The Brooks Group of Greensboro, North Carolina USA was named Sales Training Practice of the Year earlier this year in the sales awards categories of the Stevie Awards for Sales & Customer Service, the world's top honors for customer service, call center, and sales professsionals. Here we take a closer look at what drives this sales training firm. (Entries for the 2012 edition of the awards are now being accepted.)
The sales professionals at The Brooks Group believe in continuity of coaching, customized training, and a consistent focus on client ROI. This, they believe, is what drives success when it comes to implementing a sales system.
They also know that if a salesperson follows a proven, tested selling system there is a 93% chance of making the sale. Without a system, the odds drop to 42%. Why? Because most sales people focus on the end stages of the sale and neglect the early-stage actions … or leave them entirely up to chance.
A tested, proven sales system will direct the sales professional's attention to the entire sales process. Following are the five steps that are used by The Brooks Group (TBG) in their proprietary deployment methodology:
Step 1: Assess/Screen
TBG’s powerful TriMetrix™ assessment tool goes beyond most personality-based tests by providing an insight into behavioral drives and attitude. It tells the client where to place people for maximum results; how to coach medium and high performers for maximum results; why lower performers haven't lived up to expectations and what to do about it; and what non-personality characteristics to look for in new hires to better predict real-world performance.
Getting the right people to perform is the fastest way to translate training to sales.
Step 2: Design/Customize
While the fundamental dynamics of selling don't change, how a successful sales professional applies those dynamics does change with the type of sale and industry. TBG tailors its application for each unique industry and market so people are trained in actionable skills and techniques that will work in their field.
Step 3: Delivery
TBG’s seasoned sales professionals and coaches can train a sales team, or they can "train the trainers," giving them everything they will need to successfully implement a customized training system. TBG can even grant a license to re-brand its proprietary training under a client’s corporate aegis. TBG also runs sales and sales-management seminars, and will work with clients to uncover their objectives and recommend the best delivery method possible.
Step 4: Reinforcement
A training program should continue after the sales force gets back in the field to implement what they’ve learned, so TBG’s training doesn’t stop when people leave the program. Implementing a sales system requires reinforcement to make the training stick, so after 12 weeks a TBG coach leads the team through a competitive reinforcement process.
Step 5: Measuring Return on Effort/Investment
TBG provides clients with the tools and processes to measure its training impact and results. This has proved to be an excellent customer-retention tool and is part of the reason why 84% of TBG clients who sign on for six months end up staying for more than five years.
In sum, everyone at The Brooks Group is tasked with working every day to “Elevate the Sales Profession.” An earnest belief in the idea that professional
sales people engage in a noble calling drives each member of the team to work hard to improve the skills, attitudes, and reputations of salespeople.
On receiving their Stevie Award earlier this year, Jeb Brooks, Executive Vice President of The Brooks Group, commented: “The entire team at The Brooks Group is very proud to receive this level of recognition by the Stevie® Awards and its impressive panel of judges. This is a testament to the sales philosophy we preach: Commit to making your customers successful and amazing things happen.”
About Will Brooks
Called one of America's most thoughtful sales writers and speakers, Jeb Brooks is the co-author of the books Perfect Phrases for the Sales Call and High IMPACT Selling. He has appeared in numerous publications including the Wall Street Journal. Jeb serves as Executive Vice President of The Brooks Group, one of the world’s Top Ten Sales Training Firms as ranked by Selling Power Magazine. He writes for The Brooks Group's popular Sales Blog, Sales Evolution. His greatest professional pleasure, however, comes from actively selling. As he was once told: “Selling is like shaving. If you don't do it everyday, you're a bum!”
About The Brooks Group
Founded in 1977, The Brooks Group is a sales and sales-management training firm that has helped more 3000 organizations in over 400 industries improve their businesses by creating and sustaining top-performing sales and business development programs. Headquartered in Greensboro, North Carolina, the company offers its clients proven sales and sales-management methodologies, industry-leading reinforcement tools, accountability systems, and sales-management training. For more information go to: http://www.brooksgroup.com
What do you think of this five-step process?