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. Communication.
Banking 
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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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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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A Simple Sales Management Strategy For Banks
Increase Sales
OCTOBER 2, 2013
Banks are interesting businesses to observe. And yet, management seems oblivious to this simple sales strategy for business growth especially within the market of small business. And yet, management seems oblivious to this simple sales strategy for business growth especially within the market of small business.
Banking 137
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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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Hit Your Sales Targets without Breaking the Bank in 2024
The Spiff Blog
JANUARY 9, 2024
What does this mean for sales teams? If you’re responsible for reaching demanding sales targets, you must be more dynamic and strategic in 2024. But, if cost-efficiency is a top priority, then extensive sales hiring is an expensive last resort– not a dependable solution. B2B sales has an average turnover rate of 35% ( source ).
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The 5 Metrics That Should Matter Most to Sales Managers
Sales and Marketing Management
JANUARY 31, 2019
Author: Matthew Sunshine As a sales manager, you spend serious time and care setting clear expectations; this is how you help your salespeople approach their work with purpose. A sales manager I once knew was in love with a particular metric: the number of calls each seller made in a day. You’ve got so much on your plate?
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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.
Sales Management 216
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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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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.
Banking 216
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How Real Sales Managers Use Conversational Intelligence
Hubspot Sales
MAY 18, 2021
Conversational intelligence tools — programs that use artificial intelligence to automatically record, transcribe, and analyze hours of sales calls — are becoming a staple of a growing number of sales organizations' tech stacks. How Managers Can Use Conversational Intelligence. Better understand the voice of your customer.
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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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Achieving Sales Team Excellence – the Motivation Competency
Anthony Cole Training
JANUARY 25, 2024
The dream of every dedicated sales leader and the key to achieving sales team excellence is understanding what drives and inspires their people to perform at their highest potential. What are the competencies and behaviors of those leaders who seem so talented at helping others achieve their very best?
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Strong Sales Performance Management Begins with Setting Standards
Anthony Cole Training
JANUARY 12, 2024
The sales performance management activities that we are performing today are creating the results we are achieving today. You must ask yourself, what activities are you, or your sales manager, doing now that are creating your current unsatisfactory results?
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The ultimate guide to agile sales management
Zendesk Sell
JULY 16, 2019
The sales world is changing fast. The tools and tactics that got the job done 10 years ago don’t stand a fighting chance of enabling sales or closing deals in today’s market. Staying competitive in sales means understanding changes in the customer journey and adjusting strategy accordingly. Agile methodology defined.
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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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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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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B2B Emotional Sales Formula - Curiosity. Obsession. Fever. Action. Passion.
Sales and Marketing Management
JUNE 25, 2018
I know, you fell into sales, and perhaps from there, sales management. studying sales methodologies, you know that you are obsessed. Action – If you're sitting reactively doing email, if you're sitting period – you’re failing in sales. Bank on it! Sales is the transference of belief. is more cowbell!
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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.
Coaching 177
177 Blueberries, Sales and Sales Management
Anthony Cole Training
JANUARY 30, 2012
HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever?
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4 Habits of Highly Successful Sales Managers Who Retain Their Top Performers
The Center for Sales Strategy
AUGUST 21, 2018
SCENARIO: For the first time in a long time, you have sales positions open, but the most talented salespeople likely are already employed elsewhere. Well, this scenario is one managers often find themselves in. Recruiting and filling your talent bank is important.
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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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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Talent Acquisition: How Do I Hire Better Talent?
The Center for Sales Strategy
MAY 16, 2022
As sales managers, we need to treat recruitment the same way. The most effective way to ensure you’re able to hire better talent is to build and maintain a strong talent bank. We are always asking our salespeople to prospect and keep their eyes open for new potential clients.
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Top Sales Enablement Conferences to Attend in 2024
Allego
DECEMBER 13, 2023
In 2024, we’ll see plenty of top-notch conferences for professionals in all industries, especially sales enablement. Sales enablement conferences and other events offer the ideal opportunity for you to build your career skills, learn about new technologies, and hear about new approaches to sales enablement. See you out there!
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The Secret to Sales Rep Motivation
Steven Rosen
MAY 28, 2014
Last week I was speaking with a VP of Sales of a well-known software company. George was not pleased with the performance of his sales team and was under intense pressure from the senior team to turn things around. Sales were off in 4 out of 5 regions and he felt that the sales team was just not motivated. By Steven A.
Motivation 319
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10 Do's for Sales Management Success
Anthony Cole Training
SEPTEMBER 26, 2011
HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever?
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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. Of course, all of these point to the importance of constructive sales feedback while coaching. Not all coaching is helpful and constructive.
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For Sales Managers Looking For Successful Sales People
Anthony Cole Training
MAY 19, 2011
HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever?
Hiring 168
168 Sales Enablement, Upping The Game….
Partners in Excellence
AUGUST 31, 2022
This may be my own ignorance of programs leading sales enablement organizations are implementing. It’s driven by an observation about discussions I hear among sales enablement folks and observations from perusing my feeds. ” Reflecting back numbers of years, my first customers were major money center banks.
6 Creative Recruiting Ideas to Help Keep Your Talent Bank Full
The Center for Sales Strategy
JUNE 4, 2018
Managers often reach out to us looking for creative ways to recruit people to their companies.
Banking 56
56 Words Make a Difference in Successful Sales Management
Anthony Cole Training
AUGUST 29, 2011
HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever?
Hiring 149
149 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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Here’s HOW a CRM Will Increase Your Sales! (No Stats)
Adaptive Business Services
JULY 26, 2023
It’s just that more difficult to manage these multiple moving parts. Another aspect is that most often using a CRM is something that has been requested (dictated) by their company or sales manager. I’ve spent that last 45 years as either a salesperson or as a sales manager. Get over it and do it for YOURSELF!
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Getting in the door is hard
Sales 2.0
OCTOBER 11, 2019
When I first got involved in sales I was a sales engineer. I supported a technology sales force on their sales calls with semiconductor engineers. When I got to these meetings I had many engaging conversations with these buyers that our sales team did not seem able to handle. A real sales job.
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The Sales Manager's Job
Anthony Cole Training
MARCH 23, 2010
HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever?
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“Why I’m So Interested In Selling,” Martin Mackay
Partners in Excellence
APRIL 5, 2024
Within that, Sales is the most dynamic and challenging role and the combination is really without precedent.” How I got into selling — Martin Mackay Actually, I graduated from Oxford University with a degree in Modern Languages and considered that the last thing I wanted to do was go into Sales!
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105 10 Tips to Help You Find Superstar Sales Talent (VIDEO)
The Center for Sales Strategy
JULY 23, 2019
When sales managers are working to build their talent bank with qualified candidates, it's not easy. Couple that with your desire to have the very best sales talent in there, it gets quite a bit harder.
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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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Nimble CRM is Designed to Build Relationships, Not Spreadsheets
Adaptive Business Services
MAY 3, 2023
What are my/our sales for the month? How much money do I have in my bank accounts? Certainly I think it does for salespeople, solopreneurs, and small sales teams. If their sales are low is it because they are not making the calls, they struggle in the sales process, or they just can’t close a deal?
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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.
Why Is It So Hard to Teach Sales Literacy?
Sales Hacker
MARCH 7, 2022
Sales is not an easy topic for academics to teach. Just ask Frank Cespedes , Senior Lecturer in the Entrepreneurial Management Unit at Harvard Business School. Sales is cross-disciplinary. Sales doesn’t exist in a silo (or, at least, it shouldn’t). Sales doesn’t exist in a silo (or, at least, it shouldn’t).
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