Webinar: Selecting Top Performers – How to Hire the Best Salespeople
At 12:55 p.m. EST on March 1st, I'll be hosting the first in a series of free, 35 minute webinars.
It's called "Selecting the Highest Performers."
If you're like many sales leaders, you recognize that selecting sales talent is a critically important part of your job. You also recognize that it's rife with challenges.
In order to help you wade through those challenges, I'd like to invite you to sign-up for this webinar where you'll learn:
- What to Focus on in a Candidate's Background
- What Interviews Won't Reveal
- Interviewing Best Practices
Because 2012 marks our 35th Anniversary in the Sales Training Business, we wanted to use the year to give back. Since all of our customized sales training programs incorporate individual sales assessments, we have unique insight into what makes the best sales candidates "tick."
If you can't make it, sign-up anyway for access to the recording!
11 Best Sales Evolution Posts of 2011
Well, we're getting close to that time of year when cable television networks broadcast their retrospectives. Since we can't provide a reality television marathon, we've decided to offer links to our eleven most popular posts of 2011. So, here they are...as chosen by YOU, our readers:
- Is it Better to Ask Permission or Beg Forgiveness?
- The Ten Worst Practices in Selling Today
- Outline for a Sales Training Manual
- A Sales Skills Audit
- Avoiding the Activity Trap
- What if you Really Do Offer Great Customer Service?
- No, Professional Sales is Neither Dead Nor Dying
- In Sales, as in High School, You Are the Company You Keep
- It's Not in the Budget
- How Big is the Sales Profession?
- Stop Collaborizing and Synergating
As always, thank you for reading. Your comments, criticisms, ideas, suggestions, and questions are encouraged and appreciated.
Free Roundtable Discussion About “The Changing Face of Professional Selling”
At Noon Eastern Time on February 22, I'll be participating in a very exciting roundtable discussion about the future of professional selling. It's something I've been talking about for awhile now, and even have passion for. I hope you'll be able to join us.
Here's the information from the organizer (and my friend), Jonathan Farrington:
"It is not the strongest of the species that survive, not the most intelligent, but the ones most responsive to change" - Charles Darwin
Whatever got you where you are today will not be sufficient to keep you there. A rapidly changing environment is the regular background against which organizations must develop.
Change is continuous and will become more rapid as we move forward over time. The one constant that we can rely upon in commercial life is change - everything is changing, everyday.
We can choose to embrace the changes, adapt, and thrive, or we can resist, and risk extinction.
The questions we should all be asking ourselves right now are:
- What will the sales landscape really look like in five years time?
- Who will survive?
- How will they survive?
- Who will perish?
Join seven of the world's top sales experts and recognized thought leaders in the sales space, for what promises to be a highly thought-provoking debate.
The Panel
- Joanne Black - is the leading authority on referral selling, and the author of No More Cold CallingTM: The Breakthrough System That Will Leave Your Competition in the Dust. Wherever genuine sales thought leaders have congregated, you will always find Joanne, and also in that company, you'll discover....
- Paul McCord - is the president of McCord Training, author of the Amazon and Barnes and Noble best-selling book on referral generation, Creating a Million Dollar a Year Sales Income: Sales Success through Client Referrals (John Wiley and Sons, 2008), and SuperStar Selling: 12 Keys to Becoming a Sales SuperStar, not forgetting Bust Your Slump, which he released last year. www.dynamicsalesgrowth.com
- Colleen Francis - is the president and founder of Canada-based Engage Selling Solutions -- a thriving sales-training organization that delivers tailor-made, winning solutions to sales and marketing professionals internationally. Colleen is high-energy and high-commitment, personified.
- Jeb Brooks - is Executive Vice President of The Brooks Group, one of the world's top Sales Training Firms as ranked by Selling Power Magazine , Training Industry, Inc., and The American Business Awards. Over its 35 year history, The Brooks Group has helped more than 2,000 sales-driven companies in nearly 500 industries select, hire, train, and retain top performing salespeople.
- Nigel Edelshain - is the man who first coined the term "Sales 2.0" and he is CEO of Sales 2.0 (LLC). Sales teams trained by Sales 2.0 get radically superior results by employing social media and Sales 2.0 tools in their sales processes. Sales 2.0 works extensively with companies in sales-intensive industries like IT services, insurance, software, printing and telecommunications
- Dan Waldschmidt - is one of the founders of IntroMojo, a popular inspirational speaker, expert author, and a sought-after strategist on creating edgy conversations in the marketplace. He blogs regularly on his popular motivational selling blog Edge of Explosion
The Chairman
Jonathan Farrington - is a globally recognized business coach, mentor, author, and consultant. He is Chairman of The JF Corporation and CEO of Top Sales Associates, the creator and CEO of Top Sales World and the man behind the Annual Top Sales Awards.
