5 Behaviors of Effective Banking Sales Leaders
Anthony Cole Training
JANUARY 19, 2023
The sales management activities that we are performing today are creating the results we are achieving today.
For Banking Industry Sales Managers – How to Lead
Increase Sales
NOVEMBER 5, 2014
The US banking industry especially within the commercial side has dramatically changed because of compliance and the economy. Today banks appear to be as common as convenience and fuel stores, fast food chains and drug stores. There is a bank of every corner or it seems that way. Communication. Share on Facebook.
Banking 
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Sales Managers: Think You’re Ready for Referrals?
No More Cold Calling
JANUARY 16, 2020
Here are five important steps to make your team referral sales experts. If salespeople were self-motivated, they wouldn’t need sales managers or metrics. That’s why we need sales managers. Actually, what we need is strong sales leadership. Sales managers do what they ask others to do.
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Hit Your Sales Targets without Breaking the Bank in 2024
The Spiff Blog
JANUARY 9, 2024
Sales ramp-up time can be costly, considering how much training and coaching is required to get new reps up to speed. For one, insufficient training won’t create effective salespeople. Identify any sources of confusion or disruption that new sales reps might experience in their early days at your company.
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The Data Behind Sales Managers of Elite Teams
Anthony Cole Training
JULY 13, 2023
Learn about the "Coachable" Sales Competency in this blog taken from OMG's recent webinar: The Data Behind Sales Managers of Elite Teams.
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The Best Advice Sales Managers Can Give to Help Increase Sales
Anthony Cole Training
MAY 19, 2023
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.
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Strong Sales Performance Management Begins with Setting Standards
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.
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Selling Value Without Selling, Part 3: THE SOLUTION!
Anthony Cole Training
MARCH 24, 2023
Prospect : W hy should I do business with you or your bank / company? In part 1, I gave you a sample of how the ‘selling value’ discussions sounds. Here it is again.
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Selling Value Without Selling: Part 2
Anthony Cole Training
MARCH 17, 2023
From a sales strategy and process perspective, positioning value not only requires a great VALUE PROPOSITION but also supporting Will to Sell, Sales DNA, and Sales Competencies. Using data from just one of our dozens of community bank clients, this is what we found out about top 25% of the team vs the bottom 25% of the team.
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The Best Advice Sales Managers Can Give to Help Increase Sales
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.
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Top Habits of Highly Successful Sales Managers
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?
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How Real Sales Managers Use Conversational Intelligence
Hubspot Sales
MAY 18, 2021
And it makes sense — tracking and pulling insight from sales calls manually is a frustrating, labor-intensive, often ineffective burden that can eat up sales managers' time without offering much return. Sales managers stand to gain a lot by incorporating this kind of tech into their teams' day-to-day and broader sales efforts.
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Strategies and Skills: How to Be a Good Sales Manager
LeadFuze
JULY 14, 2023
How to be a good sales manager is an inquiry that many professionals in the field often ponder. The role of a sales manager extends beyond just overseeing a team; it’s about fostering growth, driving performance, and achieving targets. A sales manager position, that’s your answer.
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If Only Sales Management Would Do the Math – Part 1
Increase Sales
MAY 8, 2014
Math sometimes seem to be a poison to those in sales management. These industrious folks have a tendency to jump on board with the latest so called best practice without actually doing the math to see if their sales team can meet the goals. Then visit 10 of the home encircling the open house home. Share on Facebook.
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Blueberries, Sales and Sales Management
Anthony Cole Training
JANUARY 30, 2012
Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! building sales relationships (7). Increase Sales (22). key to sales success (4). keys to sales success (30).
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Achieving Sales Team Excellence – the Motivation Competency
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?
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If Only Sales Management Would Do the Math – Part 2
Increase Sales
MAY 9, 2014
After a extremely cold and snowy winter, sales people are out in force attempting to achieve the sales goals set by sales management. The problem is many of these sales managers have failed to do simple math to learn if these goals are realistic. By doing the math, probably2 sales people could be terminated.
