The Brooks Group
Company: The Brooks Group, Greensboro, NC
Company Description: The Brooks Group provides sales and sales management assessment, training, and retention services in order to help sales-driven companies measurably improve their effectiveness.
Nomination Category: Solution Provider Awards Categories
Nomination Sub Category: Sales Training Practice of the Year
Nomination Title: The Brooks Group
Tell the story about what this nominated organization has achieved since the beginning of July last year (up to 500 words). Focus on specific accomplishments, and relate these accomplishments to past performance or industry norms. Be sure to mention obstacles overcome, innovations or discoveries made, and outcomes:
Sales Training companies exist because their clients endeavor to build superior
sales teams. However, during the period since July of 2009, many companies
realized that a training initiative was a waste unless the “right” people were
already in place. Resources became too precious to squander.
This shift helped The Brooks Group shine brightly because of its focus on
selecting salespeople who are destined for sales success before beginning a
training initiative. Using its Sales Assessment tools, Brooks is able to match
people to the unique selling environment of each company. Only then is training
effort maximized.
After an engagement, Brooks doesn’t just walk away. Instead, the company
continues to support its clients with its industry-leading, multi-week,
group-coaching and reinforcement methodology. By creating a competitive (but
friendly) team atmosphere, salespeople are held accountable for results by each
other, instead of simply their managers. They implement the classroom material
into their sales interactions and see
results. As one VP of Sales said recently:
“What we’re seeing in the field compared to where we were before we started this
process is a dramatic difference…our sales in the month of October will be an
all-time high.” Basil Klosteridis, VP of Sales Great Lakes Home Health & Hospice.
And 79 new clients have joined Brooks in the first 9.5 months of 2010.
The industry has noticed, too. In early 2010, Brooks received recognition from
Training Industry, Inc. as a Top Twenty Sales Training Provider. Shortly
thereafter, Selling Power Magazine acknowledged Brooks as one of the Ten Best
Sales Training Companies in the United States. However, that recognition pales
in comparison to comments from clients.
“I do not believe we would exist today as a business were it not for The Brooks
Group. As you are well aware, there are many ‘sales systems’ on the market
today. I’ve seen many of these systems and IMPACT is by far the best.” John
Harris, Chairman/CEO of JKH Holding Co.
“The entire team walked away excited to use their new tools and principles
immediately. To sum it up, the light bulb has tuned on and the team ‘gets it.’”
Curt Wang, EVP Marketing of Lake Forest Graduate School of Management
Brooks is dedicated to research and development. The company’s flagship IMPACT
Selling System has been fully updated since July 2009. The company’s leaders
continue to write, having published two new books (“Playing Bigger Than You Are”
and “Perfect Phrases for the Sales Call”) since July 2009, with another two
being written for publication in 2011.
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
salespeople engage in a noble calling drives each member of the team (from Sales
Trainers to Shipping Coordinators) to work hard to improve the skills,
attitudes, and reputations of salespeople.
List hyperlinks to any online news stories, press releases, or other documents that support the claims made in the section above. IMPORTANT: Begin each link with http://, and enclose each link in square brackets; for example, [http://www.youraddress.com]:
http://www.brooksgroup.com
http://www.brooksgroup.com/blog
Provide a brief (up to 100 words) biography about the leader of this nominated company:
The Brooks Group is a family-run organization. Despite the untimely loss of its
charismatic leader, the late Bill Brooks, in October 2007, the company continues
to thrive under the dynamic leadership of the Brooks family (CEO Nancy Brooks,
President Will Brooks, and Executive Vice President Jeb Brooks). Following in
the founder’s legacy, the family dedicates themselves to thought leadership,
strategic growth initiatives, and
good-old-fashioned selling!