Agile & Resilient:
Sales Leadership for the New Normal
Do you find yourself questioning the makeup of your sales team?
Are your costs on the rise, but customer pressure to lower prices is stronger than ever?
Are you monitoring more metrics, yet struggling to effectively change sales behavior?
Does daily firefighting steal the time you need to coach your team to better performance?
And most of all… are you concerned that what’s worked in the past is not as effective now?
If you are asking yourself any of these questions, this book is for you.
“It is absolutely clear: Sales leadership as usual just will not work any longer. At The Brooks Group, we have been training and coaching business-to-business salespeople and sales leaders for more than 40 years. Throughout that time, we have seen a steady group of core fundamentals as critical to success—prospect intelligently and consistently, prepare to have quality sales calls, ask good questions to understand what really motivates buyers, and connect the dots between what buyers need and want and what you offer as a supplier. Selling fads and quirky approaches have come and gone, but the fundamentals—what our founder Bill Brooks called IMPACT Selling—have consistently been the way to improve results.”
“As a current CEO and former career sales leader, I would strongly recommend that this book be made a compulsory read for everyone in the commercial organization.”
Chief Executive Officer, GMT Corporation
“The book is really about getting back to the basics in a changing world. A solid sales culture based on a the IMPACT Selling process builds the foundation of trust and grows sales. It is all about doing your job…..listen to your customers. The book is bang on!”
Director of Corporate Sales, Kent Building Supplies
“It was an eye-opening look at market dynamics that cannot be ignored. If these principles are not recognized in a sales organization, you risk going out of business!”
Wartsila Defense, Inc., Director of Maintenance, Repair, and Overhaul
Meet the Authors
Michelle Richardson is the Vice President for Sales Performance Research at The Brooks Group. In her role, she is responsible for spearheading industry research initiatives, overseeing consulting and diagnostic services, and facilitating ROI measurement processes with partnering organizations. Michelle brings over 25 years of experience in sales and sales effectiveness functions through previously held roles in curriculum design, training implementation, and product development to the Sales Performance Research Center. Areas of Expertise includes Direct and Channel Sales, Sales Leadership, Coaching, Negotiation, Complex Selling, Sales Strategy, and Talent Management.
Russ Sharer is the Director of Strategic Sales Excellence at The Brooks Group. Russ has led large and small teams to achieve exponential growth and is passionate about helping people maximize their strengths and improve their performance on the job. He combines his 30+ years in B2B Sales and Marketing with his in-depth facilitation experience to connect the dots for program participants with a practical, “easy-to-learn” approach. Russ’s career has included work with companies from early start-up to Fortune 500, and involved the work of sales force recruitment, training and assessment, plus channel strategy, product strategy, sales readiness, global partnerships and outbound marketing.