Company: The Brooks Group, Greensboro, NC
Company Description: Founded in 1977, The Brooks Group is an award-winning B2B sales training company focused on providing clients with practical, straightforward solutions to improve and maintain overall sales effectiveness. Our training systems provide street-smart, actionable strategies that help salespeople sell more effectively and sales managers coach and lead more successfully.
Nomination Category: Solution Provider Awards Categories
Nomination Sub Category: Sales Consulting Practice of the Year
 Nomination Title: The Brooks Group
- Which will you submit for your nomination in this category, a video of up to five (5) minutes, explaining the achievements since July 1, 2022 of the nominated organization, OR written answers to the questions? (Choose one):
Written answers to the questions
- Reference any attachments of supporting materials throughout this nomination and how they provide evidence of the claims you have made in this nomination (up to 250 words):
Total 16 words used.
We have attached the following:
- Hitachi Energy Case Study PDF
- Brooks Talent Index Info Packet PDF
- If you are submitting a video of up to five (5) minutes in length, provide the URL of the video here, OR attach it to your entry via the "Add Attachments, Videos, or Links to This Entry" link above, through which you may also upload a copy of your video. If you are submitting written answers to the questions for this category, provide them in the spaces below.
- Outline the organization's achievements since July 1 2022 that you wish to bring to the judges' attention (up to 250 words):
Total 246 words used.
The Brooks Group Sales Consulting Services offer industry expertise and customized engagements to help clients resolve issues, make better decisions, and invest wisely. Three recent consulting clients include Hitachi Energy, Airbus, and Specialty Products & Insulation. While all of our consulting engagements deliver positive impact, ROI, and other measurable outcomes, here is an in-depth look at our work with Hitachi Energy.
Hitachi is a $10 billion technology company that provides sustainable energy solutions. In 2022, Hitachi engaged The Brooks Group to address their unique challenges. Due to supply chain disruptions, the demand for infrastructure has risen beyond capacity. Hitachi’s sales team was facing difficult conversations with clients due to longer lead times, supply chain bottlenecks, and rising prices for materials and manufacturing.
This meant Hitachi sales professionals were put in a stressful situation every single day, delivering unwelcome news that ship dates will not be met and prices had risen since the order was placed. Customer surveys revealed the company was scoring "red" on responsiveness, ease of doing business, and customer communication.
Using a customized, consultative process that included psychometric assessments and extensive discovery, The Brooks Group developed a comprehensive program of content, messaging, training, and coaching tailored to Hitachi’s specific needs. After the initial in-person training, The Brooks Group held five virtual follow-up sessions to reinforce the new skills. The Brooks Group also worked with Hitachi to revise its messaging so that sales professionals and customers became partners in a difficult situation rather than opponents.
- Explain why the achievements you have highlighted are unique or significant. If possible compare the achievements to the performance of other players in your industry and/or to the organization's past performance (up to 250 words):
Total 205 words used.
Our consulting engagements [REDACTED FOR PUBLICATION] yielded significant improvements.
- [REDACTED FOR PUBLICATION]
- Participants reported 96% overall satisfaction with their training experience, 96% satisfaction with training facilitation, and 92% satisfaction with content and materials.
Most notably, these projects combine sales assessments, training, and reinforcement in a powerful way that had a significant impact on our clients’ businesses.
Consulting engagements begin with the Brooks Talent Index™ assessment. This behavioral profile tool allows sales professionals to understand their own style and helps them present information in a way that the customer is most receptive to. Before and after training, seller competency is also assessed with the proprietary IMPACT Selling Skills Index® that measures a seller’s knowledge of selling competencies and sales acumen within the context of the IMPACT Selling sales process.
Since working with The Brooks Group, consulting services clients have a defined process to partner effectively with customers and to tailor messaging based on the customer’s role and behavior style, leading to long-term relationships and greater profitability.
- Briefly describe the nominated organization: its history and past performance (up to 200 words):
Total 179 words used.
The Brooks Group is a leading sales effectiveness company empowering sales leaders with the insight and solutions they need to improve sales performance and results. Our approach to sales consulting is powered by research and backed by more than four decades of experience fueling sales success.
In 1977, Bill Brooks founded The Brooks Group to help sales professionals unlock their potential. Since then, The Brooks Group has delivered sales effectiveness solutions and ROI-driven techniques, research, and strategies to over 1.5 million sales professionals around the world. Notable clients who have leveraged our sales consulting services include Airbus, Avita Medical, FleetPride, Hitachi Energy, Specialty Products & Insulation, Mohawk Industries, and the United States Marines.
Our sales consulting services offer flexible, customized engagements to identify and resolve issues and deliver a clear, concrete path to achieve strategic sales goals. Leveraging our proprietary assessments, we diagnose and remedy the root causes for many sales performance challenges including lack of sales process, skills gaps, insufficient coaching, or poor communication skills.
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