Partners in Excellence

NOVEMBER 22, 2020

We have a fascination with that which appears new and different, we are attracted to bright shiny objects. Past training programs, last year’s tools (which we never used anyway), many things that were highly effective and some which weren’t are no longer valid, displaced by this year’s version. Soccer is the same.

Fashion 117

Fashion Face-to-face Sports Consultative Selling 117

Showpad

JULY 25, 2019

Behind every winning sports team is a great coach. A coach sets the tone for success, creates a strategy, and provides continuous sales training and support so the team can reach its full potential. The first step is to better understand the challenges front line Sales managers face on a daily basis.

Sales Management 53

Sales Management Face-to-face Scale Coaching 53

Mindtickle

JANUARY 30, 2018

Being a sales manager today is less about managing and more about developing, inspiring and growing the skills of your team. This is not easy and can leave a lot of sales managers chasing their tails trying to work out how to improve the performance of their team. So what does coaching really require?

Coaching 52

Coaching Sales Management Incentives Incentive 52

Pipeliner

MARCH 9, 2018

As sales managers, you all know how important it is to be effective at managing your sales staff and sales pipeline. At times, being reminded of 3 Steps to effective sales management can have a profound impact on your effectiveness. How is your staff trained on products?

Sales Management 40

Sales Management Hiring SalesForce Policies 40

Zoominfo

APRIL 19, 2023

A coach might find it helpful to point a sales rep to specific resources or develop an action plan for them. How Does Sales Coaching Differ From Sales Training? Sales coaching differs from sales training because it’s personalized. This style of training takes some of the burden off sales managers.

Sales Coaching 130

Sales Coaching Coaching Hiring Analysis 130

Mindtickle

JUNE 29, 2021

Whether you’re taking up a new hobby or developing on-the-job skills in a sales role, it’s true what they say: Practice makes perfect. There’s only so much that a seller can digest through sales onboarding and training content — and in order for a rep to truly hone their skills, they must practice. The value of sales role-play.

Negotiation 105

Negotiation Exercises Objections Coaching 105

Anthony Cole Training

FEBRUARY 27, 2012

close more sales (21). consistent sales (4). dealing with objections (7). desire for sales success (6). driving sales (6). evaluating sales teams (1). getting sales decisions (4). hiring sales people (6). Increase Sales (22). key to sales success (4). keys to sales success (30).

Hiring 168

Hiring Sports Ideal Customer Profile Webinar Metrics 168

Allego

MARCH 11, 2021

Lotka joined us on Allego’s podcast, The Adapter’s Advantage , to share her expertise and experience in this area, specifically touching on: the importance of positive client sales relationships. the value of structured, objective skill assessments in identifying future learning opportunities. #1

Face-to-face 111

Face-to-face Sports Groups Promotion 111

Janek Performance Group

JANUARY 3, 2023

In sales, the terms “manager” and “coach” are common titles. Afterall, for each, their primary objective is supporting sales teams to boost performance and achieve success. In actual practice, however, sales managers and coaches may or may not be the same person. What Is Sales Management?

Coaching 62

Coaching Hiring Sales Coaching Lead Rank 62

Braveheart Sales

OCTOBER 21, 2021

I grew up playing sports. But no matter how much I’ve encouraged the idea, my daughters have never wanted to play sports. Then out of the blue, my oldest told me she wanted to play a sport in high school. Are you going to let that stop you from pursuing your dream of trying this sport?” A Very Long Wait. What’s at stake?

Prospecting 75

Prospecting Sports Objections Groups 75

Igniting Sales Transformation

DECEMBER 1, 2019

Though the “goal” is to set the stage for sales success, SKO agendas are dominated with things that do not help salespeople be better at the craft of selling. Use your SKO time to train your sellers how to be better at selling; otherwise scrap the meeting. A better playbook for designing that sales kick-off meeting.

Meeting 130

Meeting Decision Maker Revelation ACT 130

Anthony Cole Training

MARCH 24, 2014

However, when I reread the sentence, I recognized that the focus was on the wrong objective – sales. That’s like passing out participation trophies in youth sports (you don’t want to get me started on THAT discussion.). Share with them your goals, dreams and objectives? Why is sales management so damn hard?

Motivation 219

Motivation Hiring Sports Compensation 219

Mindtickle

JUNE 29, 2021

Whether you’re taking up a new hobby or developing on-the-job skills in a sales role, it’s true what they say: Practice makes perfect. There’s only so much that a seller can digest through sales onboarding and training content — and in order for a rep to truly hone their skills, they must practice. The value of sales role-play.

