Why Great Players Don’t Always Make Great Leaders

It seems logical—you need to fill a sales management position, so you promote the top performer on your sales team. While this may feel like the natural order of things, sales is one of the few professions where top performers don’t need to pursue a management role to advance their career. In fact, many top-seller-turned-sales-manager situations fail within the first 6 months. According to Hubspot, no other member of the executive suite fails as often as the sales leader, and research from “Split Second Selling” reveals that 77% of the time, managers make mistakes promoting sales reps into sales management….

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How to Retain Your Top Performing Sales Reps

According to CSO Insights, turnover among sales reps is 25.5%, nearly double the national average across all industries. With top talent comes a flight risk, but the risk of losing top performing salespeople is especially high, since in general, they tend to be independent self-starters who have trouble sitting still for too long. Your high performers are your organization’s most valuable resource—so it pays to make sure they are satisfied with their positions, engaged, and motivated to grow with you for the long-run. Here are 4 tips for getting your top performing sales reps to stick around. 1. Help Them…

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How to Build a Best-In-Class Sales Recruitment Strategy

According to the Harvard Business Review, a high performer can deliver 400% more productivity than the average performer. Using that math, the simple equation to growing your business would be to focus your efforts on talent selection, and only let top performers into your sales organization. In order to do that, you need to have a solid recruitment strategy that aligns to your sales strategy, and ensure that it’s endorsed by senior leadership. Follow these four fundamentals for building a best-in-class sales recruitment strategy. 1. Create a talent seeking mindset within your organization In their book “The War for Talent,”…

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Talent Selection vs Talent Development: Where Should You Be Focusing Your Efforts?

“Development can help great people be even better–but if I had a dollar to spend, I’d spend 70 cents getting the right person in the door.”—Paul Russell As sales leaders, we know that a business can’t grow without great people, and yet many companies don’t place enough emphasis on designing and executing a rigorous selection process. Training and Development programs are vital to refining the talent you already have, but companies that hire smart know that spending more time up front finding the right person is far more efficient than training the wrong one. Before you invest in developing your…

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Succession Planning: How to Backfill with Good Talent

Sales success hinges on having the right talent in the right roles. But since every marketplace will grow and shift—most often unexpectedly—it’s important to make succession planning a priority to guarantee that you have the right people on hand when a position needs to be filled. To avoid scrambling for a quick replacement, sales leaders should work to instill a “talent mindset” within their organization. That means continuously identifying and developing an internal talent pool of promotable employees. Follow these 4 tips to improve your bench strength and backfill your key positions with top talent. 1. Map your talent management…

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Why Current Top Performers May Not Be Future Top Performers

What kind of reaction would you get from your sales team if you incentivized hitting their next target with a brand new iPhone 1? Crickets, most likely. That’s because the technology that was cutting edge in 2007 no longer feels relevant today. In the same sense, what defines top performance on your sales team now will never be equal to what defines top performance in the future—at least it shouldn’t be if you’re motivated towards growth and improvement. Sales leaders should always be striving to improve the effectiveness of their sales team, and that includes continually evaluating what makes a…

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The Year in Review: Top Posts of 2015

2015 was a big year for The Brooks Group, and we’re going to brag a little. Our achievements this year included: • Bronze Stevie Award for Sales Training Practice of the Year • Top 20 Sales Training Company, Training Industry • Top 20 Sales Training Company, Selling Power Magazine • Inc. 5000 Fastest Growing Company • Triad’s Best Place to Work, Triad Business Journal • Fast 50, Triad Business Journal It’s our mission at The Brooks Group to transform sales organizations so that it’s easier for our customers’ customers to buy. One way we do that is by delivering sales…

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The Year in Review: Motivating Your Sales Team

The best way to build and maintain a highly motivated sales team is to start out by hiring people who are naturally driven to perform in your sales positions. But aggressive targets and difficult sales environments often require sales leaders to give their teams an extra push. The key to successfully motivating your team is really knowing them well, and understanding what will drive their performance the most. Get your team inspired and driven to hit next year’s targets with 7 of our most popular sales motivation articles from 2015. • Reducing the Anxiety of Aggressive Sales Targets • Sales…

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The Year in Review: Building a Healthy Sales Culture

Activating an organization’s sales culture is key to generating more revenue and achieving sustainable growth. So. What is sales culture? It’s when every area of an organization actively contributes to customer acquisition and retention and the sales organization as a whole is focused on continuous improvement of the sales effort. While a company’s unique sales culture depends on a number of factors, its effectiveness is largely determined by the efforts of the sales leader. The atmosphere that exists can either benefit sales or stand in its way, and that’s why it’s critical for leaders to intentionally build a healthy sales…

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The Year in Review: Finding and Keeping Top Talent

A sales team’s success is determined by the strength of its players, so it’s clearly worth investing the time and resources to build and grow a team of high performers. The key to sourcing top talent—and keeping it—is figuring out exactly what your open position requires for success, and selecting a candidate that’s naturally wired for those requirements. You’ll want to start the New Year out by having the right people in the right positions, and that’s why we’ve gathered up our top talent management posts from 2015. Get tips on sales interviewing, finding the best fit for the role,…

