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October 16, 2017
Written By: Will Brooks

The 4 R’s of an Effective Sales Hiring Process | The Brooks Group

Oftentimes, individuals charged with hiring a sales team will make a decision based on a gut instinct alone.

Maybe they have a good feeling about a sales candidate—or maybe they’re just too busy to give the decision careful attention. Either way, hiring based on guesswork, luck, or a gut feeling isn’t the most effective way to build a high-performing sales team.

October 11, 2017
Written By: Steve Hackett

Should Your Salespeople Have Pricing Authority? | The Brooks Group

Maintaining a healthy profit margin is (of course) important to the overall success of your sales team and organization. It can be tricky to find the sweet spot for an offering’s pricing, however.

Those in the organization in charge with business strategy should set a price based on market research. But should that price be set in stone?

October 03, 2017
Written By: Laura Lloyd

How to Map Out the Decision-Making Unit to Sell More Effectively | The Brooks Group

In today’s selling environment, it’s becoming more and more rare for one individual to be tasked with making a purchasing decision. A multi-person decision-making unit is often used to ensure the best vendor is selected, as well as to spread out the risk involved with making an important decision.

September 25, 2017
Written By: Tony Smith

Where Should Sales Managers Spend Their Time Coaching? | The Brooks Group

Time management is one of the most important priorities for a sales manager. The best sales managers know they need to be dedicating a significant amount of their time each week coaching their salespeople—but which group will bring in the best return on coaching investment?

Which salespeople should sales managers spend time coaching?

On most sales teams, you will find:

September 20, 2017
Written By: Lisa Rose

Should Your Sales Managers Be Selling?

Should your sales managers be responsible for meeting their own individual quota? Or is the “Selling Sales Manager” function flawed?


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