Unifying and Standardizing Operationalized Sales

Unify Your Sales Team By Developing a
Standardized Sales Process

Obviously, you could standardize your sales processes and Sales Training based on just about any defined sales process from any of the major sales training firms. But some systems are easier to learn and adapt and thread into your operations than others. 

IMPACT Selling® is not only easy to remember and apply, it’s also designed to be easily incorporated into your existing systems, software, and day-to-day operations. Here's how The Brooks Group makes the standardization process efficient, uncomplicated, and effective

standardize your sales processes and Sales Training based on just about any defined sales process from any of the major sales training firms

The Brooks Group’s fast-to-deploy, customized sales training gets sales teams marching in the same direction by offering:

Training that’s rapidly customized to your unique sales environment

Training that’s rapidly customized to your unique sales environment

Our Agile Customization Process includes ride-alongs and surveys that tailors the content to your sales teams on-the-ground reality while also building acceptance and buy-in from the end users.

Real-time sales coaching that makes new skills habit

Real-time sales coaching that makes new skills habit

You can’t standardize around a system unless the system is actually used. Real-time Sales Coaching gives your sales reps a chance to put new learning to use under the guidance of an experienced sales coach.

Sales management training to benefit the most critical player on your sales team

Sales management training to benefit the most critical player on your sales team

Ensure that salespeople are focused on the right activities by improving the coaching skills of your sales managers.

Operationalized sales training that threads easily into your current systems

Operationalized sales training that threads easily into your current systems

Classroom training that gets imbedded into your CRM, salesforce automation, and operational tools quickly becomes the “new normal” for your sales team.

TriMetrix® assessments that identify the ideal sales profile of your positions

TriMetrix® assessments that identify the ideal sales profile of your positions

Determining the key competencies a position requires for success gauges where current team members stand, and helps to standardize and improve ongoing hiring efforts.

Do You Really Need Customized Sales Training? 

Non-Customized
Sales Training

The Brooks Group Customized Sales Training


  • Classroom Delivery
    100%
    100%
    Without Customized Training…

    Off-the-shelf sales training doesn’t take into account the unique set of challenges that take place in any given selling environment. This results in lower engagement levels from attendees who don’t find the content immediately applicable.

    With Customized Training…

    Relevant, useful content captures the attention of attendees who realize the training will be immediately beneficial in their day-to-day lives. The training is met with interest, rather than resistance.


  • Comprehension
    34%
    Lost
    66%
     
    10%
    Lost
    90%
     
    Without Customized Training…

    The science of adult learning shows that comprehension is based on the relevance and usefulness of the content. That's why non‑customized sales training that doesn't match a salesperson's everyday reality gets lost in translation.

    With Customized Training…

    When learners can apply their previous experience to the content, their ability to comprehend and retain the information dramatically increases. That's why customized training from The Brooks Group gets real traction.


  • 24-Hour Retention
    33%
    Forgotten
    33%
     
    30%
    Forgotten
    60%
     
    Without Customized Training…

    After 24 hours, learners retain only 33% of new content. This rate can be improved by customizing the content‑making it more relevant and useful to the learners.

    With Customized Training…

    Relevant and useful training material combats the forgetting curve, meaning more of the training sticks with your team.


  • 3 Month Retention
    13%
    Lost
    20%
     
    75%
    Retained
    60% + 15%
     
    Without Customized Training…

    Standard online reinforcement improves retention of new information, but doesn't reinforce the actual application of new skills. That means knowledge doesn't get translated into the field.

    With Customized Training…

    Real time group sales coaching provides challenge‑based and socially reinforced training and coaching that strengthens understanding and gets your people applying new skills to their current prospects.


  • Applied
    13%
    Never Applied
    7%
     
    5%
    Not Coached to Use
    70%
     
    Without Customized Training…

    Learners experience a "knowing‑doing gap" when they don't receive regular training‑specific sales coaching from managers, and when the training is not integrated into daily activities like CRM.

    With Customized Training…

    Sales coaching that helps your team directly apply training to their current challenges, combined with the ability to thread training throughout your existing systems makes new skills and processes the "new normal".


  • In Use
    3%
    Unused Over Time
    4%
     
    10%
    Unused Over Time
    60%
     
    Without Customized Training…

    Over time, more training knowledge will continue to be lost if it's not made to be the "new normal" by coaching and integration into everyday systems and processes.

    With Customized Training…

    When sales training and sales management training have been operationalized to your unique environment, new skills and sales methods get hardwired into your organization‑allowing you to achieve genuine training sustainability.

 

The Brooks Group has nearly 40 years of experience standardizing IMPACT Selling throughout sales teams around the world. One thing we’ve learned is that unifying a sales team under a common language and sales process is often the first step in uncovering a highly effective sales culture.

 

"From a value standpoint, the investment has paid for itself just in the way we can communicate internally."

—Mark Marshall, Sales Director, PQ Systems


See the full case study from PQ System’s engagement with The Brooks Group

View Case Study Report

Customized Sales Training

What kind of financial commitment can you expect with customized sales training?

The Brooks Group doesn’t believe in “one-size-fits-all” training programs. We’ll work with you to develop a program that’s right for your team.
Pricing will vary from 5,000-60,000 USD depending on the level of customization that takes place, with an average program coming in at around 15,000 USD.

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