The Brooks Group

Earlier this week, Michelle Richardson, VP of Sales Performance Research, and Rico Pena, Director of Sales Effectiveness, revealed the key strategies for successful sales training in 2025. 🔑

Some of the key talking points included how to:

• Build organizational buy-in
• Use SKO to boost sales
• Leverage coaching frameworks
• Justify sales training ROI
• Avoid sales training mistakes

If you missed the live webinar, you can watch the full on-demand version here:

Have you just stepped into a leadership role? Make sure you’re set up for success! ✔️

Our latest blog post dives into the five biggest mistakes new sales managers make—and how to avoid them.

• Don’t Keep Selling: Shift from star performer to team coach.
• Friend or Boss?: Navigate the tricky transition with clear boundaries.
• Stop Fixing, Start Coaching: Empower your team to solve problems.
• Less Talking, More Listening: Ask the right questions and listen more.
• Desk vs. Field: Get out there and connect with your team face-to-face.

Ready to lead like a pro? Check out our post to learn more about building, maintaining, and motivating a top-producing sales team: https://hubs.li/Q02P_bZ10

5 Most Common Mistakes New Sales Managers Make (And How to Avoid Them) Learn how to overcome the five common mistakes of new sales managers and lead a high-performing sales team.

It’s an understatement to say AI’s capabilities are developing rapidly. Using AI for sales coaching has the potential to help your sales managers be more effective and deliver coaching at scale.

Join us as Spencer Wixom, President & CEO, The Brooks Group and Nichole Harding, Learning & Product Innovation Director, present The Powerful Impact of AI on Sales Coaching at Sales 3.0 AI Summit.

Find out how AI for sales coaching can impact your sales strategy, make your sales managers more effective, and have a huge positive impact on sales results.

Get your free pass here:
https://hubs.li/Q02QjPtP0

2025 is right around the corner! It's time to analyze your current sales training approach and make sure you're setting your team up for success in the new year! 🌟

Join our webinar on 9/18 to unlock the strategies to elevate your sales training with Michelle Richardson, VP of Sales Performance Research, and Rico Pena, Director of Sales Effectiveness.

In this session, you’ll learn how to gain organizational buy-in, use sales kickoff to set priorities, implement a proven coaching framework, and avoid common training mistakes.

Register now: https://hubs.li/Q02P_5S00

L&D professionals in the life sciences face unique obstacles when training sales teams—complex products, regulatory compliance, and FDA approval to name a few.

Check out the latest LTEN Focus article by Michelle Richardson, our VP of Sales Performance Research, on using assessments to deliver the most effective sales training.

Discover how to:

• Diagnose Skill Gaps
• Customize Training
• Use Data Effectively
• Measure Progress and Set Benchmarks
• Create Development Roadmaps
• Improve Recruitment

Read the full article here to get more information on transforming your sales training strategy: https://hubs.li/Q02P_bYL0

Sales Training: Using Assessments to Diagnose and Remedy Sales Training Gaps Learning and development (L&D) professionals know that understanding employees’ personalities and preferences is incredibly important for building productive teams and motivating them to do their best work — and for delivering the most effective training.

A consistent sales process is the hallmark of successful sales teams.

Our research shows that 95% of top-performing sales teams stick to their sales process, compared to just 69% of underperforming teams, but here’s the game-changer: integrating your sales process into your CRM!

In our new blog, you will learn the importance of CRM integration, avoiding common pitfalls, and boosting sales training adoption to transform your team’s performance and enhance customer relationships.

Read the full blog here: https://hubs.li/Q02PjrXz0

Why Your CRM and Your Sales Process Are a Perfect Pair See how integrating your sales process and CRM can improve process adherence, customer retention, and sales productivity.

Our award-winning IMPACT Selling® training course has a proven track record of boosting sales success and provides the essential skills and strategies to achieve your sales goals.

Join us for our upcoming in-person training session and take your sales game to the next level!

