The Missing Sales Link with Tracy Baumann

The Missing Sales Link is here: We told you we would always share 6 resources or tips that we find valuable, and we believe can I.M.P.A.C.T. your sales team and sales goals.

Time is valuable, so let's get to it:

• Insight: Contrary to popular belief, being liked doesn't win deals. We'll tell you what does in our free webinar THIS Friday, June 17th. Register and learn more here.
• Market Trends: Employee stress levels are at an all-time high. This is affecting productivity and business. The Harvard Business Review published an article based on Gallup’s new “State of the Global Workforce” report. "If leaders aren’t paying attention to their employees’ wellbeing, they’re likely to be blindsided by top performer burnout and high quit rates." Read the article here.
• Page Turners: Tracy Baumann, Our VP of Brand and Client Engagement recommends Fierce Conversations. "At The Brooks Group, we are all about open and honest conversation. I read Fierce Conversations earlier this year and found the conversation models around confrontation to be incredibly helpful."
• Alignment: Hiring. It feels daunting. How do you know you have the right people in the right seats? You invest a lot in your teams, how do you ensure a return on your investment. Michelle Richardson, our Vice President of Sales Performance Research, contributed an article outlining the biggest hiring mistakes we tend to make in sales positions. You can read that here.
• Case Studies: Sales people aren't having business conversations. A global leader in Lubricants manufacturing strengthens selling skills of technical salespeople and uses Brooks Talent Index assessments to build a culture of development. This case study captures key issues and results for Idemitsu Lubricants America (ILA), and its implementation of the IMPACT Selling? methodology and Brooks Talent Index assessments. Idemitsu engaged The Brooks Group to deliver sales training that would help their technical experts strengthen their
• Thoughts from the top: From Tracy Baumann - "According to this Wall Street Journal article, Walmart is stocking more half-gallons of milk for shoppers who can’t afford a full gallon. How can this translate into your business? What product set can be sold as a “half-gallon”?'