Cptr13_5_TheBrooksGroup.jpgThe Brooks Group ( has over 35 years of experience creating and implementing customized sales training and sales effectiveness solutions. They pride themselves on creating practical solutions that support selecting and developing high performing sales people and sales managers. 

Their core selling methodology is called IMPACT Selling®—it stands for Investigate, Meet, Probe, Apply, Convince and Tie it Up. They offer an end-to-end solution which they call their 4-Dimensional Approach to Sustainable Sales Force Transformation—Discover, Design, Deploy and Develop skills and behaviors that drive lasting results. 

The Smart Coach system is a comprehensive solution to ensure that managers are executing the right high-gain activities with the right people and in the most effective manner. It follows a proven coaching implementation process: 

  • Measure
  • Educate
  • Train
  • Enable
  • Track
  • Analyze
  • Change
  • Evaluate 

For sales managers, the system provides a clear picture of what effective coaching really looks like. A highly visible dashboard also all the tools and information they need in one place. For VPs of sales, Smart Coach gives a way to objectively gain access to the quality, quantity, and consistency with which coaching activities and conversations are taking place.

Surveys taken periodically by sales people combined with reporting functions that give insight into coaching activity are used to evaluate managers’ coaching performance—a factor that has been traditionally neglected. Feedback from sales people reveals the activity and rhythm that is most effective and establishes a baseline for coaching skills to guide development.

The Brooks Group works with your organization to define the measurable activities that are most beneficial, establish a cadence for coaching the determined activities, guide managers through implementation and reinforce coaching best practices. 


You have written an excellent piece. I do not say that lightly

VP of SALES, $3 Billion Revenue Co.

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