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Properly Handled Mistakes Create Stronger Relationships
Adaptive Business Services
JANUARY 31, 2024
Let’s examine that … Back in the 80’s, I was the sales manager for a local office equipment company. In 2006 I secured a deal with a regional bank that was going to be rapidly expanding in S.W. It wasn’t a large job, but the bank had huge potential. There is a caveat to this title. One in particular was huge for us.
10 Do's for Sales Management Success
Anthony Cole Training
SEPTEMBER 26, 2011
Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! building sales relationships (7). Increase Sales (22). key to sales success (4). keys to sales success (30).
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4 Habits of Highly Successful Sales Managers Who Retain Their Top Performers
The Center for Sales Strategy
AUGUST 21, 2018
Well, this scenario is one managers often find themselves in. Even the most successful sales managers can find themselves in this situation if they aren't intentional with their management practices and focused on retention. Recruiting and filling your talent bank is important.
For Sales Managers Looking For Successful Sales People
Anthony Cole Training
MAY 19, 2011
Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! building sales relationships (7). Increase Sales (22). key to sales success (4). keys to sales success (30).
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168 Sales Enablement, Upping The Game….
Partners in Excellence
AUGUST 31, 2022
It’s driven by an observation about discussions I hear among sales enablement folks and observations from perusing my feeds. Something I seldom see in sales enablement training and development programs are things that help sellers better understand the worlds of their customers.
5 Key Takeaways from Celebrating 30 Years in Business
Anthony Cole Training
JANUARY 26, 2023
This year, we're celebrating a huge milestone- 30 Years of Anthony Cole Training Group. In 1993, Linda and Tony Cole decided to start their own training and development company. In this video, Tony shares 5 things that have helped us grow and serve others in these 30 years.
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263 Words Make a Difference in Successful Sales Management
Anthony Cole Training
AUGUST 29, 2011
Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! building sales relationships (7). Increase Sales (22). key to sales success (4). keys to sales success (30).
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Sales Training and Self Training for Success
Anthony Cole Training
MARCH 31, 2010
Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! building sales relationships (7). Increase Sales (22). key to sales success (4). keys to sales success (30).
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Top 4 Ways to Improve Employee Development
Allego
JUNE 2, 2021
In his twenty-five years with the organization, he has held national leadership roles within commercial and business banking. Today, Jackson leads the direction and strategy of a globally distributed learning organization, supporting more than 240,000 bank employees worldwide and developing learning content with strategic vendors. “I
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The Sales Manager's Job
Anthony Cole Training
MARCH 23, 2010
Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! building sales relationships (7). Increase Sales (22). key to sales success (4). keys to sales success (30).
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Effective Coaching with Sales Performance Metrics
Anthony Cole Training
OCTOBER 6, 2023
Sales organizations typically have plenty of sales data due to the growth and usage of CRM systems, critical to capturing the activities that are occurring with the sales team. But effective coaching with sales performance data often becomes the greater challenge with sales managers and leaders.
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What is the Impact of Frequent Coaching?
Anthony Cole Training
JULY 21, 2023
Excerpt from Objective Management Group’s recent webinar on The Data Behind Sales Managers of Elite Teams. The second chapter of this guide addresses a fundamental question: how often should sales managers coach their teams?
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The Secret to Sales Rep Motivation
Steven Rosen
MAY 28, 2014
The answer that traditional sales leaders have used in the past is to throw more money at their team to drive performance. The researchers at MIT in a 2005 study for the Federal Reserve Bank concluded that : As long as the task involved only mechanical skills, bonuses and rewards work. The higher the pay the better the performance.
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How Coaching Drives Sales Growth
Anthony Cole Training
NOVEMBER 3, 2023
This is from the deep data warehouse of Objective Management Group, our partner and the pioneer of the sales assessment. Unfortunately, we also know that less than 10% of sales managers are considered highly effective at this critical role of coaching.
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How Can Small Businesses Effectively Manage Their Time and Resources? (video)
Pipeliner
NOVEMBER 12, 2023
Financial management is another hurdle, with a disconnect often existing between profitability and cash flow. You might be running a profitable business but still struggle to have enough money in the bank. This is further complicated by the cash gap – the time between paying expenses and collecting on sales.
