Anthony Cole Training

JANUARY 7, 2014

We figure that if we can come up with just the right formula (metrics) for success, then we can help our clients succeed in growing sales revenue. Though there are many sales activities and process factors that contribute to making sales happen, at the end of the day, there is only one metric that matters: Sales Revenue!

Hiring 177

Hiring Webinar Metrics eBook Revenue 177

Anthony Cole Training

JANUARY 13, 2014

I was on LinkedIn this morning and saw an ad which read, "5 Keys to Improve Pipeline Forcasting Accuracy and Reduce Revenue Risk!". A couple of things. You can click the link and download the pdf here--> How Risky is Your Pipeline?).

Sales Forecasts 189

Sales Forecasts Forecasting Margin Incentives 189

Anthony Cole Training

SEPTEMBER 9, 2014

Diverse Revenue Generation (products) – Are your people selling only one solution to your clients? Diverse Revenue Streams (people) – As a manager, are your numbers (or is your success) dependent upon the few? You have business contracted for, you have realized revenue, and you have profit.

Hiring 169

Hiring Sales Management Conference eBook 169

Anthony Cole Training

JULY 18, 2014

As sales people, we are always looking for the same thing – increased revenue. The sales people who really DO want to improve and increase their revenue - the ones who hunger for success and eagerly want to know, “How DO you get that 67% increase?”. INCREASE AVERAGE SALE – Increase your revenue per sale by 10%.

Cold Calling 186

Cold Calling How To Guarantee eBook 186

Anthony Cole Training

FEBRUARY 11, 2014

It could actually be several different numbers, but usually one stands out from all the rest and that number is the production/sales/revenue/ commission number. Not just the production/revenue /commission number at the end of the day, but those numbers that help you predict your chances of winning. Numbers measure sales success.

Commission 168

Commission Revenue Sales Relationals 168

Anthony Cole Training

JUNE 11, 2014

How are your ratios as compared to where you thought they would be and needed them to be to execute certain revenue outcomes? If you’re hitting your behavior targets and not the revenue results, ask yourself why. What are they telling you about your business? 3) Be honest with yourself and take responsibility for success… and failure.

Revenue 170

Revenue Sales 170

Anthony Cole Training

AUGUST 19, 2012

Growth of revenue. Success opportunity for that person that will: Achieve 1 million in sales revenue by contact presidents of companies that generate 100 million in sales a year in the greater Chicago area. Retention of clients. Customer service scores. Use of CRM. Execution of companies go to market strategy.

Hiring 160

Hiring Ideal Customer Profile SalesForce Retention 160

Anthony Cole Training

JANUARY 7, 2013

And so it is with the new year when sales teams, led by courageous sales leaders like you, submit sales plans, business plans, financial budgets or revenue projections. For those long into their careers with established revenue flow, it's a matter of "you can count on me to do my part." We have to or we wouldn't stay in the fight.

Face-to-face 150

Face-to-face Exercises Education Banking 150

Anthony Cole Training

AUGUST 19, 2012

Growth of revenue. Successful opportunity for the person that will: Achieve 1 million in sales revenue by contacting presidents of companies that generate 100 million in sales a year in the greater Chicago area. Look strictly at the results and outcomes they generate and use that to write your job post. Pipeline volume. Use of CRM.

Hiring 136

Hiring Ideal Customer Profile SalesForce Retention 136

Anthony Cole Training

JANUARY 12, 2015

In other words, 20% of your team is generating 80% of the revenue. 20% of what your sales people do generates 80% of their revenue. 20% of each individual’s book of business generates 80% of the revenue. If this is true, then why is 80% of my team only generating 20% of my revenue? Get the point?

Hiring 120

Hiring Intent Up-Sell Revenue 120

Anthony Cole Training

MAY 1, 2015

You sacrifice margin, which means making more sales to achieve your revenue goal. You trade “building the kind of business you want” for revenue today. So, let’s talk about the problems of selling on price. It’s a short-term versus a long-term strategy to building your business.

Margin 120

Margin Pipeline Prospecting Follow-up 120

Anthony Cole Training

FEBRUARY 7, 2013

The typical metrics for success used are: retained revenue, retained accounts, customer service scores, new business sales, book of business growth. Yes, companies set metrics/KPIs - Key Performance Indicators - but are they the right ones to help a sales leader effectively monitor, coach, mentor, motivate a sales person to success?