Negotiation 72

Negotiation Exercises Objections Coaching 72

Anthony Cole Training

OCTOBER 14, 2014

Ever wonder if your sales people are really listening to you? As a sales manager or sales executive, you have many roles to fill in order to get the most out of your sales team. I would say today your job/role as a sales manager is very much the same. Need for approval from sales people.

Intent 199

Intent Motivation Coaching Sports 199

Anthony Cole Training

JUNE 14, 2011

close more sales (21). consistent sales (4). dealing with objections (7). desire for sales success (6). driving sales (6). evaluating sales teams (1). getting sales decisions (4). hiring sales people (6). Increase Sales (22). key to sales success (4). keys to sales success (30).

Hiring 168

Hiring Ideal Customer Profile Sports Webinar Metrics 168

Jeffrey Gitomer

JULY 26, 2011

Online Training. Talk about things you have in common (golf, sports, college, home state) as much as you can. Get Sales Blog Updates. Overcoming Objections. Sales Management. Sales Videos. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? What should a business lunch consist of? Tweet Share There are 4.5

Hiring 260

Hiring Social Media Referrals Loyalty 260

Anthony Cole Training

NOVEMBER 2, 2010

close more sales (21). consistent sales (4). dealing with objections (7). desire for sales success (6). driving sales (6). evaluating sales teams (1). getting sales decisions (4). hiring sales people (6). Increase Sales (22). key to sales success (4). keys to sales success (30).

Hiring 120

Hiring Sports Ideal Customer Profile Webinar Metrics 120

Braveheart Sales

MARCH 3, 2020

I cannot impress enough the importance of sales manager coaching and doing it a bunch. Check out this data curated by Objective Management Group on about 5,500 managers and their teams. Think of sports coaches. Sales Leaders: Quit Telling. Manage Objects”. I have stats to back me up.

Coaching 52

Coaching Sports Sales Coaching Objections 52

BrainShark

SEPTEMBER 20, 2022

Convenience, and with over 2,000,000 podcasts there is a treasure trove of choices, giving listeners easy access to engaging shows that cover every topic imaginable – from sports and crime thrillers to business and comedy. The sales world is no exception. Other Top Picks for Sales Managers: 14. Why all the podcast love?

Hiring 71

Hiring Negotiation Buyer Persona Influencer 71

Anthony Cole Training

OCTOBER 14, 2014

As a sales manager or sales executive, you have many roles to fill in order to get the most out of your sales team. You must coach them, you must motivate them, you must have some level of performance management and, in some ways, you must mentor them. Your job as a sales manager is much the same.

Sports 120

Sports Coaching Motivation Segment 120

Hubspot Sales

JULY 30, 2020

These 10 motivational techniques will engage both junior reps and their senior counterparts, ensuring they continue to work to meet their sales goals throughout the summer: Tips to Raise Sales Motivation at the End of Summer. Invest in sales management coaching. Plan a sales contest. Communicate value.

Motivation 121

Motivation Commission Webinar Metrics Decision Maker 121

Hubspot Sales

JULY 25, 2023

According to our recent State of AI Report : 16% of sales professionals use AI for prospect outreach. 85% of sales professionals say that AI makes their prospecting more effective. 72% of sales professionals say it helps them build rapport faster. 16% of sales professionals use AI for research. Set a goal.

Top of Funnel 86

Top of Funnel Forecasting Sales Qualified Lead Lead Rank 86

Women Sales Pros

JULY 20, 2018

Dave Kurlan and Objective Management Group have been studying what differentiates top producers since 1990 when they created the first ever PREDICTIVE assessment for salespeople. Only the world’s largest companies, who likely had comprehensive sales training and processes in place, were examined. But, let’s face it….

Ideal Customer Profile 87

Ideal Customer Profile Hiring Analysis Face-to-face 87

Anthony Cole Training

OCTOBER 24, 2011

close more sales (21). consistent sales (4). dealing with objections (7). desire for sales success (6). driving sales (6). evaluating sales teams (1). getting sales decisions (4). hiring sales people (6). Increase Sales (22). key to sales success (4). keys to sales success (30).

Hiring 180

Hiring Ideal Customer Profile Face-to-face Webinar Metrics 180

Chorus.ai

AUGUST 23, 2019

Effective coaching is vital to sales team success. Yet so many sales leaders miss the mark on effective. Often, it’s for one reason: They confuse coaching with training. In this episode of the B2B Sales Show, Grace Tyson sits down with Matt Cameron talk sales coaching. In This Episode.