IMPACT Selling®: October 8-9 at The Brooks Group HQ
In 2 days, your salespeople will learn a straightforward sales process that will get them closing more deals, more often. Learn more about IMPACT Selling®: https://hubs.li/Q02Pvk3w0

Check out our remaining 2024 Open Enrollment trainings here: https://hubs.li/Q02PvwTH0

Effective sales training is crucial for your company’s growth, but how do you make sure it hits the mark?

Join our interactive webinar on 9/18 at 12:00 pm ET to discover how to:

• Create organizational buy-in
• Use your sales kickoff to boost development
• Leverage a proven coaching framework
• Justify ROI and avoid common mistakes

Don’t miss out on enhancing your sales training effectiveness and register now: https://hubs.li/Q02PjrXj0

Are you planning a sales kickoff or national sales meeting?

The Brooks Group’s sales kickoff workshops are entertaining, packed with real-world sales advice and proven strategies, delivered by industry experts.

Your sales team will walk away with insight and motivation to start off the year right.

See how workshops can boost your SKO agenda: https://hubs.li/Q02PjlXc0

National sales meeting time comes every year, yet somehow it always seems to sneak up on us.

With all the planning, the to-do list seems never-ending, but here are 6 tips to help you set the stage for a national sales meeting that energizes your team and sets you up for success!

1. Pick an inspiring meeting theme
2. Select a memorable keynote speaker
3. Incorporate company messaging
4. Streamline your agenda
5. Promote your national sales meeting
6. Invite other teams to your sales kickoff meeting

Check out our new blog for all the details and how to make your next sales meeting unforgettable: https://hubs.li/Q02Pj3Wk0

6 Tips to Make Your National Sales Meeting Ridiculously Productive Get six national sales meeting planning tips to deliver a ridiculously productive event that keeps your sales team engaged.

Providing effective sales training is critical to your company’s success. But how can you ensure your programs are targeting the right skill gaps and delivering results?

Join our upcoming webinar partnering with Training Industry, Inc. where Spencer Wixom, our President & CEO, and Michelle Richardson, Vice President of Sales Performance Research, will provide you with actionable strategies to boost the effectiveness of your sales training efforts.

This dynamic session will help you ensure your sales training program is effective while addressing skill gaps and producing tangible results.

Save your seat: https://hubs.li/Q02P7Gcc0

There are many reasons why it’s tough to improve sales productivity. Poor training, unrealistic goals, competing priorities, and changing market conditions are just a few factors that make it difficult.

In this blog, discover eleven tips to help you improve sales productivity and achieve maximum pipeline throughput: https://hubs.li/Q02NCmgV0

Improve Sales Productivity: 11 Essential Steps Get eleven sales strategies to help sales teams improve sales productivity and generate a healthy pipeline.

Are you currently planning your annual sales kickoff?

Your sales kickoff is the perfect opportunity to hone in on the strategies and tactics that drive sales performance.

Download this checklist of 18 best practices to deliver an outstanding SKO that sets your team up for success: https://hubs.li/Q02NBXSN0

SKO Planning Checklist Download | The Brooks Group Use this checklist of 18 best practices to deliver an outstanding SKO that sets your team up for success. Download now!

Without realizing it, your sellers may be pushing potential buyers away by using the wrong communication approach.

By default, most sales professionals use their natural behavior style when approaching customers. But when your sales professionals can identify and adapt to customer personality types, they gain an immediate advantage over the competition.

In our new blog post, learn about the four main customer personality types and ways your sellers can adjust their approach to build rapport and increase their likelihood of closing the deal: https://hubs.li/Q02NBWWL0

4 Customer Personality Types Your Sales Reps Must Be Able to Recognize Learn the four main customer personality types and how your sellers can adjust to increase their likelihood of closing the deal.

Providing effective sales training is critical to your company’s overall success. But how can you ensure your programs are relevant, effective, and deliver measurable results?

Join our webinar on 9/18 at 12pm ET with Michelle Richardson, VP of Sales Performance Research, and Rico Pena, Director of Sales Effectiveness, to learn how to accurately assess individual and sales team strengths, pinpoint development areas, and deliver more impactful training programs.

