Brooks Group

FEBRUARY 28, 2023

Virtual training provides an easy way for companies to deliver high-quality instruction. Without needing in-person meetings or sessions, it allows organizations to customize content quickly and easily based on the needs of their audience. Why Should You Consider Virtual Sales Training Programs?

Sales Training 52

Sales Training e-Learning Sales Digitalization 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

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

OCTOBER 2, 2023

Focus on the presentations or skills training that will impact performance the most, and your team will be more likely to take that knowledge back to the field—and make it their new normal. Limit the SKO meeting to three days or less. Engagement levels drop, along with your ROI for the meeting. And if that happens?

Meetings 52

Meetings Sales Training Sales Leadership 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

OCTOBER 3, 2024

Here are some of the key duties and responsibilities: Sales Team Management Recruiting, sales training , motivating, and managing a team of sales representatives or account executives. This includes setting sales goals, monitoring performance, and providing sales coaching and feedback.

Sales Management 102

Sales Management Management Sales Training Sales 102

Brooks Group

SEPTEMBER 15, 2022

However, many teams struggle to close deals and meet their quotas. This is often due to a lack of training in areas that sales professionals need to succeed. Sales team training can greatly improve the effectiveness of your sales team, resulting in higher sales and increased profits.

Sales Training 52

Sales Training Sales Negotiation Communication 52

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

NOVEMBER 14, 2024

You want your team to fill their calendars with as many meetings as possible. You don’t want your sales professionals to invest time in prospects who aren’t going to progress. 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 79

Sales Sales Training Decision-making Prioritization 79

Brooks Group

NOVEMBER 26, 2024

Set New Metrics Sales leaders should focus on activity-based sales metrics (e.g., outreach attempts, new meetings set) rather than relying on passive order intake. Step 2: Build Consultative Selling Skills Training Programs Reintroduce or enhance sales training in consultative selling.

Sales Training 52

Sales Training Virtual Selling CRM Business Growth 52

Brooks Group

JULY 30, 2024

Successful sales careers and revenue-generating sales teams are built on the bedrock of 11 professional selling skills. They directly impact revenue generation and overall business success, so make sure your sales training addresses them.

Interpersonal Skills 91

Interpersonal Skills Negotiation Emotional Intelligence Sales Training 91

Brooks Group

FEBRUARY 1, 2024

Take Action: Collaborate with your sales team to develop a list of best practices within each stage of the sales process. Rotate through your reps each week to have everyone give a 10-15 minute presentation during your sales meeting on one best practice. A solid sales process is the foundation of a common language.

Onboarding 88

Onboarding Sales Sales Training Communication 88

Brooks Group

SEPTEMBER 17, 2024

When it’s the fourth quarter, there are two things on every sales leader’s mind: Finishing the year strong to meet or exceed revenue goals. Building a sales pipeline so their team is on track for next year. This can be shared via email, in a team meeting, or one on one.

Sales 78

Sales Sales Training Meetings Stakeholders 78

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 88

Sales Meetings Sales Training Prioritization 88

Brooks Group

MARCH 25, 2024

As a result, they’re consistent, they follow best practices, they replicate the habits of their A-players, and they reinforce the process with sales team training. Research shows that sticking with a sales process correlates with success. Sales teams that don’t follow their sales process find it difficult to meet sales goals.

Negotiation 92

Negotiation Sales Training Sales Decision-making 92

Brooks Group

OCTOBER 11, 2023

Planning your sales kickoff or national sales meeting? Your sales keynote speaker will set the tone for the rest of the event. A great speaker can help motivate your sales team, elevate your mission, and drive results. Contact us to find your best sales kickoff keynote presenter today!

Sales 102

Sales Sales Training Meetings Media 102

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 62

Sales Training Sales Construction B2B 62

Hubspot Sales

OCTOBER 29, 2017

in 2013 on hiring sales training companies, one of the top five outsourced training expenditures, according to Training Industry. Clearly, if your team needs sales training, there's a lot of options out there. Tracy’s company, Brian Tracy International, offers training on a variety of subjects.

Sales Training 112

Sales Training Sales Publishing Co-Creation 112

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.

Sales 103

Sales Sales Training Communication Meetings 103

Brooks Group

MAY 14, 2024

While leads represent potentials in your pipeline, prospects are leads that have advanced based on meeting certain qualification criteria. Properly vetting and identifying qualified prospects allows you to prioritize the most viable sales opportunities and allocate your efforts more efficiently.

Sales Training 100

Sales Training Decision-making Meetings Prioritization 100

Brooks Group

JULY 27, 2022

While it’s wise to reassess sales targets to make sure they are realistic, assuming they are too high might be a mistake. Forbes reported that in 2017 that 57% of sales reps failed to meet quota. Discerning whether the push back is merited requires some diligence on the part of the sales leader. Audit your sales process.

Supply Chain 87

Supply Chain Sales Sales Training Negotiation 87

Brooks Group

AUGUST 6, 2024

increased productivity, cost savings, improved quality), sales professionals can better meet evolving customer demands. Sales professionals need to understand the complexities of margins, sourcing, production, and logistics to ensure timely delivery and meet customer expectations while maintaining profitability.

