Anthony Cole Training

APRIL 14, 2023

Improve your sales management skills by implementing these 5 behaviors to help your sales team drive consistent results.

Sales Management 229

Sales Management Sales Training 229

Anthony Cole Training

DECEMBER 23, 2019

In this blog, we discuss the best habits of highly successful salespeople and sales managers. Being an extraordinary sales manager is grueling and time-consuming.

Sales Management 215

Sales Management Consumer Hiring Sales 215

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.

Coaching 264

Coaching System Positioning Training 264

Anthony Cole Training

JANUARY 12, 2024

Many or few, consistent or irregular, planned or impromptu, the sales performance management activities that we, as sales managers, use to motivate, train and hold our sales team accountable are at least partly responsible for the success or lack of success of those we manage.

Motivation 291

Motivation Account Training Sales Management 291

Anthony Cole Training

JANUARY 28, 2020

The sales management activities that we perform today create the results that we achieve today. What activities are you doing now that are creating your current unsatisfactory results? How can you change them?

Sales Management 160

Sales Management Hiring Sales Banking 160

Anthony Cole Training

MARCH 12, 2020

In this blog article, we discuss the best advice sales managers can give their salespeople, and that is to "keep moving." If you want to increase sales within your organization, you must keep moving throughout the ups and downs, the missed opportunities, the clients who "ghost" you, and more.

Sales Management 216

Sales Management Hiring Sales Opportunity 216

Anthony Cole Training

SEPTEMBER 16, 2022

Conversation is much more pleasant than interrogation. This is important for an effective coach to remember because after two or three questions, a salesperson is going to feel like they are being attacked. This is also true for prospects.

Sales Management 235

Sales Management Coaching Conversion Sales 235

Anthony Cole Training

SEPTEMBER 21, 2015

If you cannot see that your sales team is failing to execute the fundamentals of an effective sales approach then surely this will kill your changes for consistent sales growth. Effectiveness as a sales manager requires many skills, tendencies and attributes. Managing Performance. Motivating. Upgrading.

Sales Management 120

Sales Management Groups Motivation Objections 120

Anthony Cole Training

JULY 11, 2019

Becoming, and staying, a sales manager is hard work. Becoming an extraordinary sales manager is grueling and time consuming.

Sales Management 150

Sales Management Consumer Meeting Conversion 150

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).

Company 221

Company Coaching Groups System 221

Anthony Cole Training

JUNE 24, 2019

T herein lies part of the problem with growing your sales team. Any sales manager can attempt to do this with their salespeople, but what systems and measured techniques do they have in place to ensure that it is working?

Sales Management 177

Sales Management Motivation System Coaching 177

Anthony Cole Training

JANUARY 19, 2023

The sales management activities that we are performing today are creating the results we are achieving today.

Banking 260

Banking Motivation Sales Management Account 260

Anthony Cole Training

MAY 9, 2012

So what metrics do you use to measure you success as a sales manager? The average production of each quintile of your sales team increases. If I were a senior sales executive I would demand specific metrics to measure my success in my role. As you see, accountability and performance management isn't just for sales.

Hiring 198

Hiring Sales Management Ideal Customer Profile Compensation 198

Anthony Cole Training

MAY 12, 2022

In our sales management training, we have developed 10 keys and a framework of activities that provide a new or tenured sales leader with a roadmap they need to put in place to help lead their team to greater sales success.

Leads 239

Leads Marketing Qualified Lead Training Sales Management 239

Anthony Cole Training

JANUARY 30, 2012

Increase Sales (22). key to sales success (4). keys to sales success (30). Leadership Training (2). managing sales (4). managing sales teams (18). motivating sales people (15). Sales Coaching (40). sales coaching skills (10). sales competencies (12). Sales Force (5).

Sales Management 159

Sales Management Hiring Ideal Customer Profile Call-back 159

Anthony Cole Training

AUGUST 17, 2016

Performance management is a major component of our Sales Management Certification program. When we graphically represent a sales managed environment, the pyramid below is how we communicate the components, how the environment is built and the order of importance.

Sales Management 120

Sales Management Tools Sales 120

Anthony Cole Training

DECEMBER 11, 2014

I believe the same is true with sales management. Or, if you are the senior sales executive of the organization, then you must ask, “If this is what my sales team looks like or how they are performing, then what is my sales manager doing? This then leads to the importance of sales management SKILLS.

Sales Management 201

Sales Management eBook Coaching Sales Qualified Lead 201

Anthony Cole Training

JUNE 5, 2015

As I continue to think about habits of sales people and the role of the sales manager in identifying, assessing and “correcting” habits, I keep looking for additional information that might be additive to this string of articles. Ike sent me a link to a survey that was done regarding the hunt for sales managers/directors.

Hiring 120

Hiring Sales Management CRM Scale 120

Anthony Cole Training

AUGUST 28, 2014

I started that post with the comment that I thought my dad could have been a good sales manager. He was a little rough around the edges and would not have survived current HR and political correctness constraints… BUT he would have had a highly productive sales team. Tell your sales people to say, “Great!

Sales Management 181

Sales Management Hiring Government Coaching 181

Anthony Cole Training

DECEMBER 14, 2016

Sales management, sales leadership and sales presidency require special diligence this time of year. Actions taken now will assure successful sales results in the coming year. In order to transition smoothly, here are 7 sales management steps that should be completed before the end of the year.

Sales Management 120

Sales Management Sales Leadership Sales 120

Anthony Cole Training

APRIL 29, 2013

The conference is sponsored by Objective Management Group , a company that produces the #1 Sales Assessment tool IN THE WORLD. I am proud to say that, as part of our overall approach to providing critical sales and sales management solutions, we have represented this resource for 18 of the 20 years that we have been in business.

