EXPERIENCE OVERCOMING YOUR REAL SALES CHALLENGES


CUSTOMIZED SALES TRAINING FOR YOUR UNIQUE SALES ENVIRONMENT

Your culture, sales environment, target market, and sales scenarios are unique. That means the only sales training that will really “stick” with your sales people — aka, the only kind that will get results — is sales training that’s customized to you.

But as unique as your sales environment may be, your *real* sales challenges probably aren’t unique.

And what you really need is a sales training organization with success helping other companies overcome these same challenges. Proven solutions that have gotten results for people facing the exact challenges you’re facing, that can then be customized for your unique sales environment, so they can get results for you.

The Brook’s Group understands common sales challenges and offers proven solutions, customized to work in your unique environment and culture.

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HOW TO KNOW IF YOU ARE FACING A SALES CHALLENGE WE SPECIALIZE IN SOLVING

Is the language your sales team uses consistent across the entire sales team?

If your forecasting is inaccurate and your sales managers aren’t giving you a clear understanding of what’s really getting done in the field, the root problem may well be an inconsistent sales language and sales process. Productive conversations about the sales process only happen when everyone uses common and consistent language. A common terminology is at the heart of a common process. Sales reps and sales managers marching towards a common goal need a common language. Read more

Do you have highly technical salespeople who don’t always think commercially?

Technical experts in sales positions provide a wealth of critical product knowledge to your buyers. Often their focus on product features is at the expense of a focus on the strategic benefits the prospective customers values. Sales people who focus on what’s valuable to the customer get more sales opportunities and win more often. Read more

Is there an external disruptor in your sales environment or market?

Government regulations, military cuts, or unpredicted shifts in the marketplace require an updated sales strategy. When your organization is forced to sell new solutions to new customers, you need a plan and the right sales process. Only once your sales team is skilled-up and strategically aligned can you make that transition successful. Read more

Do you have sales reps reluctant to sell new solutions?

Markets evolve, as do your offerings. Some sales reps become accustomed to selling the same old product, market, or customer base and that is where they are comfortable. Mastering new solutions is uncomfortable and therefore resisted. New solutions can make the difference between success and failure in new markets. New solutions can also make the difference between low and and high margin sales. Read more

Have you been part of a merger that combined sales teams with different sales processes?

When two or more sales teams are combined they are forced to combine different leadership, selling, and behavioral styles. A common sales process unifies the different sales cultures. When everyone is marching in the same direction you achieve your goals. Read more

Are underperforming channel partners preventing growth?

Without direct authority over your dealers’ front-line reps, driving revenue growth through distribution can be challenging. We’ve developed a method for creating a win-win for you and your dealers.

Are your sales managers leading and coaching effectively?

Managers should be coaching reps. Without the right processes it doesn’t happen. And without hiring the right people to begin with, coaching can be an exercise in futility. The right assessment and sales process makes effective coaching an organizational strength. The assessments ensure you not only hire the right people, but also understand how to motivate and communicate with them once they’re on your team. And the right sales process puts in place a system for regular and consistent measurement, evaluation and feedback. Combined, they enable your sales managers to achieve consistent and regular improvements month over month and year over year. Read more

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VIDEO: HOW A GLOBAL ROLLOUT IS TRANSFORMING THE WAY ONE CLIENT SELLS

OUR DISCOVERY PROCESS

The Brooks Group invests the time, up front, to discover the nuances that define your unique sales environment. That allows us to tailor a customized training program around your team, your marketplace, your opportunities, and your challenges.

Based on your unique situation, we use some or all of these tools to understand your environment prior to live training:

Sales Ride-Alongs & Field Observations

We send our consultants into the field with your reps and managers to uncover gaps in skills, areas of strengths and your marketplace realities. These observations are translated into an executive summary designed to drive the customization process.

