Operationalized Sales Training That Solves 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 salespeople — 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 Brooks Group understands common sales challenges and offers proven solutions, customized to work in your unique environment and culture.

The Brooks Group understands common sales challenges

Real Sales Challenges Our Training Solves

Salespeople Aren’t Having REAL Business Conversations

Salespeople Aren’t Having REAL Business Conversations

  • Technical sales people talk specs and technology and product rather than business benefits and ROI
  • Old-school sales teams sell the products they are used to rather than the higher-margin solutions you need them to
  • The sales point of contact or decision-maker has changed and your team has to sell higher up in the organization than they are used to
  • A strong brand or pricing advantage has let your sales teams ability to sell on value atrophy 
Elevate Your Team's Business Conversations

Sales Managers Aren’t Leading and Coaching Effectively

Sales Managers Aren’t Leading and Coaching Effectively

  • Sales managers can’t articulate why their teams aren’t making quota
  • You have a lack of genuine sales coaching taking place
  • From what you can tell, the managers don’t really know what’s going on in the field
  • Managers are only reporting failure after the fact, rather than seeing signs early and taking action
Sales Managers Aren’t Leading and Coaching Effectively

Underperforming Channel Partners Are Preventing Growth

Underperforming Channel Partners Are Preventing Growth

  • Dealer principles are a mixed bag with wildly varying sales performance, you need to standardize around best practices
  • Weak dealers have weak sales teams and that means the competition is eating your lunch
  • Dealers and Channel Sales Partners are more motivated to sell whatever they can then sell your products and services
  • You don’t have the authority to force sales training on your distributors or partners sales teams, but they desperately need to improve their sales performance 
Underperforming Channel Partners Are Preventing Growth

Sales Team Lacks Unification and a Common Process and Language

Sales Team Lacks Unification and a Common Process and Language

  • Recently merged or acquired sales divisions need to be unified around a common sales process
  • New CRM or reporting systems requires previously independent sales teams to use standardized sales process and terminology
  • Scaling and growth require you to standardize your sales processes and systems
  • Wildly different sales performance and sales cultures have created the need to establish best practices and bring low-performing teams or divisions into line
  • You haven’t previously had formalized sales training and now you need to establish a company-wide sales methodology
Standardize Your Sales Process

A Disruptor in Your Industry or Marketplace is Forcing Your Sales Team to Adapt

A Disruptor in Your Industry or Marketplace is Forcing Your Sales Team to Adapt

  • Revenue is flat because your core market or customer base is shrinking or expiring
  • Protection against lower-priced competition (patents, tariffs, subsidies, regulations) has expired or vanished
  • Continued growth means expanding beyond your core market, which requires mastering a new sales environment
  • Your sales team’s ability to handle this change without help is uneven or in serious question
Adapt to and Overcome Your Disruption

High Sales Turnover is Holding You Back

High Sales Turnover is Holding You Back

  • You’re hiring too many non-performers
  • You have a challenging or unique sales environment that chews up even talented sales stars from other industries or companies
  • Sales team turnover and churn is eating into profits and limiting sales performance
  • You lack a solid development or career planning tool to retain and promote the talent you do bring on
  • Your sales managers have asked for hiring and coaching help
  • The position has changed and the kind of candidates who used to work out no longer fulfill the requirements of the job
Stop Turnover Cold, Start Hiring Home Runs

Trusted by thousands of companies

How a Global Rollout is Transforming the Way One Client Sells

 

 

Watch the video above for insight on the Kerr Case Study

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

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

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

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

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

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

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

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.

How We Build And Deliver Sales Training

Step 01

Discovery Debrief

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

Step 03

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.

Step 05

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.

Step 07

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 team's 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.

Step 09

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.

Step 02

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.

Step 04

Stakeholder Review

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

Step 06

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.

Step 08

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.

Step 10

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.

Step 01

Discovery Debrief

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

Step 02

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.

Step 03

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.

Step 04

Stakeholder Review

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

Step 05

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.

Step 06

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.

Step 07

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 team's 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.

Step 08

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.

Step 09

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.

Step 10

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:

B2B Sales Training That Works

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 MGR, 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., VP of 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 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.

flexibility to conduct your own sales training program on demand

 

 

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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