Anthony Cole Training

JANUARY 27, 2015

Here are some examples of doing WIT: Making calls – Regardless of how tired you are, how much you just sold last week, how difficult it is to handle the rejection – if you are going to be successful in selling, you have to pick up the phone and call someone. Successful selling is a WIT profession.

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Anthony Cole Training

JANUARY 27, 2015

Here are some examples of doing WIT: Making calls – Regardless of how tired you are, how much you just sold last week, how difficult it is to handle the rejection – if you are going to be successful in selling, you have to pick up the phone and call someone. So, when I say WIT, I mean WIT within those boundaries.

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Anthony Cole Training

JULY 8, 2014

For example, if you have a $200,000 sales goal and your average win is $10,000, then you will need to hear 20 yeses over the course of the year. Let’s start with your sales goal. Then divide that number by your average size win which will give you the number of times this year someone will need to tell you yes.

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Anthony Cole Training

MAY 30, 2013

For example, let''s suppose you have a sales person that says spending time with the kids in extra curricular activities is important. This is just one example. But it is the actual goals of the individuals that provide the motivation for earning more money. Here are 3 Keys to help you bust the myth that "enough is enough.".

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Anthony Cole Training

JANUARY 27, 2014

For those who think that Desire and Commitment are enough, and for those who think that strong sales people will succeed even without Desire or Commitment, and for those who wonder how OMG''s Sales Candidate Assessments can be so predictive, this story is a great example.

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Anthony Cole Training

MAY 30, 2013

For example, let''s suppose you have a sales person who says spending time with the kids in extracurricular activities is important. This is just one example. However, it is the actual goals of the individuals that provide the motivation for earning more money.

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Anthony Cole Training

AUGUST 19, 2012

As an example you probably look at success metrics like these: Sales results. In other words take a look at those people that are successful in your organization and forget about their personalities, skills and tendencies. Look strictly at the results and outcomes they generate and use that to write your job post. Pipeline volume.

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Anthony Cole Training

OCTOBER 23, 2012

Here are three examples of people that are highly successful sales people and a brief story about their 'story of failure via risk taking'. Risk being a poor example to his company. The names have been changed to protect the guilty). Doug: Doug had been working on an insurance account in eastern Pennsylvania.

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Anthony Cole Training

APRIL 8, 2014

And, even though I use a lot of sports analogies, I rarely use sport stories or examples in my blog post or Sales Brew Newsletters. I’m normally one to watch a movie, read a book or listen to a song and tie it to sales and/or sales management.

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Anthony Cole Training

MARCH 22, 2012

The NFL is a great example of, it doesn't matter if you played. You gotta have a certain amount of knowledge. You have to have the ability to inspire them to make them better. You have to have a passion for it.". It doesn't matter how great of a player you were. It matters what your competency is. It matters if you can teach.

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Anthony Cole Training

AUGUST 19, 2012

As an example, you probably look at success metrics like these: Sales results. In other words, take a look at those people that are successful in your organization and forget about their personalities, skills and tendencies. Look strictly at the results and outcomes they generate and use that to write your job post. Pipeline volume.

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Hiring Ideal Customer Profile SalesForce Retention 136

Anthony Cole Training

SEPTEMBER 24, 2014

Also, another example: when you prepare a frozen pizza, you bake it between 18 and 25 minutes, depending on the type of crust you want. Assuming the ingredients are, in fact, coaching, motivating, accountability and mentoring, then how much of each will you need, for how long and when?

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Anthony Cole Training

OCTOBER 23, 2012

Here are three examples of highly successful people and a brief summary of their "story of failure" via risk-taking. Risk being a poor example to his company. As I thought about this question, I started to think specifically about the sales people that I have known who are highly successful and how failing contributed to their success.

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Hiring Insurance Insurance Decision Maker 136

Anthony Cole Training

JUNE 27, 2012

Lead by example. As a sales leader you have the awesome and sometimes overwhelming responsibility to: Recruit those that take responsibility for results and do everything possbile to achieve results. Coach, mentor and motivate people to do everything possible to succeed. Do not make excuses nor tolerate them from others.

