We’ll help you achieve your short and long-term goals through the 3 phases of Maximum IMPACT Sales Enablement.
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 learning path to sustained high sales performance.
Phase 1: Lay the Foundation
Laying the foundation for sales performance improvement begins with IMPACT – a structured, 6-step enablement 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 courses 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 learning 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 enablement 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.”
Benefits of the Maximum IMPACT Sales Enablement Approach:
The Brooks Group is committed to working with you every step of the way. From evaluating where you are today, to identifying where you want to be in the future, and working closely with you to address the gaps that will help you meet and exceed your organization’s goals.