Sales Coaching 48

Sales Coaching Coaching Sports Pivotal 48

Jeffrey Gitomer

JUNE 14, 2011

Online Training. Sports events. And for the competitive sports nut within you, play The Networking Game. It’s in my book The Sales Bible. I work for a large company with a large sales force. Get Sales Blog Updates. Overcoming Objections. Sales Management. Sales Videos.

Networking 325

Networking Hiring Trade Show Social Media 325

Your Sales Management Guru

OCTOBER 2, 2017

Recently I happened to have heard a sports talk radio host discuss Brain Waves in terms of what winning football players must exhibit, he specifically discussed using powerful Brain Waves to get into the head of their opponent allowing the one player to dominant. They all relate to having the correct Brain Waves.

Hiring 58

Hiring Face-to-face Sports Sales Leadership 58

Anthony Cole Training

JANUARY 31, 2013

At Anthony Cole Training Group, we perform a sales team evaluation before we begin working with a group. The findings provide everyone - the sales executives, the individual sales people and us - with actionable insights as to “why” the sales team functions the way it does.

Coaching 182

Coaching Hiring Groups Motivation 182

Anthony Cole Training

SEPTEMBER 22, 2010

close more sales (21). consistent sales (4). dealing with objections (7). desire for sales success (6). driving sales (6). evaluating sales teams (1). getting sales decisions (4). hiring sales people (6). Increase Sales (22). key to sales success (4). keys to sales success (30).

Hiring 185

Hiring Ideal Customer Profile Sales Qualified Lead Webinar Metrics 185

The Sales Hunter

FEBRUARY 7, 2012

Mark’s Insights on SALES MOTIVATION. Sales Articles. Don’t pass up the opportunity to connect with them via the telephone after a sporting event involving their favorite team or to find out how one of their children did in a particular event. phone sales tips. sales goals. sales manager.

Ideal Customer Profile 204

Ideal Customer Profile Negotiation Hiring Facebook 204

LevelEleven

DECEMBER 28, 2018

De-prioritizing coaching sessions, learning, and training. Having a concrete plan for the day helps avoid productivity lags and saves you from forgetting about key objectives. Objections are part of the sales process. Have you heard the phrase “you learn something new everyday”? Lack of planning. Skimping on research.

Collateral 70

Collateral Call-back Sports Coaching 70

A Sales Guy

DECEMBER 7, 2012

Are your sales managers and directors the right people for what has to be accomplished? Every year during pre-season, sports franchises have training camps designed to build the team. Do you have the right people in the right roles? Can you hit your number with the people you have on the bus? Not everyone makes it.

Sports 107

Sports Exercises Objections Positioning 107

Anthony Cole Training

JUNE 14, 2010

close more sales (21). consistent sales (4). dealing with objections (7). desire for sales success (6). driving sales (6). evaluating sales teams (1). getting sales decisions (4). hiring sales people (6). Increase Sales (22). key to sales success (4). keys to sales success (30).

Hiring 136

Hiring Sales Qualified Lead Ideal Customer Profile Webinar Metrics 136

Showpad

MARCH 19, 2021

Beyond direct personal knowledge of a rep, you’ll also need objective data regarding their performance. The first KPI you must consider is the total sales revenue they’ve brought in (both cumulatively and in various per-week, -month, -quarter or -year periods, as appropriate). Prepare your reps to play unfamiliar roles.

Sales Coaching 52

Sales Coaching Coaching Quota Scale 52

Mindtickle

APRIL 26, 2016

When it comes to planning your sales kickoff , the first step is setting your objectives for the event. Do you want to celebrate a great year or challenge your sales team to think differently? Are you reps in need of some motivation after a challenging year, or is training your main focus at the moment? Objective.

Hiring 52

Hiring How To Objections Scale 52

Mindtickle

APRIL 26, 2016

When it comes to planning your sales kickoff , the first step is setting your objectives for the event. Do you want to celebrate a great year or challenge your sales team to think differently? Are you reps in need of some motivation after a challenging year, or is training your main focus at the moment? Objective.

Hiring 52

Hiring How To Objections Scale 52

Pipeliner

FEBRUARY 9, 2018

System Two: Training. Onboarding (new hire training) is as important as hiring right. In addition to basic HR items, members of the sales team need to be trained on company products and services, sales processes, as well as marketing and sales tools to name a few. System Three: Sales/Buying Process.

System 45

System Sales Enablement Hiring Top of Funnel 45