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Anthony Cole Training

MARCH 31, 2014

For example, why such a low number or double the number and ask them why not 2x the number they gave you. How much money do you intend on making 2 years from now? Again, you want to hear something that meets or exceeds your top producers'' incomes. If you don''t, again, you ask them about it.

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Anthony Cole Training

NOVEMBER 20, 2012

These symptoms are examples of some of the hidden weaknesses which Objective Management Group identifies as reasons why salespeople don't perform as well as you need them to. Not even consider asking further questions (Difficulty Talking About Money)?

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Anthony Cole Training

FEBRUARY 9, 2015

For example, if your sales team isn''t normally engaged in sales that are international in nature, go through 8 stages of RFPs, committee meetings, procurment vetting and finalist presentation and are sales that generate millions or billions of dollars, then just maybe the research about those types of companies isn''t relative to your situation.

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Anthony Cole Training

AUGUST 28, 2014

You have to set the example of investing time, money and effort into getting better at what you do if you expect them to do the same. As a sales manager, that means you have to work hard and do everything possible to get the outcomes you need. You need to coach, motivate and inspire your people.

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Anthony Cole Training

JANUARY 13, 2015

But, when you add up all of the numbers (let’s just use new business sales numbers as an example), you might end up with 70% of your new business coming from 30% of your people. Depending on your culture, you may not expect a 30-year veteran towards the end of their career to perform like the 15-year professional in their prime.

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Anthony Cole Training

SEPTEMBER 22, 2010

This chart is an example of how to go about the exercise of setting standards. In this example, I bumped the goal by 10%. From my perspective, the standard should always represent your highest and best. You should always shoot for extra-ordinary. You start by identifying your reachable goal as "good". Now, here is the tricky part.

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Anthony Cole Training

MAY 7, 2015

As an example: We had two players - one a great running back and the other an above average lineman at Iowa State. In those years as an athlete and as a coach, this is what I witnessed and experienced. Those that had the greatest overall success in their athletic career were those that were the most consistent in everything they did.

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Anthony Cole Training

JANUARY 13, 2015

BUT, when you add up all of the numbers (let’s just use new business sales numbers as an example), you might end up with 70% of your new business coming from 30% of your people. Depending on your culture, you may not expect a 30-year veteran towards the end of their career to perform like the 15-year professional in their prime.

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Anthony Cole Training

JUNE 28, 2011

Of particular interest to me was the example of when someone says "I think". In the July/August issue of Psychology Today , there is a discussion about the use of the word "I" and how this word reveals where our attention is aimed as well as our level of confidence. The inference is that, when someone says "I think", they are less confident.

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Anthony Cole Training

MAY 1, 2010

As an example, instead of sales pipeline, we will focus on what is brewing? With that said, you can still expect the same great information, communication and ahead-of-the-curve, outside-of-the-box Sales Java blog, Sales Java newsletter and our world famous Sales Java audio postcard; however, it will be with our new brand Sales Brew.

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Anthony Cole Training

FEBRUARY 12, 2013

In addition to the 1-on-1 coaching behaviors I used as examples above, there other sales management behaviors that impact how sales people perform and their subsequent sales results: Mary shows up for a meeting and she’s late. Mary apologizes for being late and the sales manager says, “That’s okay.”.

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Anthony Cole Training

SEPTEMBER 2, 2014

This is an example of your fine commitment to improve. Now, I’m not suggesting that you reduce your costs by half. That would be ludicrous. However, I AM suggesting that you continue to be twice as good. I appreciate that you take the time to read these messages every week. But, what ELSE are you doing?

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Anthony Cole Training

JUNE 1, 2015

What’s more, a good partner doesn’t judge every single idea or individual piece of information or strategy alone by the test of whether or not it works right—a good partner realizes that not everything works in sales and marketing, for example, the way you think it will or should.

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Anthony Cole Training

MARCH 20, 2012

You are listening for specific examples of how they have performed in another job with the same or similar specifications). The better interview question would be - Based on what you've seen of the job description and the outcomes we are looking for, will you do the job ?

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