Personal And Positional TriMetrix® Assessments

Gaining a deep understanding of your people and your sales positions is crucial to delivering a best-in-class engagement. Using our proprietary assessment tools, we get a handle on your sales force from the people perspective and tell you if you have the right people in the right places.

Conduct Sales Force Alignment Audit

Understanding perceptions inside of your sales force is fundamental to preparing for a successful training initiative. Our anonymous Alignment Audit has been carefully designed to uncover gaps and challenges between your management team and front-line sales reps.

Interview with Senior Leadership, Field Managers and Salespeople

Our consultants essentially conduct a 360 on your sales organization from the perspective of all interested parties. We uncover where you are today and how we’ll need to work with you to achieve your objectives over the long-term.

Participate in Account Reviews

Whether or not players inside of your sales organization can effectively discuss opportunities and challenges inside of select accounts is a powerful indicator of the overall health of your sales organization. Account review audits will give us powerful baseline information about pre-engagement skillsets.

Interview Your Customers

There’s simply no better source of information than your prospects and customers. Our consultants can get to the bottom of what your customer base really wants from your solution — and your salespeople.

Executive Debrief

Finally, we debrief your executives and recommend the next steps for your sales force optimization plan.

We combine our insight into your unique needs with our best-in-class proven sales process, curriculum design expertise, and professional sales and sales management systems. It’s that process that creates a customized experience that delivers lasting, transformational change within your organization.

Transformational change requires a holistic approach, and it goes beyond two days in a classroom.

Trusted by thousands of companies

HOW WE BUILD AND DELIVER SALES TRAINING

Discovery Debrief

Findings from our Discovery Process are funneled to our Curriculum Design Team.

Customized Program Build-Out

Your unique realities and goals are combined with our award-winning content to create your Customized Learning materials. These include training methodology, program workbooks, cloud-based and mobile reinforcement, personal assessments, etc.

Executive Communication

We work with you to shape the messaging that you’ll share with your sales organization to position the training as valuable and a serious corporate initiative.

Program Delivery

Your program facilitator will deliver a first-class experience, taking into account every nuance of your organization, your goals, your customized content and your teamÕs personalities. Your team will be challenged and your facilitator will use concepts and tactics of adult learning theory to ensure long-term retention of knowledge.

Mobile Reinforcement

For an extended period of time, your team will receive ongoing content via mobile device. This ensures they are continually exposed to your training content and will prevent skill erosion.

Facilitator Assignment

Taking into account what we’ve learned in the Discovery Process, we assign the right facilitator to your account. We take into account your culture, industry, marketplace and competitive landscape when assigning your facilitator to maximize your experience both inside and outside of the classroom.

Stakeholder Review

We review your materials with stakeholders from your organization to ensure alignment.

Program Logistics

Your personal Project Manager works with you to ensure your learning environment is set up to give your team everything they need to have a positive learning experience.

Live, Distance Reinforcement

Your facilitator will meet with your team via conference call for a period of 9 sessions to coach, develop and challenge in a team environment. Your team will complete assignments and compete for points as they apply what they’ve learned in the classroom in the field.

Ongoing Training

Using our Discover, Customization and Deployment process, we will work with you to deliver advanced sales training and programs geared toward other business development functions inside of your organization.

Discovery Debrief

Findings from our Discovery Process are funneled to our Curriculum Design Team.

Facilitator Assignment

Taking into account what we’ve learned in the Discovery Process, we assign the right facilitator to your account. We take into account your culture, industry, marketplace and competitive landscape when assigning your facilitator to maximize your experience both inside and outside of the classroom.

Customized Program Build-Out

Your unique realities and goals are combined with our award-winning content to create your Customized Learning materials. These include training methodology, program workbooks, cloud-based and mobile reinforcement, personal assessments, etc.

Stakeholder Review

We review your materials with stakeholders from your organization to ensure alignment.

Executive Communication

We work with you to shape the messaging that you’ll share with your sales organization to position the training as valuable and a serious corporate initiative.