Sales Management 184

Sales Management Conference eBook Analysis 184

Anthony Cole Training

DECEMBER 5, 2014

Tony," you might be asking, "what does this have to do sales management and sales management tools?" Well, reader," I''m thinking, "it has a lot to do with sales management and sales tools, and it also gives me a chance to reflect on my dad and my youth spent on the farm."

Tools 196

Tools Sales Management Hiring Pipeline 196

Anthony Cole Training

OCTOBER 13, 2014

Yes, the tenets for success was still based on a formula of sales steps and conversion ratios from one step to the next, but. As I write this, maybe I should change the title to “Sales Managers – Why Isn’t Goal Achievement Easy?” there was ONE MAJOR difference – personal goal setting.

Sales Management 204

Sales Management SME Incentives Incentive 204

Anthony Cole Training

SEPTEMBER 24, 2014

I’ve been trying to find a way to tie cooking to sales management. I love to cook (and eat) and I love selling and coaching sales management. Thus my attempt to find another way to explain concepts of sales management: COOKING! Let’s think about your relationship with your sales people.

Sales Management 200

Sales Management Sports Motivation Coaching 200

Anthony Cole Training

SEPTEMBER 26, 2011

Increase Sales (22). key to sales success (4). keys to sales success (30). Leadership Training (2). managing sales (4). managing sales teams (18). motivating sales people (15). Sales Coaching (40). sales coaching skills (10). sales competencies (12). Sales Force (5).

Hiring 174

Hiring Sales Management Ideal Customer Profile Webinar Metrics 174

Anthony Cole Training

DECEMBER 3, 2014

However, once I got into sales, sales management, sales training and became a president of a company, I think I finally understood. You generally end up hiring some marginal people – people that need coaching, feedback, mentoring and performance management. Brian Tracey describes it as “Eat That Frog”.

Hiring 193

Hiring Sales Management SME Coaching 193

Anthony Cole Training

JANUARY 25, 2024

We rely on the pioneer and #1 sales management evaluation by Objective Management Group to help understand exactly what it takes to ‘motivate’ a sales team. What are the competencies and behaviors of those leaders who seem so talented at helping others achieve their very best?

Motivation 282

Motivation Exact Groups Objections 282

Anthony Cole Training

SEPTEMBER 4, 2014

I stopped reading, highlighted the passage and made the following note: “This pertains to sales managers and sales professionals in their relationship AND should also be applied to sales professionals and buyer relationships!”. How does this fit in sales and sales management?

Sales Management 169

Sales Management Negotiation Insurance Insurance 169

Anthony Cole Training

APRIL 29, 2013

The conference is sponsored by Objective Management Group, a company that produces the #1 Sales Assessment tool IN THE WORLD. I am proud to say that, as part of our overall approach to providing critical sales and sales management solutions, we have represented this resource for 18 of the 20 years that we have been in business.

Sales Management 190

Sales Management Conference eBook Analysis 190

Anthony Cole Training

MAY 19, 2011

Increase Sales (22). key to sales success (4). keys to sales success (30). Leadership Training (2). managing sales (4). managing sales teams (18). motivating sales people (15). Sales Coaching (40). sales coaching skills (10). sales competencies (12). Sales Force (5).

Hiring 168

Hiring Sales Management Webinar Metrics Ideal Customer Profile 168

Anthony Cole Training

FEBRUARY 5, 2013

Which brings me back to the purpose of this post today - to discuss the "dilemma" or "problem" with the bell curve in sales management. This is the first day that, if I struggle, if I fail, I am not going to have my dreams come true here, because my sales manager will ignore me if the rest of the "team" hits their goal.".

Sales Management 213

Sales Management Hiring Groups Analysis 213

Anthony Cole Training

AUGUST 29, 2011

Increase Sales (22). key to sales success (4). keys to sales success (30). Leadership Training (2). managing sales (4). managing sales teams (18). motivating sales people (15). Sales Coaching (40). sales coaching skills (10). sales competencies (12). Sales Force (5).

Hiring 149

Hiring Sales Management Decision Maker Ideal Customer Profile 149

Anthony Cole Training

DECEMBER 17, 2012

Are you prepared to succeed today in Sales, Sales Management, Business and Life? Let me take a minute to answer for myself and then I'll get on with the rest of the post: Sales - yes, Sales management - kind of, Business - yes. In sales management you would likely look at sales.

Sales Management 205

Sales Management InsideView Webinar Metrics Incentives 205

Anthony Cole Training

SEPTEMBER 9, 2014

Competition, losing key sales people, pricing, economy, investment in bad hires? When I saw the list this morning, I felt comfortable that, as president of Anthony Cole Training Group, we are addressing many, if not all, of these items. Are you aware of the risks and what are you doing about them?

Hiring 169

Hiring Sales Management Conference eBook 169

Anthony Cole Training

FEBRUARY 15, 2024

Most organizations and sales managers think of accountability or performance management as “micro-managing.” Jim Collins has been quoted as saying “There is no such thing as 'micro-managing.' There is either managing or not managing.”

Account 219

Account Sales Management Sales Motivation 219

Anthony Cole Training

OCTOBER 1, 2015

But if you are a sales manager responsible for developing your people and for driving sales growth this is awful advice. If you are looking for a solution on how to keep from chasing every chicken you see then I’m sure there is good information to be gleaned from the book.

Sales Management 120

Sales Management Sales How To 120

Anthony Cole Training

MARCH 31, 2010

Increase Sales (22). key to sales success (4). keys to sales success (30). Leadership Training (2). managing sales (4). managing sales teams (18). motivating sales people (15). Sales Coaching (40). sales coaching skills (10). sales competencies (12). Sales Force (5).

Training 120

Training Hiring Ideal Customer Profile Webinar Metrics 120