Save your seat: https://hubs.li/Q02Ns2R80

Elevate Your Sales Training in 2025: Strategies & Tactics for Lasting Impact You’ll learn how to assess individual and sales team strengths, pinpoint development areas, and deliver more impactful training programs.

Happy Labor Day! ✨

Today, we celebrate the hard work, dedication, and achievements of professionals across all industries. At The Brooks Group, we recognize the incredible efforts of every talented team member.

Enjoy a well-deserved break, and let’s continue to inspire excellence! 👏

There are now four generations of working sales professionals in the market: Gen Z, Millennials, Gen X, and Baby Boomers.

Every generation has a distinct attitude toward work—what they prioritize and expect from it.

With the right understanding, you can attract, retain, and inspire a high-functioning multigenerational team and achieve better results.

See all 10 trends: https://hubs.li/Q02MBXSR0

Are you sure your sales team doesn’t need more training? 🤔

Even if quotas are being met and results seem satisfactory, there could be hidden indicators that your team needs a skills boost.

Our latest blog reveals 12 critical signs that your sales team might be due for sales skills development.

Here’s what to look out for:
• Inconsistent results
• Difficulty with market changes
• Stagnant accounts
• Outdated sales techniques
• Low confidence & morale

Learn more about the 12 signs, how to implement an effective sales training program, and discover top recommendations for enhancing your team’s skills here: https://hubs.ly/Q02MW2Bs0

12 Signs Your Sales Team Needs Sales Skills Training Learn the twelve signs that your sales team needs sales skills training and how to assess and develop your team’s selling skills.

Ready to elevate your sales training in 2025? 🚀

Join our webinar on 9/18 at 12pm ET with Michelle Richardson, VP of Sales Performance Research, and Rico Pena, Director of Sales Effectiveness, to ensure your sales training programs are relevant, effective, and deliver measurable results.

You will discover how to:
• Gain organizational support
• Utilize sales kickoffs for development
• Justify training ROI
• Avoid top training mistakes

Save your seat here: https://hubs.ly/Q02MBh720

It's SKO planning season!

Empower your sales team with the motivation, sales strategy, and skills they need to excel.

Learn more about highly effective keynotes for your annual sales kickoff from The Brooks Group: https://hubs.li/Q02MB9Pk0

Are you finding your sales training falling short? You’re in luck! ✨

Join us tomorrow for a special live webinar with Association for Talent Development (ATD)! Michelle Richardson, VP of Sales Performance Research, and Dan Markin, VP of Sales Strategy & Consulting, will share tips to transform your sales training approach and drive real success.

Get insight on assessing team skills, benchmarking top performers, creating personalized training roadmaps, and more!

Don’t miss out and register for the complimentary webinar now: https://hubs.li/Q02MzVQs0

Confidence is a game-changer for sales success.

As a sales leader, you can help your team members build their confidence through:

• Effective sales training
• Streamlined sales processes
• Fostering a growth mindset
• Leading by example

Learn more actionable strategies for creating a powerhouse sales team, how to cultivate confidence without crossing into arrogance, and how to reach sales success in our new blog: https://hubs.li/Q02LK9tT0

7 Tips for Building Confidence in Sales Confidence fosters success. Help your team members build their confidence in sales and achieve success with these seven tips.

Tired of sales training programs that don’t deliver results?

Join us live on August 27th with Association for Talent Development where Michelle Richardson, our VP of Sales Performance Research, and Dan Markin, our VP of Sales Strategy & Consulting, will discuss transforming your approach to sales training.

You will gain actionable insight on:

• assessing team strengths and skills gaps,
• benchmarking your top performers,
• creating personalized training roadmaps, and
• choosing the best assessment tools.

Register for the complimentary webinar now: https://hubs.li/Q02LN_xz0

Planning your SKO or National Sales Meeting?

Make next year your best one yet with skills training that will move the performance needle for your team.

