

Sales Management Management Sales Leadership 52

Mike Kunkle

NOVEMBER 21, 2023

Long-standing account managers, who were expert at managing existing relationships, are now tasked with cultivating entirely new ones and building awareness, interest and relationships/trust from ground zero. This allows you to create content to aid buying decisions. Now, customers are demanding more.

Acquisition 299

Acquisition Sales Decision-making Account Management 299

Hubspot Sales

SEPTEMBER 26, 2018

You’ll see the best sales teams are getting better every single day. They make it easy for new and seasoned reps alike to improve, which gives them the best chance to beat quota. Here are the tips for creating a winning sales culture through sales training and beyond. 4 Tips for a Winning Sales Culture.

Sales Training 93

Sales Training Sales Decision-making Sales Management 93

PandaDoc

SEPTEMBER 2, 2020

This disparity isn’t surprising, as a number of factors have come together in recent years to make B2B sales more challenging than ever: That same HubSpot report also found that 38% of salespeople say getting a response from prospects is getting more difficult. Because every sale starts with a connection. Sales Gravy.

Sales Management 98

Sales Management Management Sales Publishing 98

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

MTD Sales Training

JANUARY 18, 2018

This could involve seeing their territory sales improve, helping a new product through its launch or possibly farming an account for new business. For some, though, it would be seen as real progress if they were to be promoted to a management position. First, ask if they know what it means to be a manager. Managing Director.

Sales Management 77

Sales Management Management Sales Decision-making 77

Mike Kunkle

AUGUST 30, 2023

To firmly establish the function as required and themselves as integral players in their companies, enablement experts must be equipped to prove their worth by improving sales results and bolstering profitability. They must show that they can make an impact with enablement and move the needle on the metrics that matter most.

Leadership 293

Leadership Stakeholders Decision-making Sales Training 293

Mike Kunkle

MAY 30, 2023

They know that the place they choose to work (the environment, especially the attitudes and behaviors of senior leaders) will radically influence their ability to make an impact with enablement. Finding yourself in one of these situations does not excuse you from working as hard and as smart as possible to make an impact with enablement.

Decision-making 311

Decision-making Sales Training Sales Sales Management 311

Mike Kunkle

AUGUST 8, 2023

This abundance of data can lead to analysis paralysis, where decision-makers are overwhelmed without the insights to drive action. Without a laser focus on the metrics that truly matter, sales leaders can find themselves rudderless. Have your sales managers assess the sellers on their teams. Dashboards become mash-boards.

Sales 221

Sales Prioritization Innovation Sales Training 221

Mike Kunkle

MAY 11, 2022

Understanding general buyer personas and buyers’ journey or buying processes, including challenges, opportunities, impacts, needs, objectives, priorities (COIN-OP), decision process, decision criteria, decision roles, desired outcomes with metrics and measures, and consideration of both the decision makers’ business and personal needs.

Co-Creation 130

Co-Creation Sales Sales Training Decision-making 130

Hubspot Sales

MARCH 4, 2019

A unique tension exists in the transition from individual salesperson to sales manager that can lead to ineffective coaching. I often work with new sales managers who think, "If these tactics and scripts worked for me, they'll work for my team." Personal relationships could make or break a deal.

Sales Training 105

Sales Training Sales Onboarding Sales Management 105

MTD Sales Training

MAY 21, 2012

Successful sales management requires a plethora of skills, techniques, leadership abilities, motivational cleverness and teaching expertise. Indeed, to be a good sales manager you must do a lot of things right. However, to be unsuccessful in the role of leading a sales team, you need only do a few things wrong.

Sales Management 125

Sales Management Management Sales Decision-making 125

Mike Kunkle

NOVEMBER 23, 2023

Then, the rest of this makes sense and can be really valuable. Targeted Performance: meaning a specific effort focused on a KPI in need of improvement, such as decreasing Closed-Lost or No Decision rates and improving Closed-Won rates, or improving overall profitability in a certain product line where deep discounting is rampant.

Sales 130

Sales Finance Decision-making Profitability 130

Brooks Group

MARCH 28, 2024

As buying processes grow more complex, it’s becoming increasingly important for sales professionals to gain access to senior executives and C-level decision makers. Gone are the days when you could simply sell to a mid-level manager. Senior decision maker titles also vary by industry. Your prospect lacks budget authority.

