Anthony Cole Training

OCTOBER 15, 2021

Are you, as a sales leader, spending at least 50% of your time coaching your salespeople, helping them to develop their skills and become more productive? It’s time to inspect your own behaviors as a coach and mentor. Set time on your calendar right now for specific, sales skills coaching with your salespeople.

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Coaching Sales Management Training Sales 212

Anthony Cole Training

MARCH 8, 2024

Most sales managers spend less than 10% of their time on coaching, and only one third of managers actually coach their people on a weekly basis. Yet, the Coaching Competency is the most critical part of a sales manager's responsibilities; it is also the most difficult skill set to learn and master.

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Coaching System Positioning Training 262

Sales and Marketing Management

DECEMBER 19, 2016

Author: Mike Kunkle, senior director of sales enablement, Brainshark, Inc. Teaser: Many companies trying to improve sales productivity are going about it the wrong way. Rep training is only part of the picture. Many companies trying to improve sales productivity are going about it the wrong way. read more

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Coaching Training Sales Enablement Sales 120

Understanding the Sales Force

FEBRUARY 25, 2024

According to the search results inside this blog, I have written on the topic of coaching salespeople more than 400 times or 25% of my articles. Because sales managers are not coaching – still – at least not consistently or effectively. Most of the advice given fell into the category of sales tips.

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Coaching Guidelines Margin Incentives 333

Steven Rosen

MARCH 10, 2024

Indeed, 40% of salespeople cite it as the most challenging part of the sales process, more daunting than either closing or qualifying. However, the significance of prospecting is often overshadowed by the allure of the deal’s close, leading many sales managers to neglect to coach the top of the funnel.

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Coaching Sales Management Prospecting Top of Funnel 334

Increase Sales

FEBRUARY 16, 2013

The truth behind failed sales training coaching is the curriculum, the process, the methodology call it what you will has been designed for the 1.8% Most, probably 95% of all sales training coaching has been developed to work with these three presumptions: Strategic plan exists. of all businesses (SMB).

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Coaching Training Advertising Advertising 155

Steven Rosen

APRIL 10, 2024

In this episode of the Sales Leadership Awakening podcast, Steven Rosen and Colleen Stanley discuss the high cost of making a bad hire in sales. Best practices in sales, such as defining an ideal client profile, can also be applied in the hiring process.

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Hiring Strategy Negotiation Ideal Customer Profile 296

Steven Rosen

JANUARY 13, 2024

In the Sales Leadership Awakening podcast, Steven Rosen and Colleen Stanley stress the lack of coaching and support for sales managers, underscoring the need for coaching for these managers. Because simple often wins, you can’t coach without a playbook.”

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Sales Management Hiring Retention Coaching 156

Increase Sales

JANUARY 8, 2013

If sales is the transference of emotions and many emotions are transferred through sight, sound and sense, then how many sales training coaching programs focuses on the senses of human beings? Sales Training Coaching Tip: Knowledge of the DISC tool supports the power of observation.

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Ideal Customer Profile Coaching Training Webinar Metrics 170

Increase Sales

MAY 21, 2012

Years ago when earning my first degree in education and then later my Masters of Science in Instructional Design (thank you Purdue University ) I was exposed to Edgar Dale’s Learning Model and today when reading another blog about assumptions realized the prevalence of assumptions in sales training coaching as well.

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Coaching Training Education Sales Coaching 158

Anthony Cole Training

AUGUST 11, 2023

In the fast-paced world of banking sales, staying ahead of the competition requires continuous improvement. While group training sessions have many benefits, there's no denying the unique benefits of personalized one-on-one sales coaching.

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Banking Sales Coaching Coaching Benefit 228

Steven Rosen

APRIL 1, 2024

These discussions, whether addressing underperformance, behavioural issues, or compensation adjustments, are crucial for maintaining a healthy sales environment and driving performance. A Look at the Stats Recent surveys and studies have revealed an uncomfortable truth: many sales managers regularly sidestep difficult conversations.

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Conversion Construction Survey Compensation 227

Steven Rosen

FEBRUARY 11, 2024

Steven Rosen and Colleen Stanley discuss the strategy of simultaneously setting learning and sales goals. They explore the intricate relationship between continuous learning and improving skills for sales leaders, stressing the need for a balance. In this article, we’ll look at the connection between sales and learning goals.

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Sales Goal Top of Funnel Social Media Coaching 156

Understanding the Sales Force

APRIL 22, 2024

Over the past thirty-nine years, I have seen this at so many companies and with executives who believed they could apply DIY to any or all of the following ten functions: Evaluating their sales team – it is usually biased and limited to what they recognize as good.

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Comparison Construction Compensation Sales Leadership 193

Janek Performance Group

MAY 25, 2018

Sales training and sales coaching are two of the best ways to improve the sales performance of your team. Being aware of the distinctions will help you determine which you need to use and when, and will help improve the development of your sales team.