Drive improved sales performance all year long with training from The Brooks Group:

• Building a Healthy Pipeline
• Prospecting Strategies
• Sales Territory Planning
• Emotional Intelligence in Sales
• Storytelling as a Sales Tool
• Turning Objections into Opportunities
• Pre-Call Planning
• Building Long-Lasting Customer Relationships

Contact us today to learn about how to pump up your sales kickoff agenda!

We’re excited to share that The Brooks Group is now an official Allied Partner with National Association of Electrical Distributors! 🤝

A special thank you to NAED for making this membership possible and for your support! This partnership aligns with our commitment to delivering top-notch solutions and collaborating with leading industry experts and innovators.

Here’s to new partnerships and achieving great things together! 🎉

Every generation of sales professionals has its strengths and opportunities for improvement. Get past the cliches and find out how Gen Z, Millennials, Gen X, and Baby Boomers really sell.

During most of the selling career of these younger generations, there was a great deal of business driven by easy money. You don’t need to understand why people want to buy things when they are clamoring to buy.

Now that the environment has changed, deep discovery is needed to fit the solution with strategic priorities and motivate action.

Sales leaders, your team may lack the interpersonal skills, patience, or confidence to ask probing questions. Dedicate time to coaching on these skills.

Learn how to lead a multigenerational team: https://hubs.li/Q02LK0jt0

Selling is complicated. Sales training doesn’t have to be.

To help you choose the right sales training provider, we’ve developed a list of 7 questions you can use to evaluate sales training organizations, such as:

• “How will you learn about our business, assess our strengths, and uncover opportunities for improvement?”
• “How do you ensure our sales professionals adopt the training and keep them from reverting to their old habits?”
• “How will you prove the ROI of my investment in sales training?”

For more important questions you need to be asking potential sales training companies, check out our new sales training buyer’s guide: https://hubs.li/Q02KZmpY0

Sales Training Buyer's Guide Download your copy of the Sales Training Buyer’s Guide to evaluate sales training providers and find the best fit. 

The manufacturing industry is full of unique challenges, but mastering value-based selling can be your game-changer.

Here are some key challenges you might be facing and how you can overcome them:
1. Intense Competition – Stand out from the crowd by highlighting unique benefits
2. Pricing Pressures – Justify premium pricing by demonstrating long-term value
3. Globalization – Navigate international markets with tailored, value-focused messaging
4. Complex Sales Cycles – Manage intricate sales processes by highlighting ROI and long-term value

Learn how a value-based selling approach can help you tackle 8 challenges we see in the industry, plus strategies that can transform your sales approach and drive success: https://hubs.li/Q02KZk9k0

How to Tackle 8 Manufacturing Sales Challenges Learn how a value-based selling approach can help manufacturing sales professionals overcome their most pressing challenges.

Sales isn’t just about closing deals – it’s about building and fostering relationships! Your customer success team isn’t just a support crew; they’re your best allies in creating memorable experiences that keep customers coming back for more.

When sales and customer success teams collaborate, they transform one-time buyers into lifelong advocates. From increased revenue and enhanced loyalty to deeper insights and smoother sales cycles, the benefits are immense!

Discover how you can bridge the gap between sales and customer service and why this partnership can leverage long-term success: https://hubs.li/Q02KZv4z0

Aligning Customer Success and Sales to Grow Your Business See how your customer success and sales teams can work together to build long-lasting customer relationships and grow your business.

When onboarding new sellers, teams with mostly Gen X sales professionals are ready to start engaging with customers more quickly than other generations.

• Gen X takes an average of 7.5 months to engage with customers
• Gen Z and Millennials take 10.5 months
• Boomers take 11.8 months

Sales leaders, identify skills gaps or sales process deviation that could be slowing down sales professionals. Enhance those areas of your new hire onboarding. Learn how to lead a multigenerational team: https://hubs.li/Q02KX-Yh0

Managing a Multigenerational Sales Team: 10 Trends for Sales Leaders Research reveals 10 generational trends and how sales leaders can create moreinclusive, engaged, and high-performing sales teams.