Chapter 25: The Brooks Group
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 Brooks Group lists large companies such as Chase, Medtronic, Caterpillar and Volvo as clients, but works with companies of all sizes and across all industries. Brooks is especially strong in financial services, manufacturing, life sciences and professional services. They offer numerous quotes from senior-level executives at satisfied clients, many of whom speak to the results that Brooks has helped them to achieve.
The Brooks Group has no shortage of recognition, having been named to Trainingindustry.com’s and SellingPower’s “Top 20 Sales Training Company List” five of the past six years. This is an impressive accomplishment.
Brooks offers a number of customized sales and sales management training programs, but their core programs are based on their IMPACT Selling methodology. IMPACT stands for and covers the following aspects of sales process, strategy and skill development:
Brooks also offers practical Sales Management Training to round out the complete skill set necessary for sales managers. Topics covered include:
A sound call planning and execution methodology, such as IMPACT, and a sound sales management skill development approach are significant steps forward for many organizations, and are strengths of the Brooks Group. As a sales training buyer, you need to define your needs and determine just how much complexity you can handle. The greater the complexity, the greater the challenge of everyone “getting it.” Often, less is more!
Brooks typically delivers programs through customized, live instructor-led training. They also offer train-the-trainer, public seminars and eLearning as options, but think carefully about considering these. Public seminars can be suitable for smaller companies, but relevance to the learner is lost without sufficient customization. eLearning is suitable for reinforcement and basic knowledge transfer, but is not usually effective for new skill acquisition.
Brooks offer the following solution components to help clients make a sustainable impact:
Training Buyers Brooks Group packs a big punch for mid-market companies. As you source providers, seek a partner with a focus on serving organizations that share similar characteristics with yours. Make sure that their solution isn’t too complex for your needs and that their trainers can relate to your people. It is better to right-size than to over-size. You’ll get a solution that fits, and the right level of attention from your sales training provider.
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Included in this guide to sales training methodologies from top training companies - we detail their approach, features, benefits of their sales training programs. Plus templates, budget worksheets, and more - all to help you identify your sales training needs and the right sales training companies to help you.
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