Improve Your Team's Sales Communication Skills and Start Building Sales Relationships

What It Really Takes to Make the Sale and Move the Needle

Every organization and selling environment is unique, but the core sales challenges holding them back are shockingly common.


And the inability for salespeople to consistently engage in strategic business conversations with key decisions makers is one of the most common.

This fundamental sales challenge usually takes one of three forms:

Group 1

Technical Salespeople, with outstanding product knowledge, fail to communicate strategic benefits and the business case for buying

Group 2

Sales reps who are more comfortable selling products and/or selling on price, and who fail to sell higher-margin products and/or bundled solutions

Group 3

Sales reps that can’t adapt to shifts in the market such as new, low-priced competition, or the need to sell higher up in the client’s organization

Most salespeople know they need to be having these higher-level conversations

Most salespeople know they need to be having these higher-level conversations, they just don’t know exactly what that looks like.

They’re unable to translate that general principle into the specific actions, phrases, and next-steps needed for their unique sales environment and product.

And that means there’s only one kind of training that will actually work to transform their performance:

Training that hands your team ready-to-use procedures, phrases, and tools that they can use in sales conversations the very next day.

Non-customized training will only hand your team more sales principles that they’ll need to “translate” to their actual sales environment—translation they can’t do!

The IMPACT Selling® system transforms the quality of your team’s sales conversations by focusing on 4 fundamental elements

A sales process that shows your people how to pre-prepare business insights and reasons to buy

A sales process that shows your people how to pre-prepare business insights and reasons to buy

Your salespeople need a deep understanding of a buyer’s business before they can have strategic business conversations. IMPACT provides the how-to behind this skill set.

Customized training for instant application in the field

Customized training for instant application in the field

This is no-translation-required training that provides your team with sales conversation tools that they can “swipe and deploy” straight from training.

Real-Time Coaching that transforms know-how into established skill

Real-Time Coaching that transforms know-how into established skill

Real-time sales coaching walks your team through their first attempts using new approaches with real clients and reinforces learning through doing.

Talent assessments to sift adapters from non-performers

Talent assessments to sift adapters from non-performers

When you ask for more and different skill sets from your team, some of your people will remain suited for the job and capable of adapting, and some won’t. Knowing who is who is critical to making that leap.

Operationalized—And Agile—Sales Training

Operationalized—And Agile—Sales Training

Operationalized means taking core skills from classroom to field application and then baking them into the way sales is done in your organization on a day to day basis.

Agile means fast engagement timelines and the ability to produce measurable results in as little as 3-4 months.

Not only does this approach fast-track your sales team to overcome your current sales challenges and produce increased revenue, but it is the single most effective approach for activating your most effective sales culture in order to achieve long-term cultural shift.

The Brooks Group delivers on these claims through Operationalized and Agile Sales Training that is:

  • Customized to reflect your sales team’s day-to-day realities
  • Compatible with all major CRM and Salesforce Automation platforms
  • Reinforced with live sales coaching for sales reps and their managers
  • Tracked for success with mobile and online software programs

Customized Sales Training

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.

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 5,000-30,000 USD depending on the level of customization that takes place, with an average program coming in at around 15,000 USD.

Leading Long-Term Care Provider Implements IMPACT Selling and TriMetrix Assessments to Generate an Additional $1,240,650 in Revenue

HCR ManorCare, a leading provider of short-term, post-hospital services and long-term care was able to establish a common language throughout the entire organization and optimize talent management efforts after partnering with The Brooks Group.

Read Full Case Study

Speak with a representative from The Brooks Group today about activating your most effective sales culture

We guarantee 100% privacy. Your information will not be shared.