Program Logistics

Your personal Project Manager works with you to ensure your learning environment is set up to give your team everything they need to have a positive learning experience.

Program Delivery

Your program facilitator will deliver a first-class experience, taking into account every nuance of your organization, your goals, your customized content and your teamÕs personalities. Your team will be challenged and your facilitator will use concepts and tactics of adult learning theory to ensure long-term retention of knowledge.

Live, Distance Reinforcement

Your facilitator will meet with your team via conference call for a period of 9 sessions to coach, develop and challenge in a team environment. Your team will complete assignments and compete for points as they apply what they’ve learned in the classroom in the field.

Mobile Reinforcement

For an extended period of time, your team will receive ongoing content via mobile device. This ensures they are continually exposed to your training content and will prevent skill erosion.

Ongoing Training

Using our Discover, Customization and Deployment process, we will work with you to deliver advanced sales training and programs geared toward other business development functions inside of your organization.

B2B SALES TRAINING THAT WORKS

The IMPACT Selling® System achieves results by teaching your salesteam to:

92%

of our clients increase ROI by at least 60% within 6 months!

  • The IMPACT Selling® System achieves results by teaching your sales force to:
  • Target and attract the right people with pull prospecting
  • Tailor persuasive strategies to a prospect’s decision-making styl
  • Prepare for the sales meeting by focusing on underlying wants
  • Ask the right questions at each point in the sales process
  • Move prospects smoothly through each stage of the sale

REAL-WORLD SALES TRAINING PROGRAMS DELIVERED BY REAL SALES PROFESSIONALS

The success of a training program is dependent on the person doing the training. The Brooks Group uses only working sales professionals for all of our sales training programs.

Why do we use only working sales professionals?

Only trainers with a background in professional selling can relate to the real world problems faced by your team. They make the connection between classroom training and in-field application crystal clear.

“It was very valuable to get an accurate insight into how I act, how I’m motivated, etc., and to learn about the differences in others. It’ll be valuable to learn how to assess others and modify my interaction with them based on their personality.”

Josh M.
Territory Sales Manager, KaVo USA

“Having experienced several of the major sales training programs over the past 25 years of sales and sales management, The IMPACT Selling® process is by far the best. It is a simple, yet incredibly effective, process that provides a framework for every sales call regardless of your market. Working with the team from The Brooks Group has increased the performance of an already strong sales team and made us significantly more productive than we were before the training.”

Bret M.
Sales Director, Medical Device

“Just wanted to say a big “THANK YOU” to all at Brooks who made this IMPACT training a reality for us. I have to say that it was more than a GREAT SUCCESS. All of my sales team members came out of the training with lot of good ideas and now want to use those techniques right away.”

Raghu V.
Vice President – Sales, Testek Inc.

NEED TO TRAIN A LARGE, GEOGRAPHICALLY DISPERSED SALES FORCE?

If you need the flexibility to conduct your own sales training program on demand, we can license the IMPACT Selling System so it’s delivered by your internal training team.

  • An IMPACT license agreement off may be a good option if:
  • You have a sales team of 50 or more
  • You have an internal training team
  • You’d like to offer ongoing sales training programs
  • Your company is rapidly growing
  • You have fairly high turnover in your sales department

We’ll work with your corporate trainers and certify them to train your salespeople in the IMPACT methodology. And we’ll continue to support your internal training team after they’re certified.

A TRAINING PROGRAM THAT IS CUSTOMIZED TO FIT YOUR ORGANIZATION’S UNIQUE NEEDS

Many prospective clients have questions about how IMPACT will apply to their industry. They want to know how it will apply to their sales team. We have the answer.

IMPACT focuses on the sales process itself — so we can adapt the delivery format and the terminology to fit your organization. We offer IMPACT to your organization in a customized sales training format. We offer Open Enrollment seminars, fully customized sales training, reinforcement and follow-up programs — even licensing agreements to deliver the IMPACT Selling System through your internal training team.

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