Taking the right approach to sales force enablement is something that can have a profound impact on the success of your sales organization. According to research from Demand Metric, 75% of companies surveyed report that having a sales enablement strategy makes a moderate or significant contribution to their achievement of revenue goals.
The Brooks Group understands that your sales organization is unique, and your sales enablement strategy should be as well. We partner with you to understand where you are today – and where you want to be in the future – to develop a path to sustained high sales performance.
We’ll help you achieve your short and long-term goals through the 3 phases of Maximum IMPACT Sales Enablement.
Phase 1: Lay the Foundation
Laying the foundation for sales performance improvement begins with IMPACT – a structured, 6-step sales process that can be adapted for any selling situation. We’ll work with stakeholders in your organization to determine the best approach for the training initiative using our 4D process: Discover, Design, Deploy, and Develop.
A thorough review of your existing sales team and go-to-market strategy will allow us to identify skill gaps and create recommendations for development.
We’ll collaborate with your team to design training that will match the day-to-day realities of your sales reps. Additionally, we’ll develop top-performer profiles and introduce best practices to optimize your hiring and onboarding process.
Initial training will be delivered to your sales reps and sales managers – with a pilot program being delivered first for organizations with large, geographically dispersed sales teams.
Inforcement tools and coaching guidelines will be put into place to ensure your reps are applying the new skills and improving their sales performance immediately.
Phase 2: Align the Organization
Sales force transformation starts with the initial training and implementation of the IMPACT process, and is solidified with continuous development across your organization. Continued use of assessments for hiring and coaching ensure you have the right people in the right places.
Your sales force will continue to receive coaching, reinforcement, and refresher courses based on their progress—making the IMPACT sales process and learned best practices the “new normal.” The customized development plan meets your team exactly where they are on their journey to sales excellence.
We’ll work with you to establish a strong sales culture and ensure your sales team is aligned with the marketing, customer service, and account management departments. This cross-functional collaboration ensures your prospects and customers receive a consistent and positive experience through every step of the buyer’s journey.
Phase 3: Develop Mastery
By this point, your sales force will be operating like a well-oiled “sales machine.” Additional tweaks and refinement will give your organization an even greater edge over the competition.
Your top performer profiles will be evaluated and adjusted if necessary to continue hiring the talent that will grow you into the future.
Advanced selling and coaching skills training will be layered onto your sales team’s base knowledge to propel them even further past the competition.
In the words of one of our clients, the Maximum IMPACT Sales Enablement approach will take your team “from walking, to running, to high speed execution.”
The Brooks Group has been helping sales teams improve their sales performance for over 40 years. Sales enablement is our expertise, and the phases of our enablement services are designed to help you achieve maximum ROI for your training dollars.
Benefits of the Maximum IMPACT Sales Enablement Approach:
Creates alignment within your organization on your short and long-term strategic goals
Provides you with a clear path for achieving the organizational goals you’ve identified
Allows you to maximize the time and budget you’ve allotted for training
Establishes buy-in from the entire organization for your sales enablement initiative