The Brooks Group is a Mid-Sized Sales Training Firm That:

• Specializes in customized B2B sales

• Has been in business for almost 30 years and has conducted sales and sales management training for more than 2,000 clients in 500 industries

• Prefers process (3 months or more) versus event-driven interventions (1-3 days) so that systems are installed and sales managers are provided the ability to manage sales rather than micro-manage salespeople

• Remains focused on moving the needle for its clients: 82% of clients have been working with us for more than one year, with 22% retaining our firm for 5 or more years

• Has a full suite of targeted sales training programs ranging from The IMPACT Selling System® to Account Management to How to Sell Against Lower Priced Competitors and other highly sought after topics

• Is able to offer and license the most widely validated and successful sales assessment tool on the market

A Coach's Ability to Break it Down Plus Real World Sales Know-How

Bill learned sales – and college football coaching - the hard way, and that legacy has inspired our simultaneous love for practical how-to sales instruction with the need for a sales “game plan.”

When your only income is tied to making the sale and you're struggling, theory doesn’t put food on the table. No one studies the theory of driving a stick shift and then hops in their first standard shift car to find success - it takes some coaching and some practical "how to."

But when you're moving a sale toward completion, you'd better have a game plan that lets you know where you are in the sales process and what your next move should be.

Breaking it Down: Combining "How To" with "Why To"

All real coaches, whether they’re coaching athletes or sales professionals, know they're only as good as their players’ ability to execute on the field. And that means connecting strategy to your players’ in-the-moment moves, and breaking each move down so that your front line people know how to make the plays.

It's just not enough to talk about "keeping your center of mass low and behind you.” You have to get to the level of "keep your tail down and your head up,” while also showing your team why doing that allows them to move the opponent instead of getting moved. You have to make it actionable and understandable at a gut level.

Then you've got to link those fundamental skills to game strategies, creating a bridge between each individual action and successfully closed sales. Too many sales training firms never make that bridge - they either never get to the "how to," or they never have a real game plan because they rely on stale advice or just a grab bag of individual plays (i.e., closing techniques and unsophisticated questioning procedures).

How This Combination of Street-smart Sales and Coaching Defines Us

As a result of our combined sales and coaching culture, we’ve always created and implemented sales training programs that combine street smart "how to" and gut level "why to," with sales-savvy, “go-to” game plans. This defines not just the IMPACT Selling System, but the company as a whole and every training program we've ever offered.

Because we are sales based, we…

• Focus on long-term implementation.  Any sales professional who has ever achieved sustained success knows that it's what you do day in and day out that matters - sporadic efforts and occasional flashes of brilliance just won't cut it.
• Are obsessive about moving the needle for our clients.  Are they selling more?  Are they selling at higher margins?  Have their sales teams measurably improved due to the training?  This is what motivates us.
• Ensure that we're the right fit for a client before entering into a training engagement.  Like selling only to fully qualified prospects, working with the right clients - or the right sales training firm - makes all the difference.
  

Because we are coaching oriented, we:

• Continue to break it down for the sales professional
• Respect the game by sharing our knowledge and insights with free resources - everyone should be a student of the game, and it's a coach's responsibility to help them. We also offer a range of affordable books and CDs for the self-starters.
• Believe in applied drill in the field and after-game reviews - both of which are part of our post-training follow-ups.
• Regard accurate, validated assessments for recruiting and retaining top talent as crucial instruments for building winning programs.
• Know that the team leadership is as critical as who's on the front line.  We know that sales management training is every bit as important as sales training.
• Focus on tailoring/customizing training to match the sales team/industry - you can't coach every team or every player the same way and expect optimal results and you can’t leave anything to chance in a training program.  The program must be seamless to the program participants’ daily selling environment in order for the team to use the concepts and tactics in the field.

Meet Us in Person

That's who we are, but you don't have to take our word for it: Contact one of our sales coaches, and they'll talk you through a typical training deployment so you can validate each bullet point for yourself.

Or sign up for a sales training or sales management open enrollment program to see firsthand how we break the sales process down into actionable steps that combine the "how-to" with the "why to."  If you're not satisfied on the first day - you'll get your money back.

And if you are satisfied, the cost of the course can be applied toward a training engagement!

Or, if you can't make it to a seminar, just sign up for our newsletter and/or visit our free resources to get a taste of our content and how we approach sales training.