Hiring 181

Hiring Lead Rank Lead Scoring Incentives 181

Anthony Cole Training

OCTOBER 20, 2014

Over the last years, when we project sales, our revenue projections are about 75% accurate. In the last 4 sales, the sales cycle – from the moment we had our 1 st serious conversation about the problems a company is facing to the time they said, “Yes, we will pay you to help us” – has taken less than 30 days.

Insurance 168

Insurance Insurance Margin Hiring 168

Anthony Cole Training

JUNE 22, 2011

A year ago, I met with a group that was experiencing very good revenue retention, but not-so-good new business sales success. Acknowledgement that $500,000 of revenue would not renew. Cumulative pipeline YTD exceeds 2MM in revenue. Posted by Tony Cole on Wed, Jun 22, 2011.   delicious.

Hiring 136

Hiring Ideal Customer Profile Webinar Metrics eBook 136

Anthony Cole Training

MARCH 6, 2014

I begin generating the following thoughts: · - Most companies ask the question – How do I drive more sales revenue/growth? Lauderdale, the author’s words, concepts, ideas keep rolling around in my head. o Consistent sales growth. o Minimizing the variability in success between the top and bottom.

SME 185

SME Hiring Conference Segment 185

Anthony Cole Training

OCTOBER 20, 2014

Over the last years, when we project sales, our revenue projections are about 75% accurate. The estimated due date is probably less than 33% accurate – I don’t track this.

Hiring 201

Hiring Insurance Insurance Margin 201

Anthony Cole Training

JANUARY 13, 2015

Regardless of how the revenue/contribution split occurs, it doesn’t justify people not hitting goal! That would mean that you have a much larger percentage of people pulling the weight of the entire team.

Hiring 120

Hiring Groups Compensation Call-back 120

Anthony Cole Training

FEBRUARY 7, 2013

The typical metrics for success used are: retained revenue, retained accounts, customer service scores, new business sales, book of business growth. And they must be the right ones to help a sales leader effectively monitor, coach, mentor, and motivate a sales person to success.

Lead Rank 120

Lead Rank Lead Scoring Hiring Leads 120

Anthony Cole Training

JANUARY 13, 2015

Regardless of how the revenue/contribution split occurs, it doesn’t justify people not hitting goal! Not a bad thing, maybe not a great thing, but certainly it evens the load.

Hiring 120

Hiring Groups Up-Sell Call-back 120

Anthony Cole Training

JANUARY 16, 2014

As we talked, we arrived at the bigger picture: How do we get in front of more people and how do we continue to drive new business revenue in spite of this internal change? The question on the table was this: How do we continue to get referrals from our partners even though they won''t get paid for them anymore?

Prospecting 159

Prospecting Insurance Insurance Pivotal 159

Anthony Cole Training

OCTOBER 23, 2012

dollars in revenue. Risk the revenue goals of the company just because he was a senior partner and executive. The account gave him an opportunity to write a small portion of another aspect of their insurance needs. A year later he wrote the entire account for over a 500,000.00 Risks taken by Doug: Called on a large account.

Insurance 181

Insurance Insurance Hiring Decision Maker 181

Anthony Cole Training

SEPTEMBER 8, 2014

Reasons for having a well-thought out sales process include seller and buyer risk management, standardized customer interaction during sales, and scalable revenue generation. According to Wikipedia - A sales process is an approach to selling a product or service.

Decision Maker 182

Decision Maker Hiring Buyer Sales Methodology 182

Anthony Cole Training

JULY 18, 2013

If people aren''t improving, people aren''t changing and sales aren''t growing, then part of the problem could be that you are not encouraging the right behaviors to get the right revenue results. Review what motivates your people.

Hiring 193

Hiring Guidelines Intent Insurance 193

Anthony Cole Training

OCTOBER 23, 2012

A year later, he wrote the entire account for more than $500,000 dollars in revenue. Risk the revenue goals of the company just because he was a senior partner and executive. The account gave him an opportunity to write a small portion of another aspect of their insurance needs. Risks taken by Doug: Called on a large account.