Manufacturing 99

Manufacturing Supply Chain Value Selling Sales 99

Brooks Group

OCTOBER 14, 2024

In a world where customers can easily switch to a competitor, sales organizations that fail to meet these new expectations risk losing opportunities. Knowing how these two diverge is important for delivering effective sales training and improving long-term results.

Emotional Intelligence 52

Emotional Intelligence Negotiation Sales Training Construction 52

Brooks Group

JULY 20, 2023

Plan a Sales Contest Just like your prospects, your sales professionals are probably wishing for a day at a sunny beach or relaxing mountain getaway. You can tie the contest to quota attainment, pipeline, scheduled meetings, or any other metric. They probably can’t even get replies to emails or set up meetings.

Sales Training 96

Sales Training Brainstorming Sales Negotiation 96

Brooks Group

APRIL 23, 2024

Commission-based pay and fluctuations in sales volume can make it challenging to predict your monthly or annual income. Demanding Expectations Sales roles often come with high performance expectations, requiring you to consistently meet or exceed sales targets and quotas. Download the White Paper The post Pros v.

Sales Training 79

Sales Training Sales Decision-making Negotiation 79

Brooks Group

APRIL 14, 2022

The Brooks Group was recognized by Investopedia as having the best virtual sales training in the country. So it may come as a surprise to learn that we actually recommend live training, at this moment in time. There weren’t as many calls to make, emails to return, proposals to write, or meetings to attend.

Sales Training 91

Sales Training Meetings Management Sales 91

Brooks Group

SEPTEMBER 14, 2023

4 Proven Sales Coaching Techniques to Increase Revenue While you need to create a coaching practice that meets the unique needs of your organization, these five techniques can be the basis of an effective approach. Contact us at The Brooks Group to level-up your company’s sales coaching efforts.

Sales 97

Sales Sales Training Sales Management Onboarding 97

Brooks Group

JUNE 2, 2023

Soliciting feedback will also make your reps more receptive to any sales action plan training or coaching you move forward with. Establish a regular coaching cadence with your sales reps and make the meetings about development, not inspection. Let’s work together to achieve your sales goals.

Sales Training 82

Sales Training Sales Negotiation Meetings 82

Jeffrey Gitomer

AUGUST 15, 2011

Filed Under: Attitude , Sales , Success Tagged With: attitude training , book on attitude , building trust , business social media , corporate sales training , customer service , customer service training , gitomer , jefrrey gitomer , sales blog , selling skills. Dont let your next sales meeting suck!

Sales Training 133

Sales Training Leadership Sales Media 133

Brooks Group

MAY 2, 2023

Opening the Meeting Is More Important Than You Know Our culture seems to underemphasize the importance of starting off strong. The process of tying up a sale doesn’t begin at the negotiation table after all the meetings have been had and solutions have been presented, but rather at the beginning of the sales process.

Negotiation 92

Negotiation Sales Training Meetings Decision-making 92

Brooks Group

AUGUST 20, 2024

It occurs throughout the sales cycle, from the initial prospecting stage to the final decision-making phase. Negotiating is a back-and-forth dialogue between the sales professional and the customer, where both parties aim to reach an agreement that meets their needs and interests.

Negotiation 52

Negotiation Value Proposition Sales Sales Training 52

Brooks Group

AUGUST 22, 2024

These traits describe how an individual solves problems and meets challenges, influences people, responds to the pace of the environment, and responds to rules and procedures set by others. Understanding each style is key to understanding the decision-making behavior of a prospect.

Emotional Intelligence 95

Emotional Intelligence Decision-making Sales Communication 95

Brooks Group

APRIL 19, 2023

Access Do your customers’ leadership teams seek you out for meetings and insight, or do you work mostly with lower-level decision-makers? Next up in the Key Fundamentals of IMPACT Selling ® series: Unlock “Meet”: The 2nd Key Fundamental of IMPACT. Download the interactive pdf here.

Sales Training 94

Sales Training Decision-making Media Publishing 94

Brooks Group

AUGUST 26, 2024

Data from our research report, Best Practices of High-Performing Sales Teams , shows that 95% of sales teams that meet or exceed revenue goals follow their sales process all or most of the time—but only 69% of underperforming teams do. Proper implementation and proper sales training are essential.

CRM 70

CRM Sales Software Software 70

Brooks Group

FEBRUARY 23, 2024

Train on Discovery and Criteria Emphasize the importance of thorough research, discovery, and asking open-ended questions during the qualification stage to uncover key insights and pain points. Educate your sales professionals on effective qualification criteria through ongoing sales training.

Prioritization 92

Prioritization Sales Training Sales Construction 92

Brooks Group

JULY 27, 2023

Getting hyper-focused on the characteristics of a qualified prospect, and understanding the characteristics of a legitimate sales opportunity, is at the core of everything we do at The Brooks Group. By recognizing the urgency from the customer, sales reps have a better opportunity to speak to the solution at hand.

Decision-making 96

Decision-making Sales Training Sales Meetings 96

Brooks Group

MAY 24, 2023

Time To Persuade The first three steps of the IMPACT Selling ® System (Investigate, Meet, and Probe) revolve around understanding the customer. A lot of sales managers spend a lot of time debriefing salespeople about how a meeting went after a solution was presented.

Value Proposition 92

Value Proposition Sales Training Construction Negotiation 92