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The Year in Review: Top Sales Leadership Articles in 2015

Not everyone has what it takes to fill a sales leadership position, and those charged with leading salespeople know just how challenging it can be to juggle the many roles and responsibilities required for success. The thread that connects all high-performing sales leaders is the appetite for constant improvement, not only for their sales teams but in terms of their own growth as well. In that spirit, we’ve collected 7 of the year’s most popular sales leadership posts to inspire you to focus on your own leadership development while improving the performance of your team. Check out the top 7…

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Prospecting Roundup: 7 Articles to Improve Your Sales Team’s Prospecting Effectiveness

As the year comes to a close and your team is busy trying to meet their Q4 target, don’t let prospecting for the new year fall by the wayside. Even the most skilled salespeople can’t close a deal if they aren’t capable of getting in front of the right people, so your team’s prospecting effectiveness should be your top priority for 2016. To help you optimize your team’s sales territory planning strategy, we’ve rounded up 7 posts from The IMPACT Sales Training Blog that focus on the sales skill that is so crucial yet so commonly underemphasized—prospecting. Check out or…

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How to Use Your Annual Sales Kickoff Meeting to Fuel Engagement

Increasing engagement within your sales team not only means you’ll be in charge of a happier, more satisfied group of people, it’s also good for business. According to Demand Metric, the majority of organizations that have high employee engagement rates retain over 80% of their customers. That’s because when employees believe in what they’re doing, they become more invested in their own contributions. Your annual sales kickoff meeting is a great chance to define your organization’s purpose along with the strategies and tactics you’ll use in the coming year to meet it. Use this event to increase engagement within your…

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What Not to Do at a Sales Kickoff Meeting

Annual sales kickoff meetings are a great opportunity to get the entire team together in one place—to share ideas, network, and get motivated to hit the ground running in the New Year. But getting buy-in from your team for the sales meeting is critical in determining whether the time away will be successful and productive or not. When your reps view the experience as valuable, engagement levels increase and the information presented during the meeting is more likely to stick. Plan your meeting to optimize engagement and avoid the most common pitfalls that can turn a valuable opportunity into a…

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Build a Top Performing Sales Team in 2016

Great sales teams don’t just happen. They are carefully built… Sales is the heartbeat of your organization and it’s important to invest in the right people. Hiring mistakes can cost you missed sales opportunities and management time in addition to salary and administrative expenses. The key to building an all-star team in 2016 is having the right people in the right positions, doing the work they were naturally wired for. Here’s how to go about doing that: Benchmark your positions, not your top performers Ideal sales competency models are commonly developed with A-players in the same role in mind, but…

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How to Finish the Year Strong While Filling Next Year’s Pipeline

It’s the 4th quarter, and there are 2 things on every sales leader’s mind. 1. Finishing the year strong, and… 2. Building pipeline so that their team is on track for a good 2016 In our race to finish the year strong, top of the funnel activity often gets put on the back burner while sales reps put focus and energy on the immediate task at hand – hitting this year’s number. The key to ending this year successfully while also building pipeline for next year, requires an intentional level of effort. Too often, if left to chance, a window…

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Get Your Sales Team Prospecting Smarter, Not Harder

Without strategic territory planning at the senior leadership level, your organization can’t move forward. But at the field level, for sales reps who are generally fast-paced and enjoy selling more than planning, getting disciplined around prospecting can be a challenge. The first step is getting your team to commit to carving out dedicated time that is focused solely on territory planning activities. Simply setting aside a time for prospecting won’t guarantee success, however. Your reps need to be engaging in prospecting activities that will result in high-quality lead generation. “Activity for the sake of activity” may feel productive, but that doesn’t…

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17 Point Checklist to Measure Your Team’s Sales Prospecting Effectiveness

A lack of qualified prospects in the pipeline can be devastating to a salesperson’s overall sales effectiveness. A rep may be expertly skilled in building rapport, asking strategically important questions, and presenting customized solutions—but all of that is irrelevant if they are unable to meet with the right people at the right time. So, we’ve developed a brief audit to help you determine whether or not your team is engaging in the right activities that will lead them to exceed their target. Whether you follow this list verbatim or use it as inspiration to build your own set of questions,…

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7 Things Your Buyers Want Other Than Lowest Price

When your prospects are considering purchasing from your organization, price will inevitably be a factor, but what is likely more important to them is a high quality product and the value that accompanies it. The ability of your sales team to outsell lower-priced competition is vital to maintaining your bottom line in an overcrowded marketplace—that’s not big news, but how do you make it happen? The key to maintaining higher margins falls into the hands of your organization’s sellers and their ability to justify your price by offering value that can’t be beat. Here are 7 things your sales team…

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Using Assessments to Improve Workplace Dynamics

The ultimate goal of a team building workshop is to arrive on the other side with a more productive, happier, and healthier workforce. Improving the way team members interact with their leader and each other is definitely worth setting aside time for, but it doesn’t have to involve obstacle courses, fire-walking, or free-falling backwards off of a tree stump. Conducting team-building training using assessments is a fantastic way to provide objective insight and improve workplace dynamics. Whether you have an established team wanting to kick off the new-year on the right foot, or a newly-formed team that could use a…

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