Hiring 136

Hiring Insurance Insurance Decision Maker 136

Anthony Cole Training

SEPTEMBER 24, 2010

Even though many sales people put together business plans for their upcoming sales year often it is nothing more that a financial projection of estimated new business, known lost revenue, estimated lost revenue and current pipeline opportunities. Those are your green activities that lead directly to generating sales revenue.

Sales Qualified Lead 141

Sales Qualified Lead Hiring Leads Marketing Qualified Lead 141

Anthony Cole Training

MARCH 24, 2014

In a previous blog, I talked about my own motivation as it related to my athletic career.

Motivation 219

Motivation Hiring Sports Compensation 219

Anthony Cole Training

JULY 18, 2013

If people aren''t improving, people aren''t changing and sales aren''t growing, then part of the problem could be that you are not encouraging the right behaviors to get the right revenue results. Review what motivates your people.

Hiring 169

Hiring Sales Management Guidelines Intent 169

Anthony Cole Training

MAY 30, 2013

Build the company sales revenue plan from the ground up. (As a sales manager you may argue this, but the OMG data shows that clearly 75% of all sales managers do not feel it is important to know what motivates their sales people.)

Motivation 186

Motivation Insurance Insurance Discount 186

Anthony Cole Training

OCTOBER 14, 2013

It really isn''t a business planning process, but rather focuses on a financial projection of anticipated new business cash flow and anticipated loss of revenues. The process isn''t really a process; it''s the presenting of a pre-determined sales goal for each producer. Once the process is completed, no one revisits the plan.

Negotiation 189

Negotiation Motivation Intent Sales 189

Anthony Cole Training

DECEMBER 10, 2014

No one will be crying over the lost revenue from a lost account in 2014. They will be joyful for the time we spent with them. There will be tears of laughter at the stories and tears of sorrow because of the loss. It is tough to figure it all out. I admit to mulling this over quite a bit.

Insurance 189

Insurance Insurance eBook Up-Sell 189

Anthony Cole Training

DECEMBER 10, 2010

As you wind up this year and look at your metrics that determine your sales success: New business sold - revenue. I promise to make this post on sales success short because I really want you to view the video. New accounts opened. Names added to data base. Improved conversion ratios in your sales success formula. Number of new introductions.

Hiring 180

Hiring Ideal Customer Profile Sales Qualified Lead Webinar Metrics 180

Anthony Cole Training

MAY 30, 2013

Build the company sales revenue plan from the ground up. (As a sales manager you may argue this, but the OMG data shows that clearly 75% of all sales managers do not feel it is important to know what motivates their sales people.)

Motivation 149

Motivation Insurance Insurance Discount 149

Anthony Cole Training

OCTOBER 14, 2013

It really isn''t a business planning process, but rather a focus on a financial projection of anticipated new business cash flow and anticipated loss of revenues. The process isn''t really a process; it''s the presenting of a pre-determined sales goal for each producer. Once the process is completed, no one revisits the plan.

Negotiation 136

Negotiation Motivation Intent Sales 136

Anthony Cole Training

MAY 30, 2013

Build the company sales revenue plan from the ground up. (As a sales manager you may argue this, but the OMG data shows that 75% of all sales managers do not feel it is important to know what motivates their sales people.) However, once you know what is important to your sales people, then you are more effective as a mentor and a coach.

Motivation 120

Motivation Discount Sales Up-Sell 120

Anthony Cole Training

OCTOBER 14, 2013

It really isn''t a business planning process, but rather a focus on a financial projection of anticipated new business cash flow and anticipated loss of revenues. The process isn''t really a process; it''s the presenting of a pre-determined sales goal for each producer. Once the process is completed, no one revisits the plan.

Negotiation 120

Negotiation Motivation Intent Sales 120

Anthony Cole Training

MAY 19, 2011

When you go about looking for sales people to help you grow your sales revenue, what is it that is most important for you to know or find out about your potential candidates? For Sales Managers Looking For Successful Sales People. Posted by Tony Cole on Thu, May 19, 2011.   delicious.

Hiring 168

Hiring Sales Management Webinar Metrics Ideal Customer Profile 168

Anthony Cole Training

FEBRUARY 3, 2010

In other words, if a sales team spends its time and effort talking and worrying about the economy, then that means they spend less time doing what they can be doing to generate revenue. It’s a choice.

Hiring 136

Hiring Ideal Customer Profile Webinar Metrics eBook 136