We began in the summer of 2019.  I had been involved in sales for 20+years working for multi-national companies and small tech startups, many of which were in the role of Sales Manager.  I was being encouraged by people in my circle of influence to start a sales consulting business and so I decided to move out of the corporate roles and into my own business.  Briggs Sales Coaching and Management was born and I began coaching clients.  

During my time as a sales manager, I felt that sales training was only part of a sales person’s development.  I would witness sales people go to training events and return eager to try their new skills and techniques in the field.  As they began to implement that training it started to dissipate.  The training was great but often it did not match every scenario that they faced in reality.  They would call me as their manager often asking “now what?”.    That ‘now what’ lead to coaching and more development.  I was fortunate to work at a company where there was a culture of professional sales and sales managers were asked to be coaches both in and out of the field.  I feel that ongoing coaching is key to development and in many ways much more impactful to the individual sales persons career. 

Sales coaching is also more tailored to the individual and to the reality of the situation.  Training can focus on one methodology or one sale technique.  This training provides a great base and can be vital to a new sales person, but I found myself sharing different methodologies from the training events I had been a part of, or from ongoing reading I was doing from the many great books on sales.  Coaching allows for the sharing of best practice regardless of the source and ideally what is best for the situation.  It is with all this is mind that we choose to focus on Coaching at Briggs.  We may provide training as well from time to time but it will always be connected to some ongoing coaching longer term.

As I mentioned I was fortunate to work for some large companies that provided training and ongoing coaching and development.  At Briggs we are passionate that this type of training does not need to be only for large companies but that it can be done at the individual, small business and medium business level as well.  We have built our solutions and structure so that companies or individuals can choose to work with us and receive great coaching or management.  Owners have hired us as their coach, others have hired us to focus on a junior employee and some have hired us to be their manager or coach in resident until they grow to the size where they will look to hire an in house sales manager.  The key is we want everyone to have good access to coaches so we can build the best sales leaders possible.

We hope you like our approach,

Neil