Virtual Channel Sales Training. Selling Effectively Through Sales Channel Development.
Deliver an OEM-sponsored channel sales training program to drive sales for both you and your channel partners
Bridge the Gap between OEM and Distributor with a Customized Virtual Channel Sales Training Solution
The real problem with ineffective teams is that it’s often hard to identify what challenges are holding the sales team back. The key to understanding the reasons behind a team’s success – and more importantly – how a team can be more successful is to evaluate the group at a “people level” using some sort of a validated assessment tool.
Key Channel Partner Input
Customizing a program based on a dealer’s unique sales environment and sales force challenges creates credibility and buy-in, ultimately increasing the ROI of the training.
Key Channel Partner Benefits
Hear one client’s experience with IMPACT sales training and the success that’s come from the channel sales enablement program
The Brooks Group’s Method for Improving Dealer Performance
Based on what has worked best for our many clients executing channel sales training, we’ve developed a proven method for maximizing the success of a training initiative. The process includes:
- Collaborating with stakeholders to identify short and long-term sales enablement goals
- Introducing the partner program and strategy to dealers strategically to drive enthusiasm
- Customizing the training with input from the dealer and their sales leaders to guarantee buy-in
- Training salespeople across the network with the IMPACT sales process
- Delivering Sales Management training to ensure process adoption
- Providing dealers with assessment tools to source, coach, and retain top sales talent
“We were looking to take our conversations to a higher level with dealer principals – speaking in terms of revenue growth, profitability growth, cost reduction, employee engagement, customer satisfaction. With a process like IMPACT, it gave us the research, the probing, the investigation that we needed to understand their business better and speak on a higher level.”
Vice President of Parts Sales
Volvo Trucks North America/CEO
View the full video testimonial here.
If you’re challenged with channel partners who aren’t selling enough of your product at high margin, targeting the salespeople within your network is the solution you need.
The Brooks Group provides the following sales training solutions for dealership distribution:
The first step in any sales training initiative is making sure the right people are in place to do the job. Incorporating comprehensive assessments and selling skills reports into a training program ensures that dealers are hiring the best talent, and allows sales managers to coach reps in the most effective way.
Customized Virtual Sales Training
IMPACT Selling is a straightforward sales process that sales reps can easily learn and adapt to a wide range of products and selling situations. Through customized instructor-led training, salespeople will learn the skills needed to translate a product’s technical advantages to business benefits, while maintaining margin.
Our real-time sales coaching and reinforcement programs solidify the training, and ensure that reps don’t revert back to old habits. Management training and reinforcement teaches sales managers to coach reps in the most effective way.
Every company will have a unique channel strategy and business development plan, but you can rest assured that The Brooks Group knows what works with dealership distribution.
Through customized sales hiring and sales training solutions, we’ve helped our customers improve their channel dynamics and grow their revenue and market share.
OEM Gains $2.4 Million in Revenue by Providing IMPACT® Selling Training for Underperforming Dealer Network
Like many industrial OEMs, this company relied on distribution networks to sell its products and was facing an ever-changing, increasingly competitive marketplace with serious challenges.