'When a collection of brilliant minds hearts and talents come together - expect a ..... lively debate"'
When? Wednesday February 22nd at 12 Noon (Eastern) 5pm GMT
How Much? Registration is FREE
Where? Please register HERE
In fact, don't just join, join in!
Sales Managers Make the Difference…Period
In order to be sure the principles from our Customized IMPACT Sales Training Programs "stick," we follow the classroom training with a nine-week reinforcement program to coach salespeople.
I just wrapped up one of the nine-week programs and it didn't go as well as we'd like. The reason? The group's sales manager didn't play an active role. He always had “other, more important priorities.” He told me he didn’t need to follow-up on his people because “they're professionals that know what to do.”
Peter Drucker said
“The productivity of work is not the responsibility of the worker but of the manager.”
Nothing in a sales manager's day is more important than the professional development of their salespeople. That leads to growth for accounts, territories, and entire companies.
The moral of the story?
Sales Managers: Your sales team will rise to the level of your expectations and coaching.
CEO’s & Owners: If your sales team isn’t getting the results you want, take a look at your sales managers. Change your manager and you will change your results.
The Brooks Group Named Finalist for Sales Training Practice of the Year
Wow! What a day already! We just learned that we were named a finalist for Sales Training Practice of the Year by the Stevie Awards.
Here's the press release:
THE BROOKS GROUP NAMED AS FINALIST IN 2011 STEVIE® AWARDS FOR SALES & CUSTOMER SERVICE
5th annual awards will be presented on February 21 in Miami Beach
Greensboro, NC – January 13, 2011 – The Brooks Group was named a Finalist today in the Sales Training Practice of the Year category in the fifth annual Stevie Awards for Sales & Customer Service.
The awards are presented by the Stevie® Awards, which organizes several of the world’s leading business awards shows including the prestigious American Business Awards.
More than 800 entries from organizations of all sizes and in virtually every industry were submitted to this year’s competition, an increase of more than 60% over 2010
The Brooks Group has been consistently recognized by the Stevie Awards, Selling Power Magazine, and Training Industry, Inc. as a top ranked Sales Training Provider.
Members of the Awards' Board of Distinguished Judges & Advisors will select Stevie Award winners from among the Finalists during final judging, to take place January 24 - February 4. Finalists were chosen by business professionals worldwide during preliminary judging.
“Being named a Finalist in the Stevie Awards for Sales & Customer Service is an important achievement,” said Michael Gallagher, president of the Stevie Awards. “It means that independent business executives have agreed that the nominee is worthy of international recognition. We congratulate all of the Finalists on their achievement and wish them well in the competition.”
“This recognition is really an acknowledgement of our clients and their drive for meaningful sales behavior change. We exist to help them improve their sales effectiveness through assessment, training, and coaching. Their results are our real achievement,” said Will Brooks, president of The Brooks Group.
About The Brooks Group
Founded in 1977, The Brooks Group has helped thousands of organizations in more than 500 industries transform their business practices through practical, down-to-earth skills development in sales, sales management and personal performance growth. We offer our clients proven, best-practice tools – an easy-to-implement sales methodology, industry-leading reinforcement and accountability systems, and sales management training for performance coaching – all geared toward producing long-term, sustainable results. Learn more about The Brooks Group at www.TheBrooksGroup.com
About The Stevie Awards
Stevie Awards are conferred in four programs: The American Business Awards, The International Business Awards, the Stevie Awards for Women in Business, and the Stevie Awards for Sales & Customer Service. Honoring organizations of all types and sizes and the people behind them, the Stevies recognize outstanding performances in the workplace worldwide. Learn more about The Stevie Awards at www.stevieawards.com.
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Sales Evolution is a B2B Sales Blog for curious people. We talk about things like sales training, sales management, sales assessments, sales leadership, prospecting, and sales relationship building. I’m Jeb Brooks and I’ll be your host. So, please sit back, relax, and join us!- Join the Sales Community
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Free Sales Training Tips
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TheBrooksGroup Sign up for our webinar: Top Sales Performers. March 1 at 12:55 EST http://t.co/krXC8nMQ - 02/10/2012 13:25
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TheBrooksGroup Webinar: How to Top Sales Performers. March 1 at 12:55 EST http://t.co/krXC8nMQ - 02/09/2012 13:15- So SalesGenie’s Super Bowl Commercial Missed The Boat…Or Did It? 30 comment(s)
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