Differentiating Your Organization - ISA€¦ · Achieve 102% of their performance goals, on...

Differentiating

Your Organization

Through World-Class Sales Effectiveness

Anita Greenland Vice President of Sales

Four decades of helping companies drive sustainable growth with a deep

expertise in the Industrial Manufacturing and Distribution sector

The Brooks Group is consistently named as a Top 20 Sales Training and Consulting Firm


We’ve worked with these clients and others:

Why Do Customers Buy?

43%

37%

20% Customer Experience

Features/Benefits

Price

Via Research from the Sales Executive Council


Recruiting, Selection, & Hiring

Onboarding & Retention

Coaching to Success

Topics for Today

43%

37%

20%

Recruitment, Selection, and Hiring the Best Candidates

The 4 R’sFor Recruitment, Selection and Hiring

R

RESUME

R

RAPPORT

R

REFERENCES

R

REPORT

Ask Yourself These Questions: 5CAN

this person sell?HOW

will this person sell?

WILL this person sell?

WHY will this person sell?

HOW will this person sell

HERE?


Personal Assessments Measure:

BehaviorsHow will this

person sell?

AttitudesWill this person

perform?

MotivatorsWhy will this

person perform?

Selling

SkillsCan this

person sell?

What Does the Role Require

FOR SUCCESS?

BenchmarkingComparison Analysis

“Adaptable process, customizable content and the integration of assessments into the training curriculum are the three keys to success for The Brooks Group’s value based selling program. The IMPACT Selling™ process is easy to understand and use, the coaching methodology is customizable for any sales manager, and the application of the in-depth assessments tells managers exactly how to coach each rep to sell better. Is there another sales development company with the depth of tools and the experience to deliver? I doubt it.”

—Curt Tueffert, VP of Sales DevelopmentDXP Enterprises

ONBOARDING

RETENTION

&

Sales forces effective in salesperson onboarding have 10% greater sales growth rates, and 14% better sales and profit objective achievement.

“

”Research via The Sales Management Association

Review Assessment Results Together


SET GOALS

Create a 30, 60, and 90 day onboarding plan


Set clear expectations with measurable milestones

Measurable Outcomes

Job Expectations/Standards of Work

Company Guidelines

Feedback/Meeting Cadence

Communication Channels

Training that supports sustainable performance lift

6 simple, easy-to-remember steps

COACHINGThat Maximizes Performance

Are 50% more likely

to stay with an organization as a result

of effective coaching

Top Performers

Achieve 102% of

their performance goals, on average, with

effective coaching

Mid-Level Performers

Should receive <50% of your coaching time.

Research shows that coaching generally has the least effect on the

lowest performers

Low Performers

Via Research from the Sales Executive Council

Opportunities To Coach:

One-to-One Meetings

Team Meetings

Deal Coaching

Joint Calls

3 – 2 – 1

COACH

1

ASK, DON’T TELL

2

LESS IS MORE

3

CONSISTENTCADENCE

Course Correcting

Determine if it’s a

or a issue

CAN’T DO

WON’T DO

HIRE SLOW, FIRE FAST.“ ”

TAKEAWAYS

4 R’s for Recruiting, Selection, and Hiring

4 Best Practices for Onboarding and Retention

3 Tips for Effective Coaching

FINAL THOUGHTS

CoachingSales managers can see which areas are

most challenging for sales reps

GamificationGaming elements engage learners and improve retention of new selling skills

AccessibilityYour salespeople can learn at their

pace, wherever they are

Email [email protected] to receive a free trial of the course!

Differentiating Your Organization - ISA€¦ · Achieve 102% of their performance goals, on...

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