How to Evaluate Sales Performance to Improve Your Team’s Success

How to Evaluate Sales Performance to Improve Your Team’s Success

How to Evaluate Sales Performance to Improve Your Team’s Success | The Brooks Group

Sales is a numbers game, but evaluating your sales reps’ performance involves much more than looking at a final revenue number.

Revenue may be the ultimate performance indicator, but as a sales leader you should investigate the “why” behind a final result to truly improve the success of your sales team.

Published on March 27, 2019

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The Ultimate Guide to Asking Open-Ended Questions on Sales Calls

The Ultimate Guide to Asking Open-Ended Questions on Sales Calls

The Ultimate Guide to Asking Open-Ended Questions on Sales Calls | The Brooks Group

To truly uncover what your buyers want and need, your salespeople must be experts in asking open-ended questions.

Asking open-ended sales questions—and making an intention to listen to the response thoughtfully—allows your reps to connect with prospects and customers and gather the information needed to recommend the best possible solution.

Published on January 16, 2019

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How to Align Your Sales Process with the Buyer’s Journey

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Study Proves 3-Deep Questioning Can Strengthen Sales Reps’ Relationship with Buyers

Study Proves 3-Deep Questioning Can Strengthen Sales Reps’ Relationship with Buyers

Study Proves 3-Deep Questioning Can Strengthen Sales Reps’ Relationship with Buyers | The Brooks Group

At The Brooks Group, we train sales professionals to use a 3-deep questioning strategy during conversations with prospects and customers.

The strategy (which we’ll outline below) allows a sales rep to uncover the wants and needs of the buyer—and even the unstated emotions that will ultimately impact purchasing decisions.

Published on October 31, 2018

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How to Send Sales Prospecting Emails that Get Responses

How to Send Sales Prospecting Emails that Get Responses

How to Send Sales Prospecting Emails that Get Responses | The Brooks Group

Email prospecting can be a powerful tool for sales reps—when it’s used in the right way. Reps sometimes think they’re saving time with mass emails, but the reality is that sending unsolicited emails can backfire.

In addition to poor click-through rates, canned emails create distrust and can damage brand reputation and undermine future prospecting efforts.

Published on October 01, 2018

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The 9 Sales Negotiation Skills Your Reps Need Now

The 9 Sales Negotiation Skills Your Reps Need Now

The 9 Sales Negotiation Skills Your Reps Need Now | The Brooks Group

Sales negotiation can be a source of dread for salespeople. It’s especially painful when a rep thinks they’ve closed a deal and then the prospect surprises them by wanting to “talk about the details.”

With the right sales negotiation strategy, even this part of the sales process can remain warm and result in a win-win outcome for all parties.

Published on August 29, 2018

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7 Tips for Implementing a Customer-Centric Strategy

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How to Increase Sales by Focusing on Customer Service

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What is the Difference Between Account Management and Sales?

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9 Keys for Building Trust on Your Sales Team

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