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Sales Coaching Coaching Training Sales 69

Sales Hacker

MARCH 28, 2019

To address the disparity between men and women in sales, a good start is to change your hiring practices , and update your company policies. In a recent survey by D2L , an online survey company, 64% of men said that they received access to training resources, while only 48% of women said they did. Are all of your sales coaches men?

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Coaching Training Hiring Sales Management 79

Highspot

NOVEMBER 23, 2020

Today, I am excited to share the launch of the first chapters of The Definitive Guide to Training and Coaching. This first chapter of our Definitive Guide to Sales Training and Coaching will begin by laying out what’s required to help a team master winning behaviors.

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Coaching Training Churn Face-to-face 52

Understanding the Sales Force

APRIL 15, 2024

This is a great time to upgrade your sales team. A sales team evaluation shows who will and won’t be able to develop the necessary skills to succeed in this worsening selling environment. You should spend money on training and development for the twelve challenges I listed above.

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Hiring Discount Decision Maker Call-back 182

Understanding the Sales Force

APRIL 3, 2024

Dennis Connelly, Derek Baer and I were sharing our experiences coaching salespeople, sales managers and sales leaders, and comparing those who were and weren’t coachable. When it comes to coaching up salespeople, there are many conditions that must be met. Let’s begin with the coaching environment itself.

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Data Construction Coaching Face-to-face 130

Increase Sales

AUGUST 9, 2012

Look at the learning objectives for most sales training coaching programs and you might find these sales skills: Sales Negotiations. Yet there is one sales skill is that missing from all this learning and its absence may help to explain why so many in small business fail to increase sales.

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Coaching Training Small Business Small Business 162

Anthony Cole Training

JANUARY 13, 2023

Today I will cover one of the ways we at Anthony Cole Training Group, LLC coach sales managers to help them coach their salespeople to have more and better initial sales calls: Your USA! USA is the terminology we use at Anthony Cole Training Group as part of our Effective Selling System (ESS).

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Company Coaching Groups System 219

Anthony Cole Training

FEBRUARY 9, 2024

Many companies are struggling with finding talent in today’s environment, and it is particularly difficult to find top-notch sales management talent. Unfortunately, most sales managers have no formal training in leadership, management and coaching skills, so how do you find the right person?

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Hiring Sales Management Company Industry 264

Steven Rosen

JANUARY 9, 2024

In this 3:01 video, Colleen Stanley and Steven Rosen stress that sales leaders must hold their teams accountable for performance. Managers can support, coach, and provide resources, but ultimately, it’s up to the individual to perform. The individual and the manager jointly own training.

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Account Coaching Sales Leadership Resources 156

Steven Rosen

JANUARY 9, 2024

In this 3:01 video, Colleen Stanley and Steven Rosen stress that sales leaders must hold their teams accountable for performance. Managers can support, coach, and provide resources, but ultimately, it’s up to the individual to perform. The individual and the manager jointly own training.

Account 156

Account Video Coaching Sales Leadership 156

Bigtincan

APRIL 24, 2019

The CFO asks how much will it cost us if we train a rep and they leave? To which the CEO responds, “How much will it cost us if we don’t train them and they stay?” Sales training and sales coaching are two completely […]. I’m often reminded of a common conversation between a CEO and CFO.

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Sales Coaching Coaching Training Sales 52

Mindtickle

MARCH 21, 2018

It used to be that training and coaching were time-consuming and infrequent. If you’re wondering how to take advantage of this popular trend, here are some ways to leverage gamification in sales training and coaching programs at your organization. Many people in today’s sales forces are Gen X and Y.

Coaching 52

Coaching Training Segment Retention 52

Mindtickle

MARCH 21, 2018

It used to be that training and coaching were time-consuming and infrequent. If you’re wondering how to take advantage of this popular trend, here are some ways to leverage gamification in sales training and coaching programs at your organization. Many people in today’s sales forces are Gen X and Y.

Coaching 52

Coaching Training Segment Retention 52

Showpad

MARCH 12, 2019

Sales managing, training, coaching: These three words are often used interchangeably, but they are actually quite different in the world of sales enablement. While there is some overlap, all sales managing, training, and coaching should work in conjunction with one another to maximize the performance of your sales team.

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Coaching Sales Management Training Hiring 40

Allego

NOVEMBER 21, 2018

A recent study by the Association for Training Development (ATD) uncovered some “fuzzy math.”. When ATD asked sales managers to estimate the number of hours they devoted to coaching every month, the average respondent said “three to four hours.” Tip 1: Define Sales Coaching. Tip 2: Enable Your Sales Managers.

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Coaching Sales Management Training Hiring 59

Showpad

MARCH 12, 2019

Sales managing, training, coaching: These three words are often used interchangeably, but they are actually quite different in the world of sales enablement. While there is some overlap, all sales managing, training, and coaching should work in conjunction with one another to maximize the performance of your sales team.

Coaching 40

Coaching Sales Management Training Hiring 40