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Which Manager Qualities Matter Most for Building Elite Sales Teams
Anthony Cole Training
JULY 28, 2023
Excerpt from Objective Management Group’s recent webinar on The Data Behind Sales Managers of Elite Teams. Through a deep analysis of sales evaluations and coaching frequencies, we uncover the impact of consistent coaching on various aspects of sales performance.
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If you can’t measure it, you can’t manage it
Bernadette McClelland
JULY 8, 2012
Those who struggle with their finances I bet almost never open window faced envelopes or reconcile bank statements. Sales people who don’t measure prospecting or know their ratios or numbers are the ones who fall behind the 8 ball – but it’s too competitive out there to do that today.
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Sales training – what’s the biggest challenge?
Sales Training Connection
MARCH 25, 2015
Given the substantial amount of money that companies commit to training every year, the notion of learning more about how to get it right is a question of interest. When asked about their companies’ biggest challenge with training programs, the respondents reported that the one growing most in concern was the lack of metrics.
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50 Why is It So #%&@ Hard to Solve the Sales Growth Problem? – The 5 Constraints to Growing Sales – Part I
Anthony Cole Training
JANUARY 19, 2017
I’ve written on this subject, talked about it at workshops/keynotes and presented it to our clients in our Sales Managed Environment ® Certification program for over 20 years. It’s still something that we get asked about when we present at the Community Bank CEO Network and other venues. It’s still in the news.
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The Future (of Sales) is Female
Chorus.ai
JANUARY 20, 2020
Christine Lagarde, managing director of the IMF, cites that while women make up only 2% of bank CEO’s worldwide, banks who count women among the top leadership tend to have better fiscal profiles. In sales, it looks remarkably similar. Diverse teams make us perform better across industries. Get Involved.
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Coaching and the Importance of Constructive Sales Feedback
Anthony Cole Training
OCTOBER 13, 2023
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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Top 7 Sales Lessons from BISA's 2013 Annual Convention
Anthony Cole Training
MARCH 19, 2013
BISA is the Bank Insurance and Securities Association. There are several GREAT speakers in the general sessions, but it is not a conference where you will find constant discussions about the art and science of selling or sales management. Jim McNeil - Executive Director of BISA, – Scott Stathis – Managing Director and COO BISRA.
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Building Your Own Online University
Sales and Marketing Management
JUNE 15, 2018
This is why a start-up company hired me to build their training department. The firm was targeting the senior market by offering solutions to keep these older people safe in their own homes rather than empty bank accounts to move into senior housing. But I wanted to do more than just offer live training and follow-up coaching.
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The Top Reason Why Sales Teams Fail
Increase Sales
AUGUST 9, 2013
Believe it or not, many in sales management from the small business owners, C Suite executives all the way down to the sales managers have this hidden motto within their sales teams: Failure is Job #1! Share on Facebook.
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Poll Question about Sales Success
Anthony Cole Training
JULY 16, 2012
They need more training. Noel Wagner , director of talent acquisition at the Achilles Group responded with a comment: "It is a manager's job to develop their team or manage them out if they're not capable after being trained.". When we assess the sales group we use the Objective Management Sales Talent Evaluation.
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Embracing AI for business sales success
Showpad
OCTOBER 16, 2023
AI-powered guidance not only enhances the effectiveness of individual pitches, but also helps sellers develop their overall communication and presentation skills, enabling them to excel in their sales roles. But the transformative power of AI in sales extends beyond efficiency gains.
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The Monthly Rundown: Startups to Watch from Shamus the Sales Guy – May
Crunchbase
JUNE 24, 2020
Why I’m watching DefinedCrowd: DefinedCrowd develops a crowd-as-a-service intelligent data platform intended to accelerate enterprise data training and modeling (essentially it combines human and machine intelligence to speed up AI training). Industry: Banking, Financial Services, FinTech, Social Impact. Aspiration.
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