Decision-making 86

Decision-making Logistics Supply Chain Suppliers 86

Brooks Group

APRIL 4, 2023

Sales Leadership: Qualities Of A Sales Leader To be an effective leader, you need to make appropriate strategic decisions that fit within your organization’s vision and goals. What Are The Qualities of Successful Sales Leaders? Sales leaders have to be able to make tough decisions quickly and effectively.

Sales Leadership 52

Sales Leadership Leadership Emotional Intelligence Sales 52

Mike Kunkle

JULY 2, 2022

The function names are many: we have sales enablement, revenue enablement, sales effectiveness, commercial excellence, sales or revenue operations (which have other responsibilities but take on tasks that are typically now included under the enablement umbrella), buyer enablement, buying enablement, and more. Sales methodology.

Sales 130

Sales Sales Training Leadership Decision-making 130

Mike Kunkle

OCTOBER 24, 2021

And for sales enablement leaders who are integrated into the sales force they serve, it’s no different. To make an impact that matters to your leadership team, you need a sales enablement plan that will support your organization’s goals and objectives and enable your sales force to reach its highest potential next year.

Sales 130

Sales Prioritization Sales Analytics Sales Training 130

Mike Kunkle

NOVEMBER 21, 2023

Long-standing account managers, who were expert at managing existing relationships, are now tasked with cultivating entirely new ones and building awareness, interest and relationships/trust from ground zero. This allows you to create content to aid buying decisions. Now, customers are demanding more.

Acquisition 130

Acquisition Sales Decision-making Account Management 130

Brooks Group

DECEMBER 20, 2023

In the dynamic world of sales, where every decision can make or break a deal, harnessing the power of data is critical. As a sales leader or sales manager, your ability to navigate the complex terrain of market trends, team performance, and individual contributions hinges on a crucial tool—sales metrics.

Sales 104

Sales Decision-making Sales Training Sales Management 104

Brooks Group

APRIL 19, 2023

The first key fundamental that IMPACT Selling ® teaches is how sales reps can make their first impression a good one. The Power of Positioning During the IMPACT Selling ® Training we cover the three P’s of the Investigate step: positioning, prospecting, and pre-call planning. Download the interactive pdf here.

Sales Training 96

Sales Training Decision-making Media Publishing 96

Brooks Group

AUGUST 26, 2024

Overcome Sales Professionals’ Resistance to CRM Software The first step is making sure your CRM is fully adopted. Then you need to train sales professionals, sales managers, sales ops, and sales leadership how to use it. But communication works both ways.

CRM 73

CRM Sales Software Software 73

SBI

JANUARY 28, 2020

6 Ways Sales Enablement Leaders can Gain Sales Management Support. Sales Enablement is generally focused on assisting individual sellers with less focus placed on others in the organization. “ Sales Enablement supports the sales team to move buyers to a decision point. Sales technology.

Sales Management 52

Sales Management Management Sales Stakeholders 52

Brooks Group

JULY 14, 2023

In fact, high-performing sales leaders reported an overall average annual quota attainment of 105% compared to 54% for underperforming leaders, according to Harvard Business Review. An effective sales leader has the professional and personal qualities needed to guide their sales professionals through uncharted waters.

Sales Training 52

Sales Training Virtual Selling Sales Decision-making 52

SBI Growth

AUGUST 28, 2013

I spent last week at a Sales Management training event with a client. As a Sales Operations leader, you must be allocating the right resources to training. Turn managers into leaders. Gamify the training. Train on Social Selling. Demand Sales Force Automation adoption.

Sales Management 120

Sales Management Management Sales CRM 120

Brooks Group

MARCH 8, 2023

Not everybody is in the market for what you sell, and even if they are, not everybody is willing to pay the price you need to sell at to make enough margin. Make sure your team doesn’t assume they know what a buyer perceives as valuable. Who else, other than you, of course, will be involved in the buying decision? Check it out!

Sales Training 95

Sales Training Decision-making Marketing Leadership 95

Mike Kunkle

AUGUST 8, 2023

This abundance of data can lead to analysis paralysis, where decision-makers are overwhelmed without the insights to drive action. Without a laser focus on the metrics that truly matter, sales leaders can find themselves rudderless. Have your sales managers assess the sellers on their teams. Dashboards become mash-boards.

Sales 130

Sales Prioritization Innovation Sales Training 130